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Sealing the Deal with LargeEnterprise:The Big CompanyCaroline McCarthy @caroTips for StartupsCheryl Yeoh @cherylyeoh
The 5 Keys to SuccessStart smallBe preparedShow your creativityRead the fine printSpeak the language
Start smallBe strategic - don’t go big and fast all at once.Your future partner has to trust you first.
Be preparedMake sure that your accounting is in order andthat their payment timeline fits your budget.
Show your creativityDemonstrate in your proposal that you’ll be trueto the brand but will still innovate.
Read the fine printIf you’ve been sent information about how to dobusiness with the client, read it. No, seriously.
Speak the languageIf you’re working with sales or marketing, knowtheir jargon even if it makes you cry a little inside.
Sealing the Deal with LargeEnterprise: Tips forEntrepreneurs & StartupsCheryl Yeoh@cherylyeoh
A Little Background...
Case Studies from...
The 6-Step Process1.Research -> Reaching Out
FACT 1: “People Want to DoBusiness With People     They Like”
FACT 2:“Don’t Give Up. There aremultiple channels & doors”
The 6-Step Process1.Research -> Reaching Out2.Initial Informational Meetings3.Show Progress -> Send Updates4.Pitch Meeting
FACT 3:Large Corporations Want to Work WithStartups that Can Provide:1) Value-added services/product/tech they can’t   bui...
The 6-Step Process1.Research -> Reaching Out2.Initial Informational Meetings3.Show Progress -> Send Updates4.Pitch Meeting...
FACT 4:“A Partnership No Matter How Small is        Akin to An Investment”
What Not To Say:1) Don’t offer to do something the company thinks it can   do itself2) Don’t say how “easy” it is to integ...
Thank you so much! Did you like this talk?       Here’s our tip jar for charity.      http://bit.ly/LadiesTrek
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Sealing the Deal with Large Enterprise

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Striking the right partnership with Google, MTV, or American Express can help your product gain traction fast. This class will help you identify potential partners, tailor your product strategy, and make the pitch that will land your first, big deal.

Sharing real-world experience will be Caroline McCarthy (@caro), who is a Google+ Business Marketing Manager at Google, and Cheryl Yeoh (@cherylyeoh), who is a Co-Founder & CEO of Reclip.It.

Caroline and Cheryl are are traveling to Tanzania this February as global ambassadors for Ladies Trekking Week, an annual trip to the summit of Mt. Kilimanjaro organized by a group of European women with a dual aim of personal empowerment and social good.

If you enjoyed this presentation, we ask that you kindly donate $10 to our cause that will go toward improving literacy for children in Tanzania. Please donate here - http://fundly.com/ladies-trekking-2013

Thank you!

Published in: Technology
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Sealing the Deal with Large Enterprise

  1. 1. Sealing the Deal with LargeEnterprise:The Big CompanyCaroline McCarthy @caroTips for StartupsCheryl Yeoh @cherylyeoh
  2. 2. The 5 Keys to SuccessStart smallBe preparedShow your creativityRead the fine printSpeak the language
  3. 3. Start smallBe strategic - don’t go big and fast all at once.Your future partner has to trust you first.
  4. 4. Be preparedMake sure that your accounting is in order andthat their payment timeline fits your budget.
  5. 5. Show your creativityDemonstrate in your proposal that you’ll be trueto the brand but will still innovate.
  6. 6. Read the fine printIf you’ve been sent information about how to dobusiness with the client, read it. No, seriously.
  7. 7. Speak the languageIf you’re working with sales or marketing, knowtheir jargon even if it makes you cry a little inside.
  8. 8. Sealing the Deal with LargeEnterprise: Tips forEntrepreneurs & StartupsCheryl Yeoh@cherylyeoh
  9. 9. A Little Background...
  10. 10. Case Studies from...
  11. 11. The 6-Step Process1.Research -> Reaching Out
  12. 12. FACT 1: “People Want to DoBusiness With People They Like”
  13. 13. FACT 2:“Don’t Give Up. There aremultiple channels & doors”
  14. 14. The 6-Step Process1.Research -> Reaching Out2.Initial Informational Meetings3.Show Progress -> Send Updates4.Pitch Meeting
  15. 15. FACT 3:Large Corporations Want to Work WithStartups that Can Provide:1) Value-added services/product/tech they can’t build in near term2) Increased speed & time to market in a vertical
  16. 16. The 6-Step Process1.Research -> Reaching Out2.Initial Informational Meetings3.Show Progress -> Send Updates4.Pitch Meeting5.Integration, Timeline & Negotiations6.Launch Pilot Study -> Track Results
  17. 17. FACT 4:“A Partnership No Matter How Small is Akin to An Investment”
  18. 18. What Not To Say:1) Don’t offer to do something the company thinks it can do itself2) Don’t say how “easy” it is to integrateWhat To Say:1) How you’ve already proven yourself in marketplace against competitors2) What makes you unique (technology, traction, etc)3) Level of effort for integration - pilot study / proof of concept* Long term stability of company (funding, etc)* Depends on priorities within organization - timing is key
  19. 19. Thank you so much! Did you like this talk? Here’s our tip jar for charity. http://bit.ly/LadiesTrek

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