1. Chris Jones
Founder & CEO
Mobilis
Founder & former CEO
Argent Networks

2. Sales, Sales, Sales!

3. Profile the Target
 Ownership
 Influences
Internal, External
 Key Suppliers
Recent Deals
 Develop Relationships
Multiple Levels
 Procurement Process
RFI, RFP, HQ vs Subsidiary
 Competition
Pricing, Finance
 Get on the plane, face-to-face
 Influence the Outcome
 What’s the Budget?
 Who has the Cheque Book?

4. Channels to Market
 Direct
Market Determined
 Indirect
Agents (multiple), Distributors, OEM
 Be paranoid until money is in the bank

5. Being Competitive
 Innovate, Build Relationships, Listen to the customer, Listen
to the Market, Modify
 Ask for the Order, Get the Order
 There’s no prize for being second