The document provides strategies for software companies to break into the enterprise market through beta and pilot programs. It outlines three key stages: 1) Building a strong foundation with expertise, solutions, and delivery capabilities. 2) Getting initial beta/pilot customers through networking, events, partnerships, and targeting smaller customers first. 3) Running successful pilots by treating customers well, customizing solutions, demonstrating scalability, and working through enterprise processes and legal requirements. The document emphasizes that breaking into large enterprises is difficult but can be achieved through persistence and addressing their unique needs.
Startup 101 for students and aspiring entrepreneursRakesh Soni
Are curious about entrepreneurship and startup? Want to learn more about it? I created this 74 slide presentation to sum up entrepreneurship and startups for university students and aspiring entrepreneurs.
For more awesome content, follow me here, and:
Linkedin: https://www.linkedin.com/in/oyesoni/
Twitter: https://twitter.com/OyeSoni
Beginner's Guide: How to raise Seed and Series A Funding for Your Tech StartupsRakesh Soni
This is a short beginners' guide to learn about startup fundraising particularly Seed and Series A round.
CONTENT:
Introduction
Startup Funding 101:
What is funding and why do you need it?
Types of funding
When to raise and how much to raise
Understanding exit
Key players in fundraising
What matters to founders?
Understanding dilution
How to determine the valuation
Understanding controlling terms
How do VCs work?
Seed and Series A Funding:
Are you ready for funding?
Preparation
How to raise: processes, tips & tricks
Recommended Reading
Q&A
Bob Dorf, serial entrepreneur and co-author of "The Startup Manual," on Lessons for Lean Leadership.
Presentation delivered at the Global Entrepreneurship Congress in Johannesburg, South Africa (March 2017).
2021 Sundsvall NTI Gymnasiet: making magic possible - Things I learned runn...Kay Gruenwoldt
This is a talk I gave on invitation by NTI Gymnasiet, which allowed me to share some of the learnings over the last decade of managing games studios and teams.
Startup 101 for students and aspiring entrepreneursRakesh Soni
Are curious about entrepreneurship and startup? Want to learn more about it? I created this 74 slide presentation to sum up entrepreneurship and startups for university students and aspiring entrepreneurs.
For more awesome content, follow me here, and:
Linkedin: https://www.linkedin.com/in/oyesoni/
Twitter: https://twitter.com/OyeSoni
Beginner's Guide: How to raise Seed and Series A Funding for Your Tech StartupsRakesh Soni
This is a short beginners' guide to learn about startup fundraising particularly Seed and Series A round.
CONTENT:
Introduction
Startup Funding 101:
What is funding and why do you need it?
Types of funding
When to raise and how much to raise
Understanding exit
Key players in fundraising
What matters to founders?
Understanding dilution
How to determine the valuation
Understanding controlling terms
How do VCs work?
Seed and Series A Funding:
Are you ready for funding?
Preparation
How to raise: processes, tips & tricks
Recommended Reading
Q&A
Bob Dorf, serial entrepreneur and co-author of "The Startup Manual," on Lessons for Lean Leadership.
Presentation delivered at the Global Entrepreneurship Congress in Johannesburg, South Africa (March 2017).
2021 Sundsvall NTI Gymnasiet: making magic possible - Things I learned runn...Kay Gruenwoldt
This is a talk I gave on invitation by NTI Gymnasiet, which allowed me to share some of the learnings over the last decade of managing games studios and teams.
If you are presenting to investors, this is for you. Learn how to make a winning investor pitch and how to persuade investors to invest in you. From the award -winning team at Benjamin Ball Associates. Call +44 20 7018 0922
Venture & Angel Investments for Startups - 2021Crowd Product
The special event series will cover the following:
Raising First Cheque Seed Funding from VC
Why Lead Investor is Important ? How to Find One ?
20 Things Not To Do By A Startup Founder
I used this deck to present some concepts from the Eric Ries book to an internal audience. This deck refers to Youtube for a video case study of Nordtrom Innovation Labs.
David Rautenberg is a businessman who lives and works in Waterloo NY. Here David Rautenberg is sharing key skills that are must to become an entrepreneur.
Olivia Liddell - Longhorn PHP 2021 - Socially Engineering Your Pathway to a B...OliviaLiddell
In the context of information security, social engineering is a practice that can help hackers to acquire personal information, insights, and access. Social engineering techniques can also be used by hackers and non-hackers alike to become more skilled at observing the people around them and making informed decisions that are based on these observations. In this session, you will learn how to take a social engineering approach towards improving your team dynamics, including:
- Strategies for assessing your team’s current strengths and areas of improvement.
- Recommendations for developing an action plan to initiate change.
- Strategies for using ongoing observation techniques to effectively manage change.
Some important qualities required to become successful entrepreneur. Now a days people are more inclined towards entrepreneurship. It is because of awareness that they can give something back to society whether it is as profitable or non profitable way.
There are great Success Stories in E Business. More Important are great Failures. Why E Business Fails, what are the critical reasons to fail. This Presentation Discusses the Success and Failures. The Critical Factors which makes Success.
Research from Harvard Business School’s Shikhar Ghosh shows that 75% of all startup enterprises fail. What causes these failures and what can entrepreneurs do to mitigate the risk? Enter “Entrepreneurial Management.”
In Session 4 of Entrepreneurship 101, we discuss the research from Startup Genome’s report, define the 5-Dimensions of success and introduce entrepreneurial management practices that startups can use to reduce the risk of failure. Startups are not just small versions of big companies – they need special tools and methodology to manage uncertainty and find their place in the market. We aim to equip attendees with the tools to mitigate risk and enjoy the journey of building a great company.
This book will provide you with new tools, skills,
and a mindset to harness opportunities born of
uncertainty in order to design a better business.
We’ve included tons of real-world examples of
people who have mastered the fundamentals of
design, as well as case studies of companies that
have created change using design as the under-
lying foundation for decision making. And, just as
design is a repeatable process, this book is meant
not only to guide you on your design journey, but
also to provide an ongoing reference to help you
scale the design beyond one project or product
to an entire company.
Speed Wins: Launching new products and services. pptxPeter Eales
Learn how to get your products and services to market on time to enhance your range of services. Peter Eales gives practical examples and case studies for a range of businesses across all sectors, showing how to use product management for business growth. This session is a presentation for people in marketing and business owners. It shows how to work with customers and suppliers to test ideas, products and services using prototypes, MVPs (Minimum Viable Products which are like prototypes), and methods to save wasted time and cost. Peter shows the importance of good project management and how to adjust plans and tactics up to and after launch. It was originally a presentation given to 2014 to marketers and business owners.
Peter Eales is MD of o i solutions ltd and Marketing Manager at Hixsons Ltd. He is a CIM chartered marketer, CIM and IDM Fellow and ex regional chair, and Dorset CIM Vice Chair. A Dorset Community Foundation Board Member and Dorset Business Angels GM and Director. Previously a plc director and experienced product manager across the UK and Europe.
If you are presenting to investors, this is for you. Learn how to make a winning investor pitch and how to persuade investors to invest in you. From the award -winning team at Benjamin Ball Associates. Call +44 20 7018 0922
Venture & Angel Investments for Startups - 2021Crowd Product
The special event series will cover the following:
Raising First Cheque Seed Funding from VC
Why Lead Investor is Important ? How to Find One ?
20 Things Not To Do By A Startup Founder
I used this deck to present some concepts from the Eric Ries book to an internal audience. This deck refers to Youtube for a video case study of Nordtrom Innovation Labs.
David Rautenberg is a businessman who lives and works in Waterloo NY. Here David Rautenberg is sharing key skills that are must to become an entrepreneur.
Olivia Liddell - Longhorn PHP 2021 - Socially Engineering Your Pathway to a B...OliviaLiddell
In the context of information security, social engineering is a practice that can help hackers to acquire personal information, insights, and access. Social engineering techniques can also be used by hackers and non-hackers alike to become more skilled at observing the people around them and making informed decisions that are based on these observations. In this session, you will learn how to take a social engineering approach towards improving your team dynamics, including:
- Strategies for assessing your team’s current strengths and areas of improvement.
- Recommendations for developing an action plan to initiate change.
- Strategies for using ongoing observation techniques to effectively manage change.
Some important qualities required to become successful entrepreneur. Now a days people are more inclined towards entrepreneurship. It is because of awareness that they can give something back to society whether it is as profitable or non profitable way.
There are great Success Stories in E Business. More Important are great Failures. Why E Business Fails, what are the critical reasons to fail. This Presentation Discusses the Success and Failures. The Critical Factors which makes Success.
Research from Harvard Business School’s Shikhar Ghosh shows that 75% of all startup enterprises fail. What causes these failures and what can entrepreneurs do to mitigate the risk? Enter “Entrepreneurial Management.”
In Session 4 of Entrepreneurship 101, we discuss the research from Startup Genome’s report, define the 5-Dimensions of success and introduce entrepreneurial management practices that startups can use to reduce the risk of failure. Startups are not just small versions of big companies – they need special tools and methodology to manage uncertainty and find their place in the market. We aim to equip attendees with the tools to mitigate risk and enjoy the journey of building a great company.
This book will provide you with new tools, skills,
and a mindset to harness opportunities born of
uncertainty in order to design a better business.
We’ve included tons of real-world examples of
people who have mastered the fundamentals of
design, as well as case studies of companies that
have created change using design as the under-
lying foundation for decision making. And, just as
design is a repeatable process, this book is meant
not only to guide you on your design journey, but
also to provide an ongoing reference to help you
scale the design beyond one project or product
to an entire company.
Speed Wins: Launching new products and services. pptxPeter Eales
Learn how to get your products and services to market on time to enhance your range of services. Peter Eales gives practical examples and case studies for a range of businesses across all sectors, showing how to use product management for business growth. This session is a presentation for people in marketing and business owners. It shows how to work with customers and suppliers to test ideas, products and services using prototypes, MVPs (Minimum Viable Products which are like prototypes), and methods to save wasted time and cost. Peter shows the importance of good project management and how to adjust plans and tactics up to and after launch. It was originally a presentation given to 2014 to marketers and business owners.
Peter Eales is MD of o i solutions ltd and Marketing Manager at Hixsons Ltd. He is a CIM chartered marketer, CIM and IDM Fellow and ex regional chair, and Dorset CIM Vice Chair. A Dorset Community Foundation Board Member and Dorset Business Angels GM and Director. Previously a plc director and experienced product manager across the UK and Europe.
As an Educational Software Company, We provide the best Internship Programs for your career development and we are the best software training institute in Tamilnadu.
We Are Here To Help You With Skills
With the goal of delivering the next generation of learning, Learn To Hub recognized the potential use of technology in education and developed new solutions such as eLearning Classrooms, online courses & educational applications, and web learning techniques.
How to best structure your sales, marketing, and customer success teams so that they have alignment.
What sales process to follow and how to lead value-based conversations that best convert Leads to Customers.
Ditch the Marketing Funnel and focus on the Flywheel to better service your existing customers and drive future growth. We will cover why Inbound vs Outbound in these critical times as well as why Bulgaria is a great place to build your Sales Team.
Leanplum’s experience on technical, marketing, and implementation partners.
Misconceptions about Product Management by iwoca Senior PMProduct School
Main takeaways:
- There are a lot of opinions written and spoken about Product Management, popularized by big consumer companies and silicon valley startups
- Why you should not try to apply those opinions without realizing the context they were applied in
- When the rubber meets the road, you should start realizing that the path to building great products comes down to basics - not the buzz words
Journey to product / market fit explained. What do the start-up's first stages look like and what you should keep in mind when identifying a problem worth solving, creating a product and getting your first customers
Agile Inception Strategies : Presented by Khaarthigha SubramanianoGuild .
Agile Inception using Innovative and Collaborative techniques & Gamification came for rescue, But now this is also diluted a lot and becoming in-effective. But used well, this is highly effective even to discover more than what we are focusing and help channel the investments for the clients.
We took a real world problem that is meaningful to all attendees and used the following techniques as a real inception
– Describing the objectives of inception and inception outcomes
– Setting the vision
– Identify Competing constraints and decouple them
– Understand nuances of client relationship and being dynamic in modelling the solution
– Stakeholder mapping and communication plan
– Assumption mapping and hypotheses prioritisation
– Traceability of user needs to business goals through impact mapping.
“COVID-19 has crippled the world, leaving many small medium businesses struggling to survive and many waking up to the reality of re-assessing their business strategies and tactics. Even [b2b / b2c] marketing will have to be adjusted. “
Presentation for the Eleven VC in Bulgaria portfolio on Setting up and Scaling yoru Sales Machine.
Topics Covered
Building, Training and Personal Development of your Sales Team
Sales as an Energy Exchange
Defining your ICP - Verticals and Personas
Marketing, the flywheel and Inbound vs Outbound
Prospecting, Referrals, LinkedIn
Sales Process
Value Based Conversation
Qualification Criteria
Selling with a Story and the power of Introverts
International Expansion
High Ticket Sales - How to Sell Large Client RetainersRyan Stewart
We all get started selling our services at any price we can. But eventually, you need to land larger clients in order to scale. This deck walks you through how I attract, close and manage large retainer clients for our agency.
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team Daniel Nilsson
How Can You Grow & Develop Your Sales Pipe If You Don’t Know What You’re Doing? Learn how to design your B2B sales process and increase conversion, get bigger deals and close your deals in less time. I will give you the key steps, the right focus and example of tools that will take your sales team to a new level.
You should read this presentation if you believe in your own and your team's growth.
Personally, I have a deep passion for Growth and I created this presentation after doing extensive research on how I could grow sales into new levels. The data I have reviewed are from marketing experts, sales experts, Gartner, reports and my own personal experience defining sales processes in multiple verticals.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hearing from you.
Start your business with low or no startup costFreelance
Starting a business with low or no startup cost is a great way to pursue your entrepreneurial dreams without having to take on too much financial risk. Here are some tips step by step on how to get started.
There are several industries that have low or no startup costs when starting a business :
Freelance writing or content creation: All you need is a computer and an internet connection to get started.
Consulting or coaching: If you have expertise in a particular area, you can offer consulting or coaching services to others.
Online tutoring: With platforms like Zoom and Skype, you can offer tutoring services to students around the world without the need for a physical location.
Social media management: Many small businesses are looking for help managing their social media accounts, and this can be done from anywhere with an internet connection.
Affiliate marketing: With affiliate marketing, you promote products or services and earn a commission on sales.
Pet-sitting or dog-walking: If you love animals, you can start a pet-sitting or dog-walking business with little to no startup costs.
Event planning: You can start an event planning business from home and work with vendors and venues to plan events for clients.
Virtual assistant: Many businesses need help with administrative tasks, and you can offer virtual assistant services from home.These are just a few examples of industries with low startup costs. With a bit of creativity and hard work, there are many other options out there as well.
here are some potential names for a startup company that provides consulting services to small business owners. I have made sure to avoid names that are already registered, but please note that it's always a good idea to conduct a trademark search before finalizing a name to ensure that it's not infringing on any existing trademarks.
Some examples for a startup company's names:
PivotPoint Consulting
BizBoost Consulting
ThriveWorks Consulting
SmallBiz Solutions
SageMinds Consulting
Prosperity Partners
BrightBridge Consulting
VitalVentures Consulting
SparkWise Consulting
Catalyst Consultancy
LeapForward Consulting
GrowWorks Consulting
Flourish Consulting
Kinetic Ventures
BlueSky Consulting
Synergy Strategy Group
Innovate Insight Consulting
Horizon Consulting Group
Nexus Consulting
Momentum Consulting CoMarket Research for Small Business Consulting Industry:
Executive Summary: The small business consulting industry has seen consistent growth over the last decade, as small business owners seek help with business strategy, financial management, marketing, and other areas of expertise. The market size for this industry is expected to grow at a CAGR of 5.5% from 2021 to 2026. However, the industry is highly competitive, with many consulting firms vying for clients. In order to succeed in this industry, it's important to differentiate oneself from competitors and provide high-quality services that meet the unique needs of small business owners.
Market Size and Growth:
How to Increase Your Product Sense by ServiceNow Senior PMProduct School
Main takeaways:
- Framework of learning and improving your product sense
- Learn how to do your skill gap analysis and ideas to level up
- How to build it as a muscle and create successful products
Customer development for Big Data Solutions / ProductsMagora Vasyl
Print this out and use this short guide with the checkbox to start customer development right from tomorrow. This is theoretical approaches peppered with practical adjustments. You will love it.
Similar to Enterprise Beta and Pilot Strategies (20)
Climate Science Flows: Enabling Petabyte-Scale Climate Analysis with the Eart...Globus
The Earth System Grid Federation (ESGF) is a global network of data servers that archives and distributes the planet’s largest collection of Earth system model output for thousands of climate and environmental scientists worldwide. Many of these petabyte-scale data archives are located in proximity to large high-performance computing (HPC) or cloud computing resources, but the primary workflow for data users consists of transferring data, and applying computations on a different system. As a part of the ESGF 2.0 US project (funded by the United States Department of Energy Office of Science), we developed pre-defined data workflows, which can be run on-demand, capable of applying many data reduction and data analysis to the large ESGF data archives, transferring only the resultant analysis (ex. visualizations, smaller data files). In this talk, we will showcase a few of these workflows, highlighting how Globus Flows can be used for petabyte-scale climate analysis.
Globus Connect Server Deep Dive - GlobusWorld 2024Globus
We explore the Globus Connect Server (GCS) architecture and experiment with advanced configuration options and use cases. This content is targeted at system administrators who are familiar with GCS and currently operate—or are planning to operate—broader deployments at their institution.
Understanding Globus Data Transfers with NetSageGlobus
NetSage is an open privacy-aware network measurement, analysis, and visualization service designed to help end-users visualize and reason about large data transfers. NetSage traditionally has used a combination of passive measurements, including SNMP and flow data, as well as active measurements, mainly perfSONAR, to provide longitudinal network performance data visualization. It has been deployed by dozens of networks world wide, and is supported domestically by the Engagement and Performance Operations Center (EPOC), NSF #2328479. We have recently expanded the NetSage data sources to include logs for Globus data transfers, following the same privacy-preserving approach as for Flow data. Using the logs for the Texas Advanced Computing Center (TACC) as an example, this talk will walk through several different example use cases that NetSage can answer, including: Who is using Globus to share data with my institution, and what kind of performance are they able to achieve? How many transfers has Globus supported for us? Which sites are we sharing the most data with, and how is that changing over time? How is my site using Globus to move data internally, and what kind of performance do we see for those transfers? What percentage of data transfers at my institution used Globus, and how did the overall data transfer performance compare to the Globus users?
Gamify Your Mind; The Secret Sauce to Delivering Success, Continuously Improv...Shahin Sheidaei
Games are powerful teaching tools, fostering hands-on engagement and fun. But they require careful consideration to succeed. Join me to explore factors in running and selecting games, ensuring they serve as effective teaching tools. Learn to maintain focus on learning objectives while playing, and how to measure the ROI of gaming in education. Discover strategies for pitching gaming to leadership. This session offers insights, tips, and examples for coaches, team leads, and enterprise leaders seeking to teach from simple to complex concepts.
Code reviews are vital for ensuring good code quality. They serve as one of our last lines of defense against bugs and subpar code reaching production.
Yet, they often turn into annoying tasks riddled with frustration, hostility, unclear feedback and lack of standards. How can we improve this crucial process?
In this session we will cover:
- The Art of Effective Code Reviews
- Streamlining the Review Process
- Elevating Reviews with Automated Tools
By the end of this presentation, you'll have the knowledge on how to organize and improve your code review proces
How Recreation Management Software Can Streamline Your Operations.pptxwottaspaceseo
Recreation management software streamlines operations by automating key tasks such as scheduling, registration, and payment processing, reducing manual workload and errors. It provides centralized management of facilities, classes, and events, ensuring efficient resource allocation and facility usage. The software offers user-friendly online portals for easy access to bookings and program information, enhancing customer experience. Real-time reporting and data analytics deliver insights into attendance and preferences, aiding in strategic decision-making. Additionally, effective communication tools keep participants and staff informed with timely updates. Overall, recreation management software enhances efficiency, improves service delivery, and boosts customer satisfaction.
We describe the deployment and use of Globus Compute for remote computation. This content is aimed at researchers who wish to compute on remote resources using a unified programming interface, as well as system administrators who will deploy and operate Globus Compute services on their research computing infrastructure.
First Steps with Globus Compute Multi-User EndpointsGlobus
In this presentation we will share our experiences around getting started with the Globus Compute multi-user endpoint. Working with the Pharmacology group at the University of Auckland, we have previously written an application using Globus Compute that can offload computationally expensive steps in the researcher's workflows, which they wish to manage from their familiar Windows environments, onto the NeSI (New Zealand eScience Infrastructure) cluster. Some of the challenges we have encountered were that each researcher had to set up and manage their own single-user globus compute endpoint and that the workloads had varying resource requirements (CPUs, memory and wall time) between different runs. We hope that the multi-user endpoint will help to address these challenges and share an update on our progress here.
Globus Compute wth IRI Workflows - GlobusWorld 2024Globus
As part of the DOE Integrated Research Infrastructure (IRI) program, NERSC at Lawrence Berkeley National Lab and ALCF at Argonne National Lab are working closely with General Atomics on accelerating the computing requirements of the DIII-D experiment. As part of the work the team is investigating ways to speedup the time to solution for many different parts of the DIII-D workflow including how they run jobs on HPC systems. One of these routes is looking at Globus Compute as a way to replace the current method for managing tasks and we describe a brief proof of concept showing how Globus Compute could help to schedule jobs and be a tool to connect compute at different facilities.
Accelerate Enterprise Software Engineering with PlatformlessWSO2
Key takeaways:
Challenges of building platforms and the benefits of platformless.
Key principles of platformless, including API-first, cloud-native middleware, platform engineering, and developer experience.
How Choreo enables the platformless experience.
How key concepts like application architecture, domain-driven design, zero trust, and cell-based architecture are inherently a part of Choreo.
Demo of an end-to-end app built and deployed on Choreo.
AI Pilot Review: The World’s First Virtual Assistant Marketing SuiteGoogle
AI Pilot Review: The World’s First Virtual Assistant Marketing Suite
👉👉 Click Here To Get More Info 👇👇
https://sumonreview.com/ai-pilot-review/
AI Pilot Review: Key Features
✅Deploy AI expert bots in Any Niche With Just A Click
✅With one keyword, generate complete funnels, websites, landing pages, and more.
✅More than 85 AI features are included in the AI pilot.
✅No setup or configuration; use your voice (like Siri) to do whatever you want.
✅You Can Use AI Pilot To Create your version of AI Pilot And Charge People For It…
✅ZERO Manual Work With AI Pilot. Never write, Design, Or Code Again.
✅ZERO Limits On Features Or Usages
✅Use Our AI-powered Traffic To Get Hundreds Of Customers
✅No Complicated Setup: Get Up And Running In 2 Minutes
✅99.99% Up-Time Guaranteed
✅30 Days Money-Back Guarantee
✅ZERO Upfront Cost
See My Other Reviews Article:
(1) TubeTrivia AI Review: https://sumonreview.com/tubetrivia-ai-review
(2) SocioWave Review: https://sumonreview.com/sociowave-review
(3) AI Partner & Profit Review: https://sumonreview.com/ai-partner-profit-review
(4) AI Ebook Suite Review: https://sumonreview.com/ai-ebook-suite-review
SOCRadar Research Team: Latest Activities of IntelBrokerSOCRadar
The European Union Agency for Law Enforcement Cooperation (Europol) has suffered an alleged data breach after a notorious threat actor claimed to have exfiltrated data from its systems. Infamous data leaker IntelBroker posted on the even more infamous BreachForums hacking forum, saying that Europol suffered a data breach this month.
The alleged breach affected Europol agencies CCSE, EC3, Europol Platform for Experts, Law Enforcement Forum, and SIRIUS. Infiltration of these entities can disrupt ongoing investigations and compromise sensitive intelligence shared among international law enforcement agencies.
However, this is neither the first nor the last activity of IntekBroker. We have compiled for you what happened in the last few days. To track such hacker activities on dark web sources like hacker forums, private Telegram channels, and other hidden platforms where cyber threats often originate, you can check SOCRadar’s Dark Web News.
Stay Informed on Threat Actors’ Activity on the Dark Web with SOCRadar!
TROUBLESHOOTING 9 TYPES OF OUTOFMEMORYERRORTier1 app
Even though at surface level ‘java.lang.OutOfMemoryError’ appears as one single error; underlyingly there are 9 types of OutOfMemoryError. Each type of OutOfMemoryError has different causes, diagnosis approaches and solutions. This session equips you with the knowledge, tools, and techniques needed to troubleshoot and conquer OutOfMemoryError in all its forms, ensuring smoother, more efficient Java applications.
May Marketo Masterclass, London MUG May 22 2024.pdfAdele Miller
Can't make Adobe Summit in Vegas? No sweat because the EMEA Marketo Engage Champions are coming to London to share their Summit sessions, insights and more!
This is a MUG with a twist you don't want to miss.
Custom Healthcare Software for Managing Chronic Conditions and Remote Patient...Mind IT Systems
Healthcare providers often struggle with the complexities of chronic conditions and remote patient monitoring, as each patient requires personalized care and ongoing monitoring. Off-the-shelf solutions may not meet these diverse needs, leading to inefficiencies and gaps in care. It’s here, custom healthcare software offers a tailored solution, ensuring improved care and effectiveness.
Navigating the Metaverse: A Journey into Virtual Evolution"Donna Lenk
Join us for an exploration of the Metaverse's evolution, where innovation meets imagination. Discover new dimensions of virtual events, engage with thought-provoking discussions, and witness the transformative power of digital realms."
Check out the webinar slides to learn more about how XfilesPro transforms Salesforce document management by leveraging its world-class applications. For more details, please connect with sales@xfilespro.com
If you want to watch the on-demand webinar, please click here: https://www.xfilespro.com/webinars/salesforce-document-management-2-0-smarter-faster-better/
3. ● an Engineer from Indian Institute of
Technology (IIT).
● founded a SaaS-based company
called LoginRadius. We offer
authentication and SSO API for
developers. I raised $17M from
Microsoft. Forrester ranked us #1
product in the category.
● And, I love helping entrepreneurs.
Follow: Twitter | Linkedin
4. ● Enterprise SaaS
● Cybersecurity space
● $100K to over $1M ARR
● Mostly inside sales
● Selling in US, Canada, Europe
● Targeting medium to large
enterprises (2k+ employees)
● 5 - 8 months sales cycle
8. Why is it so difficult?
● Large enterprise is risk averse
○ Small vendor, unproven tech, risk if it failed
○ Leadership does not want to get fired
● They are not the most forward-thinking organizations
○ Still carrying legacy stuff
● Established vendors are selling bulky solutions to make
more money
○ Difficult to compete with them
9. Stage 01: Building the Foundation
Stage 02: Getting Beta /Pilot Customers
Stage 03: Running successful Beta / Pilot / POC
Your First Enterprise Customer
11. The most critical stage,
because enterprise folks will
easily sense how strong or
weak your foundation is.
12. Your Foundation
Expertise Solutions Delivery
Can you demonstrate
the knowledge and
experience in your field?
Can you demonstrate that
you can solve their pain
with your technology and
services?
Do you have a team to
execute on this?
(Sales, Customer Service,
Experts)
13. Expertise
● Your key people have a track record in the field
● If not, your key people should be able to demonstrate
that they are experts during meetings with the enterprise
clients
● Have, at least, one solution engineer (or someone
assume that role)
14. Solutions
● A clear path to solve the pain
○ Define problem, target market
● Clearly demonstrate value proposition (if possible, ROI)
● You may have fully or partially developed technology /
services
● Package everything together nicely
● Make it enterprise-grade
15. Delivery
● You need a team to make buyer confident that you can
deliver
○ Lot of projects fail, and people get fired
● You need experienced pre-salespeople who understand how
large enterprises behave / work
○ Definitely, have someone with enterprise sales background.
17. 3-ways to Approach
1. Offer consulting services, build custom solutions, learn
and then, build the product
2. Develop the product with collaboration with the customer
3. Build the product first and then, sell
Not all three may be applicable to every idea.
19. My Top 10 Ways to
Get Beta / Pilot
Enterprise
Customers
20. Friends, Family and Your Professional Network
● Find out who works in your target companies
● Get introductions
● Get insights -- learn how they operate, who is right person, etc.
● Charge up your professional network, leverage the relationships
● Be active on social media (LinkedIn and Twitter)
○ Engage with more people in your target market
21. Your Investors, Board and Advisors
● Spend time with each of your investors to help them
understand your tech, keep them excited and keep asking
introductions
● Build an advisory board of people with strong network and
expertise in your space
22. Attend Industry events
● Get visibility for your startup
● Connect with relevant industry people
● Connect with the target customers
23. Target SMB and Mid-market First
● Build some proof points with SMB and mid-market customers
(if possible)
● Use these customers to target Enterprises
24. Invest in Inbound Marketing
● Inbound marketing will help you for years
● If your target market is looking for the solution, they will find
you, so leave good digital footprint to help them find you
● Put efforts in SEO, Content, Social, Press
● Do it from Day 1
25. Partner with other companies
● Definitely, with non-competing
● Focus more on service companies, who already has
relationships with your target customers
26. Hire a sales rep with existing relationships
● Many successful sales reps keep relationships with the
customers regardless of who they are working for
● Hire someone who already has relationships with your target
customers and confident to bring a few of them to table
● At this stage, you definitely need a “hunter”
27. Participate in RFPs / RFIs
● Set Google alerts for potential RFPs/RFIs
● Participate in the qualified ones
● Put together a great response
28. Cold email / calling
● Outbound lead generation still works
● Reach out to your target persona
○ Cold email
○ LinkedIn / Twitter
○ Cold calling
● Everyone in the company should do it
29. Customer acquisition is everyone’s
responsibility
● Ensure that everyone participates and contributes in
customer acquisition
● Don’t just rely on your sales & marketing group
31. Treat them as Customers
● They are prospects but treat them customers
● Apply some of the “Customer Success” strategies
● Keep Sales, Solutions and CS people separate
○ Let them build relationships individually
32. Deeper understanding of Enterprise Sales
● Have, at least, one person who deeply understand enterprise
sales
● Discovery is the most important step in enterprise sales
○ Truly understand the customer: pain point, use case,
value adds, people, decision making, etc.
● Qualification is the second most important step
○ Clearly set your qualification criteria such as BANT
○ This will make you efficient and focused
33. Ensure founders are involved
● Do not leave this to non-founder team members
● Ensure founders are deeply involved throughout the
processes
● Founders are interacting with the customers
34. Be prepared for custom work / development
● Every enterprise customer requires something custom to
support their use case
● Be prepared to customize your solution
● They expect vendors to allow customization
● This will also help you learn more about your space
● Build your product keeping this in mind
35. Help them minimize liability
● Enterprise clients are risk averse. They have lot of checks
and processes to minimize that risk. Help them with that.
○ Information Security
○ People and Property Safety
○ Legal implications
● Prepare and keep information / document ready for that
● External certification and compliances help a lot
36. Demonstrate scalability
● Enterprises operate at a large scale
● They want to see that your solution can support their scale.
That is why they always ask if other companies of their size
or bigger are using your solution
● Figure out how you can demonstrate the scale
○ For example, for enterprise software, you can conduct
stress tests
37. Demonstrate scalability
● Enterprises operate at a large scale
● They want to see that your solution can support their scale.
That is why they always ask if other companies of their size
or bigger are using your solution
● Figure out how you can demonstrate the scale
○ For example, for enterprise software, you can conduct
stress tests
38. Don’t sell it cheap
● You can have pricing as a differentiation, but do not sell it
cheap
● Large enterprises have money. Though, they want lot of
discount and have structured negotiation process in place.
● This will make you look an inferior solution, and
● It will set a weaker financial foundation for your business
39. Accept legal redlines or use their contract
templates
● Enterprises have very complex legal approval processes, and
no one interfere with Legal Team
● Be prepared to accept redlines on your contract template
● Or use their contract template and offer redlines to them. This
will dramatically expedite the contracting step.
● Follow their procurement process