How to Manage and get Decisions from Big Corporates?
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This document discusses how to get sales from large corporations as a marketplace connecting savers and banks. It notes that selling to banks involves contacting hundreds of banks, meeting with many, but ultimately only closing cooperation deals with a few. Selling to large organizations with complex products is challenging as it involves many stakeholders, risk committees, legal, compliance, operations and more. Some tips provided for sales to banks include asking questions to understand their needs, meeting in person, negotiating persistently without discouragement, aligning incentives, formalizing a scalable sales process, and balancing customization with standardization.
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With 100% interoperability with Java, BoxLang seamlessly bridges the gap between traditional and modern development paradigms, unlocking new possibilities for innovation and collaboration.
Multi-Runtime
From the tiny 2m operating system binary to running on our pure Java web server, CommandBox, Jakarta EE, AWS Lambda, Microsoft Functions, Web Assembly, Android and more. BoxLang has been designed to enhance and adapt according to it's runnable runtime.
The Fusion of Modernity and Tradition
Experience the fusion of modern features inspired by CFML, Node, Ruby, Kotlin, Java, and Clojure, combined with the familiarity of Java bytecode compilation, making BoxLang a language of choice for forward-thinking developers.
Empowering Transition with Transpiler Support
Transitioning from CFML to BoxLang is seamless with our JIT transpiler, facilitating smooth migration and preserving existing code investments.
Unlocking Creativity with IDE Tools
Unleash your creativity with powerful IDE tools tailored for BoxLang, providing an intuitive development experience and streamlining your workflow. Join us as we embark on a journey to redefine JVM development. Welcome to the era of BoxLang.
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👉 Check out our full 'Africa Series - Automation Student Developers (EN)' page to register for the full program:
https://bit.ly/Automation_Student_Kickstart
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📕 Detailed agenda:
What is RPA? Benefits of RPA?
RPA Applications
The UiPath End-to-End Automation Platform
UiPath Studio CE Installation and Setup
💻 Extra training through UiPath Academy:
Introduction to Automation
UiPath Business Automation Platform
Explore automation development with UiPath Studio
👉 Register here for our upcoming Session 2 on June 20: Introduction to UiPath Studio Fundamentals: https://community.uipath.com/events/details/uipath-lagos-presents-session-2-introduction-to-uipath-studio-fundamentals/
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Using MobSF for static analysis of mobile applications.
Interactive dynamic security assessment of Android and iOS applications.
Solving Mobile app CTF challenges.
Reverse engineering and runtime analysis of Mobile malware.
How to shift left and integrate MobSF/mobsfscan SAST and DAST in your build pipeline.
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How to Manage and get Decisions from Big Corporates?
- 1. How to get sales decisions from big corps?
- 2. Raisin is a market place connecting savers and banks 2 Country platformsIndividuals Companies Partner banks Distribution partners
- 3. Pan-European Scope: Presence in 6 countries, 2 more to be launched in 2019 GERMANY Largest market2,200 Household savings in € bn UK Recently launched1,600 SPAIN Fast growing market800 AUSTRIA Natural extension to Germany 300 THE NETHERLANDS Live since Q3 2018400 FRANCE 2nd largest in Eurozone1,400 EU Entire EU reachable via .com platform 10.000 Italy Live in early 20191,300 3
- 4. Some growth highlights • ~EUR 12 bn brokered volumes • > 165,000 customers • Extreme customer loyalty (NPS: 73; > 90% recommendation rate) • Acquired bank license in Germany (MHB-Bank) • ~EUR 170 mn in funding by Index, Ribbit, Thrive and Paypal 0 1000 2000 3000 4000 5000 6000 7000 8000 9000 10000 11000 12000 Brokered volume 2014 – Q1 2019 EUR mn
- 5. A lot of partners (and a lot of sales…) Partner banks
- 6. What I can tell you about… Selling to Banks ~800 ~300 70 Banks contacted Banks with meetings Cooperations closed 5 years of pitching, onboarding takes 3 months to 2 years 6
- 7. Few buyers Many buyers Simple product Complex product This is where Raisin has expertise in ▪ Large organizations ▪ Risk committees ▪ Legal ▪ Compliance Anti Money laundering ▪ IT-Integration ▪ Operations ▪ Consumer protection rules ▪ Many stakeholders ▪ … 7 Few buyers with complex products
- 8. My learnings on B2B sales for a market place 1. Ask, listen & learn 2. Nothing can substitute a personal meeting 3. Always punch above your weight 4. Be persistent & don’t be discouraged by rejection 5. Create aligned incentives 6. Don’t be too timid to use negotiation tactics 7. Be short-term pragmatic and long-term dogmatic on customizing vs. setting standards 8. Competence pays off 9. Understand the buyer’s organization, key players and their interest 10. Formalize and scale the sales process; discipline 8
- 9. 1. Ask, listen & learn
- 10. 3. Always punch above your weight, overpromising is necessary for a market place
- 11. 7. Be short-term pragmatic and long-term dogmatic on customizing vs. setting standards
- 12. Thank you!