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How to Manage and get Decisions from Big Corporates?
- 1. How to getsales decisions from big corps?
- 2. Raisin is amarket place connecting savers and banks 2 Country platformsIndividuals Companies Partner banks Distribution partners
- 3. Pan-European Scope: Presencein 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 ofpartners (and a lot of sales…) Partner banks
- 6. What I cantell 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 Simpleproduct 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 onB2B 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 punchabove your weight, overpromising is necessary for a market place
- 11. 7. Be short-termpragmatic and long-term dogmatic on customizing vs. setting standards
- 12.