Startups & corporates are a bit like David & Goliath... You need to get creative to beat the odds  If you're B2B or playing in an established industry, knowing how to deal effectively with large organisations is a game changer. But you're in startup-mode: starting small, taking risks, moving fast and breaking things right? ⚡️ So how do you manage the power balance, navigate large and complex structures, and build legitimacy to get what you want?  Michael Stephan is the Co-founder and COO of Raisin, the leading deposit marketplace for investments throughout Europe. With +40 banks on the platform, they've totalled nearly €5 billion invested since its foundation in 2013. In this talk, Michael explains how they managed to build these strong partnerships and will share his best tips with you!

1. How to manage & get
decisions from big
corps?

2. Who am I?
2
Michael Stephan
▪ Co-Founder & COO at Raisin
▪ Project manager at McKinsey &
Company
▪ Master in Philosophy (LMU Munich),
Bachelor in Business (WHU)

3. Savings of private households in
Europe: EUR 10,000,000,000,000
3

4. 4

5. The Problem We Address:
Large Differences in Interest Rates across Europe
5
0.09%
0.17%
0.39%
0.96%
1.05%
1.33%Netherlands
France
Italy
ø Euro Area
Spain
Germany
x 15

6. 41
Partner banks
~200
Products
1.4%
WeltSparen
average interest rate for 2016

7. How it works
Country Platforms
Individuals
Companies
Individuals
Distribution Partners
Partner Bank

8. Conquering Europe
GERMANY
Core market
2,200
Household
savings
in € bn
FRANCE
2nd largest in Eurozone
1,400
SPAIN
Our newest market
800
AUSTRIA
Natural extension
to Germany
300
1,600 The United Kingdom
Planned to go live in Q1 2018
The Netherlands
Planned to go live in 2018
400
8

9. Our Track Record: 41 Partner Banks and More Than
100,000 Customers since We Started
9
✓ 41 banks from 17 countries with over 200 offers
✓ Over EUR 4.7 billion brokered volume
✓ More than 90,000 customers
We have a proven model with many
partner banks
Nov 2017Dec 2013
EUR4.7bn
✓ Over EUR 63,000 average assets per active customer
✓ Equity funding of EUR 60 million (Series C)
✓ 150 Employees, founded in 2012

10. What I don’t know anything about
B2B content
marketing
Growth hacking
Mobile first in
B2B sales
B2B sales
automation
Engaging buyers
on social media
Buyer personas
10

11. What I can tell you about… Selling to Banks
565
~200
41
Banks contacted
Banks with meetings
Cooperations closed
5 years of pitching,
onboarding takes 3
months to 2 years
11

12. 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
▪ …
12
Few buyers with complex products

13. 1. Ask, listen & learn

14. 2. Overselling/
Oversimplification pays off…
unfortunately ;-(

15. 3. Nothing can substitute a
personal meetings

16. 4. Be persistent & don't be
discouraged by rejection

17. 5. Approach organizations from
multiple angles & multiple
channels

18. 6. Don't be too shy to use
negotiation tactics

19. 7. Selling is a founder's job

20. 8. Competence pays off

21. 9. Understand the buyer's
organization, key players
and their interest

22. 10. Formalize & scale the sales
process; discipline

23. Thank you!