Khadim Batti, CEO @ Whatfix Tejeshwi Sharma, Managing Director @ Sequoia Capital India

1. Khadim Batti
Co-founder & CEO
Whatfix
@KhadimBatti
Tejeshwi Sharma
Managing Director
Sequoia India
@tejeshwi_sharma
How to Sign your First 10 F500 Logos
and Big Name Customers
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2. Landing those early logos
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3. Early design choices
● How do you identify the first few accounts to go after?
● How do you prepare to pitch - common and uncommon expectations
● When should you transition from founder led sales to team led sales?
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4. Is Size Your Enemy?

5. Swiping Right
● How do you play in big leagues as an early-stage startup?
● How do you convince the big customers that you can match their scale?
● What are the winning design choices to make on product and team?
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6. When the price is right
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7. The difference between winning & losing accounts
● Why is undercutting competition not always the right answer?
● Why is underpricing a negative signal at times?
● Why is it critical to recognize and demand value for the quality of your
product and solution?
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8. Keeping those logos…
…and expanding on them

9. Turning your customers into your champions
● How many ways can you expand an existing account?
● Should the same team that landed the account be the ones to expand it?
● How do you build ‘champions’ within your existing accounts?
● How do you price expansions?
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10. 5 key takeaways from the session
Prepare to sell to large clients - Customer success function? Compliance checks?
Sell your vision; sell a SOLUTION, not just a PRODUCT
Pricing is virtue signalling. Don’t lowball your product.
Small lands work. Get a foot in the door first.
Don’t try to expand too early. Build strong champions first.
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11. THANK YOU