This document summarizes key lessons from a webinar on sales strategies for startups. It discusses the importance of having customers in mind when building products, collaborating with others, focusing on recurring revenue streams, leveraging sales experience through hiring or partnerships, and using social media effectively. The webinar also covered building better customer relationships through experience and feedback, understanding pricing and positioning, and knowing customers' needs. Future webinars will focus on creating partnership criteria and deal structures, finding synergies, establishing win-win partnerships, and sharing revenue. The next webinar will cover the remaining sales lessons on hiring sales teams, sharing resources, and contact information for questions.

1. Sales Lessons For Start Ups
Session - 3

2. Review From First Webinar
Sales Lesson 1 - The start up companies should have
customer in mind, involve the customer while building
the process or application to test the proof of concept
Sales Lesson 2 - Try to collaborate i.e. find people who
can work along with you, not necessarily for you
Sales Lesson 3 - Focus on revenue stream which are
annuity based, revenue should come on regular basis
Sales Lesson 4 - Hire, share resources or make partner
with people/institutions who have sales experience &
understanding
Sales Lesson 5 - Use social media platform effectively
to do sales, share your ideas with decision makers &
to create your brand

3. Review From Our Last Webinar
• Customer centricity is the key
 Good customer relationships are based on customer experience. Research shows
that just ‘satisfying’ customers isn’t enough they’ll come back, you need to go above
and beyond
 Discussed different ways to build better customer relationship
• Pricing & Positioning are important
 Understanding how pricing affects business model also help you better choose
price levels.
• Know your customer
 Understanding customers is the key to giving them good service. But great
customer care involves getting to know your customers to anticipate their needs and
exceed their expectations.
 Discussed way to understand customer need
• Take feedback & make amendments
 Importance of feedback - Effective feedback has benefits for the giver, the receiver,
and the wider organization
Sales Lesson 1 - The start up companies should have customer in mind, involve the
customer while building the process or application to test the proof of concept

4. Our Today’s Webinar Will
Focus On
Sales Lesson – 2

5. Sales Lesson # 2
• Create criteria list of partnership
• Structure partnership deal to focus
on common goals
• Find Synergies
• Create Win-Win for all
• Share resources or revenue,
wherever required
Try to collaborate i.e. find people who can work along with you, not
necessarily for you

6. In recent years, successful startups have used strategic
partnerships to overcome the business challenges they
faced on multiple fronts, by teaming with larger
companies sharing the same vision and target market

7. Criteria To Look For
Partnership

8. Criteria For Partnership
Four-phase process and get them to a point where they're ready to move
forward with a partnership that is well-tailored:
Learn:
 Determine the corporation's optimal product innovation strategy by finding
the opportunity white space
Discover:
Identify the right set of potential startup partners, narrowing the search
from hundreds of short-listed partner options to the top-fit startup partners
Experiment:
 Pilot a prototype product to validate assumptions
Partner:
 Structure the partnership for success and traction
It takes a lot to make a corporate-startup partnership work. If you do your due
diligence, test the concept, and structure a partnership for success, your company
should be on the right track for a winning innovation strategy.

9. Structure Partnership Deal

10. Structure Partnership Deal
Key components in a successful partnership encompasses alignment across;
• Products
 integrate at least some aspect of products with one another.
 The startup brings something to the table — oftentimes an innovative way of
doing things. And the corporate brings a set of different strengths to the table —
usually a large customer base or ample resources, both helpful for scaling the
startup's venture.
• Business Model
Structure the two business model offerings as separate tiers for different
customer groups, based on customer preferences.
• Business Operations
 Regardless of the partnership structure, in the end all business is about people.
When two companies join forces, they need to align their people and put the right
incentives and systems in place for collaboration.
Properly structuring a corporate-startup partnership will enable
more effective and adaptive partnerships that lead to success for
both parties

11. Find Synergies

12. Finding Synergies in Strategic Partnership Deal
Let’s explore four actions you should consider to develop strategic
partnerships for your company.
• Utilize online directories to find possible partners
 Partner with companies to provide synchronized services to their shared target
audiences
• Expand your own target audience by tapping the audiences of your partner
 Without necessarily branching out to a whole new business, grow market
through its partnership
• Change directions and take the unconventional route
 While it always makes sense to partner with companies in the same industry,
start up can take the unconventional approach of partnering with an entity
Collaboration will help you learn more about how best to differentiate your
offerings through types of specialization other companies in your industry lack
While most entrepreneurs aim to make theirs a successful startup story, their lack of
a third party to help them scale can make the task quite challenging.
Indeed, it can take years for a new business to develop its customer base and attain
success.

13. Create Win Win For All

14. Win- Win Relationship
The proper capital structure is critical to ensure a win-win
relationship between corporate and startups to enable
future rounds of investments to scale business and fully
realize the potential.

15. Criteria For Proper Capital Structure
• Focus on startup-friendly terms and be strategic with the investors you're
bringing to the table. Don't try to bind startups into exclusivity contracts or
ridiculous terms
• It's also necessary that the funding round be structured in a way that future
investors will find it attractive. Onerous terms that are one-sided will scare
away good investors and limit the potential of the startup, and thus your
investment.
• If you're co-investing, don't make the mistake of bringing solely financial
investors in on early rounds.
• Strategic investors bring industry expertise along with their investment,
enabling a startup to grow from their leadership and participation. Financial
investors are more hands-off and may not contribute to the strategic future
of the startup
if you're interested in investing in a startup, it is crucial that your team
makes sure that the round of investment is structured in a way that
helps the startup expand and grow their opportunities

16. Revenue Sharing

17. Revenue Sharing Model
Importance
What It Is?
• Revenue sharing as a marketing strategy refers to an
organization paying partners a certain percentage for
recommending customers to the company and helping to build
business.
• By sharing revenue, a company can build strategic
partnerships with professionals related to, but not directly
within, a company.
Using revenue sharing as a marketing strategy "can prove more
cost-effective and provide more leads than many of your
traditional marketing efforts.
This type of marketing strategy is important because it creates a
bigger incentive for partners to funnel business into your
company since they share a portion of the revenue that is
generated by building business.
The marketing strategies you employ in your daily operations can make or
break how successful your company is. Revenue sharing as a marketing
strategy, for example, may suit your business's needs.
.

18. Revenue Sharing Model
Ethics and Standards
• When choosing partners with whom to revenue share, it's
important to pick people who have the same ethics and standards
that you have for clients
• Meet with each partner and associate with whom you want to
revenue share and make sure that you are both on the same page
about such things as customer service and financial reporting
duties.
Concerns
• There are other concerns to keep in mind when forming
revenue sharing partnerships as a marketing tool
• Some of these include determining how partnerships are
arranged and structured and whether there are any
compliance and regulatory issues involved with potential
partnerships
• Also, decide how exclusive you want to be when potential
business partners propose revenue sharing with your company.
A lack of exclusivity can be "critical to the success of revenue-
sharing programs

20. Next Upcoming Webinar
Section

21. Upcoming Webinar Sessions
By end of Sales Lessons Webinar Sessions, we will create
the following,
• A tribe of all Indian start ups with #indianstartups
wherein, start up firms list their problems and get
solutions to their problems through blogs
• Create project and sales campaign on Indian cuisine
focusing on one product line
My next Webinar session will cover the remaining sales
lessons 3, 4 and 5

22. For any further queries, kindly reach me @
+91 8826313737 or email me @
munish@vsstechnology.com