The document outlines a process for startups to land "Big Fish" deals that provide major validation through large customers or partnerships. It involves identifying champions within companies that can help, understanding the motivations of decision makers and blockers based on their roles, and using a champion to refine pitches to reduce perceived risk for decision makers. The process is systematic and focuses on building a credibility platform to get deals approved by addressing people's motivations rather than just the business case.
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Execution: The Missing 98% of Business RESULTS.com
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Not every buyer is the same. Some get sold on one call while others may take few meetings only to deny! Listed here are 7 unique buyer types and how should you formulate your messages for maximum impact.
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Since 2001, Dr. Wenker is M. D. Anderson Cancer Center's Director of Technology Discovery. In this function, he has created a novel support mechanism for clinical and research faculty. The fund he manages created within a few years a multiple of 4 on value creation for the institution. Dr. Wenker also teaches entrepreneurship classes in collaboration with The University of Texas System.
Dr. Wenker started his career as an anesthesiologist in 1985. He is triple European board certified in anesthesiology, critical care medicine and emergency/disaster medicine and holds the title Professor of Anesthesiology. Dr. Wenker served many years as emergency/trauma physician on board rescue helicopters, ICU airplanes, ambulances, and emergency physician vehicles. He worked as a trauma field physician, rescue diver, disaster medicine triage and lead physician, and served many years as chief of a medical team for special police forces. He was involved in over 700 rescue missions. In 2004, Dr. Wenker earned a Master of Business Administration degree from the Jones Graduate School for Management at Rice University in Houston, Texas, receiving the prestigious Jones Award for Academic Excellence.
Dr. Wenker's special interests involve electronic publishing and the use of digital information for education. In 1996, he founded "Internet Scientific Publications, LLC." This online platform became the world's largest electronic medical publishing house. Approximately 15,000 daily readers enjoy the free medical content offered by the site. Dr. Wenker created and launched 64 online journals in the past nine years. He assembled over 1,000 international editors and reviewers and closely collaborates with over 60 editors-in-chief. For two consecutive years he won the esteemed ASA (American Society of Anesthesiologists) "Exceptional Merit for Outstanding Education in Anesthesia Award." In addition, he won over 20 awards for his online journals. Most recently he received the Golden Web Award presented by the International Association of Webmasters and Designers.
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What You're Going to Learn
- How These 4 Leaks Force You To Work Longer And Harder in order to grow your income… improve just one of these and the impact could be life changing.
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Also Intelisync, our cutting-edge service designed to streamline and optimize your marketing efforts, leveraging data-driven insights and innovative strategies to drive growth and visibility for your project.
With a data-driven approach, transparent communication, and a commitment to excellence, InteliSync is your trusted partner for driving meaningful impact in the fast-paced world of Web3. Contact us today to learn more and embark on a journey to crypto marketing mastery!
Ready to elevate your Web3 project to new heights? Contact InteliSync now and unleash the full potential of your crypto venture!
Workshop on How to Think Strategically.
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About Dr. Olivier Wenker
Since 2001, Dr. Wenker is M. D. Anderson Cancer Center's Director of Technology Discovery. In this function, he has created a novel support mechanism for clinical and research faculty. The fund he manages created within a few years a multiple of 4 on value creation for the institution. Dr. Wenker also teaches entrepreneurship classes in collaboration with The University of Texas System.
Dr. Wenker started his career as an anesthesiologist in 1985. He is triple European board certified in anesthesiology, critical care medicine and emergency/disaster medicine and holds the title Professor of Anesthesiology. Dr. Wenker served many years as emergency/trauma physician on board rescue helicopters, ICU airplanes, ambulances, and emergency physician vehicles. He worked as a trauma field physician, rescue diver, disaster medicine triage and lead physician, and served many years as chief of a medical team for special police forces. He was involved in over 700 rescue missions. In 2004, Dr. Wenker earned a Master of Business Administration degree from the Jones Graduate School for Management at Rice University in Houston, Texas, receiving the prestigious Jones Award for Academic Excellence.
Dr. Wenker's special interests involve electronic publishing and the use of digital information for education. In 1996, he founded "Internet Scientific Publications, LLC." This online platform became the world's largest electronic medical publishing house. Approximately 15,000 daily readers enjoy the free medical content offered by the site. Dr. Wenker created and launched 64 online journals in the past nine years. He assembled over 1,000 international editors and reviewers and closely collaborates with over 60 editors-in-chief. For two consecutive years he won the esteemed ASA (American Society of Anesthesiologists) "Exceptional Merit for Outstanding Education in Anesthesia Award." In addition, he won over 20 awards for his online journals. Most recently he received the Golden Web Award presented by the International Association of Webmasters and Designers.
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What You're Going to Learn
- How These 4 Leaks Force You To Work Longer And Harder in order to grow your income… improve just one of these and the impact could be life changing.
- How to SHUT DOWN the revolving door of Income Stagnation… you know, where new sales come into your magazine while at the same time existing sponsors exit.
- How to transform your magazine business by fixing the 4 “DON’Ts”...
#1 LEADS Don’t Book
#2 PROSPECTS Don’t Show
#3 PROSPECTS Don’t Buy
#4 CLIENTS Don’t Stay
- How to identify which leak to fix first so you get the biggest bang for your income.
- Get actionable strategies you can use right away to improve your bookings, sales and retention.
Best Crypto Marketing Ideas to Lead Your Project to SuccessIntelisync
In this comprehensive slideshow presentation, we delve into the intricacies of crypto marketing, offering invaluable insights and strategies to propel your project to success in the dynamic cryptocurrency landscape. From understanding market trends to building a robust brand identity, engaging with influencers, and analyzing performance metrics, we cover all aspects essential for effective marketing in the crypto space.
Also Intelisync, our cutting-edge service designed to streamline and optimize your marketing efforts, leveraging data-driven insights and innovative strategies to drive growth and visibility for your project.
With a data-driven approach, transparent communication, and a commitment to excellence, InteliSync is your trusted partner for driving meaningful impact in the fast-paced world of Web3. Contact us today to learn more and embark on a journey to crypto marketing mastery!
Ready to elevate your Web3 project to new heights? Contact InteliSync now and unleash the full potential of your crypto venture!
Salma Karina Hayat is Conscious Digital Transformation Leader at Kudos | Empowering SMEs via CRM & Digital Automation | Award-Winning Entrepreneur & Philanthropist | Education & Homelessness Advocate
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When listening about building new Ventures, Marketplaces ideas are something very frequent. On this session we will discuss reasons why you should stay away from it :P , by sharing real stories and misconceptions around them. If you still insist to go for it however, you will at least get an idea of the important and critical strategies to optimize for success like Product, Business Development & Marketing, Operations :)
Reflect Festival Limassol May 2024.
Michael Economou is an Entrepreneur, with Business & Technology foundations and a passion for Innovation. He is working with his team to launch a new venture – Exyde, an AI powered booking platform for Activities & Experiences, aspiring to revolutionize the way we travel and experience the world. Michael has extensive entrepreneurial experience as the co-founder of Ideas2life, AtYourService as well as Foody, an online delivery platform and one of the most prominent ventures in Cyprus’ digital landscape, acquired by Delivery Hero group in 2019. This journey & experience marks a vast expertise in building and scaling marketplaces, enhancing everyday life through technology and making meaningful impact on local communities, which is what Michael and his team are pursuing doing once more with Exyde www.goExyde.com
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The big fish - founder.org
1. The Big Fish
Battle Tested Strategies for Winning the
Deal that Changes Everything
2. The Art of the Deal
There are many books on product
market fit, agile development,
marketing for start ups, etc. that
give you blueprints for success.
But sales and esp. winning big
deals is still a black art….
The Big Fish process is about creating a science where previously there was only
art; it is a repeatable, process driven way of landing game changing deals.
3. What is a Big Fish?
• A major, name brand endorsement of your
company/product in the form of:
– a large purchase order
– a distribution deal
– a validation of your technology
– a celebrity endorsement
– any other form of major validation
A Big Fish provides credibility
(and credibility is everything)
4.
5. The Big Fish Principles
1. People make decisions, not corporations
2. Your job/role determines your motivations
3. Motivations are the key to getting deals done
4. Pro bigfishermen use a systematic, repeatable
process for understanding motivations and getting
deals done
6. The Big Fish Principles
1. People make decisions, not corporations
10. The Big Fish Principles
1. People make decisions, not corporations
2. Your job/role determines your motivations
11. Psychology of Large Orgs
Start Up vs. Large Org.
– Start ups are all about risk (since
they have nothing to lose)
– Big companies are all about risk
avoidance (no matter what they
say)
The key is using an understanding of
personal motivations to help
overcome institutional risk.
12. Psychology of Large Orgs
Motivations depend on where you sit!
– Like sibling birth order, your position
in the large org. defines your
thinking. It’s human nature…
– What motivates employee #23,345 is
not the stock price!
– If you were them you’d think exactly
the same way….
13. Psychology of Large Orgs
2 Key Big Fish Motivations
– I want to be important
– I am afraid of looking dumb
Keep these mind and many
things will become clear
14. The Big Fish Principles
1. People make decisions, not corporations
2. Your job/role determines your motivations
3. Motivations are the key to getting deals done
15. The Big Fish, Key Players
• Start-ups need to be concerned
with 3 types:
– Champions: your advocate,
guide and all around domain
expert who’s mission it is to help
you get a deal done
– Decision Makers: those with the
power to sign a contract and
your ultimate target
– Blockers: those that don’t have
the power to say yes, but do
have the power to say no
16. Champions
• Champions can come from anywhere, but
typically they have the have these essential
characteristics:
– are well respected in their domain
– rarely have any real power
– have deep knowledge about their organization
– want to/motivated and able to help you
* Champions want to be/feel important*
17. Blockers
• Those who present roadblocks to be overcome. They
can’t say yes, but they can say no. Very similar in
character to Champions they are usually:
– are well respected in their domain
– have deep knowledge about their organization
– have little to lose by saying no
– have contrary goals to your own
* Blockers want to feel/be important, but they
accomplish this by saying no as opposed to yes*
18. Decision Makers
• Those with the power, typically they have these
essential characteristics:
– They don’t have a detailed understanding of your
product/company
– Rely on others for recommendations
– Are risk adverse and need to have a solid underlying
foundation that reduces their exposure in case they
make the wrong decision (i.e. the deal goes bad).
* Decision Makers are afraid of looking dumb*
19. The Big Fish Principles
1. People make decisions, not corporations
2. Your job/role determines your motivations
3. Motivations are the key to getting deals done
4. Pro bigfishermen use a systematic, repeatable
process for understanding motivations and getting
deals done
20. The Process
Here’s how the process works:
1. Find champion and refine
your pitch
2. Identify the Decision
Maker(s) & Blockers
3. Work with Champion to
reduce risk for Decision
makers and convert or
neutralize Blockers
4. Sign deal, repeat
21. Finding Champions
Leads from free product,
traditional marketing, PR/Buzz,
direct outreach, etc
Buying next 90 days? No? Ignore.
But wait…, look again!
Look for brand names, interesting
titles, email addresses, etc. and
mark for further qualification
22. Champion Archetypes
• The Dreamer – usually someone with
deep domain expertise who’s vision
of the future matches yours.
“wouldn’t it be cool if….”
• The Schemer – wants to use you to
solidify his/her position gain
advantage over a rival
person/division
• The Climber – looking to use the
attention you bring to rise above the
pack
• The Old-Timer - wants someone to
pay attention to him, value his input
23. Qualifying Champions
• How can he/she help?
– Who are the decision makers?
– Can your champion access them?
– Are they well respected or can they connect you
with someone who is?
– Do you connect with them personally?
Professionally?
– Is the timeline reasonable? Be realistic….
Caution: be aware of time wasters!
24. Refine the Pitch
What you
have to offer
Market
pressures
What they
care
about
Champions will help you refine
your pitch based on internal
priorities. Listen! The answer is not
always obvious…..
Examples include:
• competitive pressure
• product differentiation
• blocking function
• option on the future
• pressing need
• personal interest
25. Blocker Archetypes
• The Realist – Has looked at the data or
the numbers and just doesn’t believe.
Saying no is a matter of logic.
• The Traditionalist – Has always done
something a particular way and sees
no reason to change.
• The Expert – Knows all the minute
details and is focused on the trees, not
the forest.
• The Enemy – The Champion of a
competing solution.
• The Doubter – Doesn’t say no, but
points out everything that could go
wrong to everyone else
26. Getting Around Roadblocks
• Two ways of dealing with Blockers
– Turn them into Champions
• Bring them in on the benefit
• Make them important
• Spend the time so they know they are being heard
– Isolate and/or Neutralize Them
• Win over their boss
• Isolate their opinion
• Make their objection seem personal
27. Decision Maker Archetypes
• Top Dogs (CEO, President,
COO) – Big picture thinkers.
• Practice Leaders - (IT, CSO,
CIO, CFO, Ops) Typically run
cost centers as opposed to
generating revenue.
• Business Leaders (Sales,
Marketing, GMs, Product) -
Directly involved with
generating revenue and
usually judged on their
numbers.
28. Getting the Green Light
• Remember its about reducing the appearance
of risk, not actual risk. How do you defend the
decision if it goes bad….
• Build a Credibility Platform
– Press/media attention
– Other customers
– Support from thought leaders
– Competitive pressures
– Internal support
29. There’s much more…
• So much more:
– Negotiating the deal
– Dealing with lawyers/accountants and others
– Competitive situations
– Multiple company alliances
– Strategic Investments
– Products that cross departmental/business
boundaries
– Big Fish support structure
– And, and, and….
30. Be Careful What you Wish for
• Cautionary note: can you handle a big fish?
– Potential heavy demands on R&D
– Product integration
– Product roadmap drift
– Milestones, deliverables, accountability, yikes!
– Reliance on a small number of customers
– Skewed view of the market (what’s good for the
Big Fish isn’t necessarily good for you.)
31. The Big Fish Principles
1. People make decisions, not corporations
2. Your job/role determines your motivations
3. Motivations are the key to getting deals done
4. Pro bigfishermen use a systematic, repeatable
process for understanding motivations and getting
deals done