Post Innovation Dilemma. What first: sales or marketing?

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Post Innovation Dilemma. What first: sales or marketing?

  1. 1. post innovation dilemma<br />what first: sales or marketing<br />© 2010 Sacha Vekeman | The Fifth Conference<br />
  2. 2. How Verio grew its average deal value from £400 per month to £4k per month?<br />S1 for strategy<br />
  3. 3. How Data Center Technologies build a $150M business for Symantec?<br />S2 for scalability<br />
  4. 4. Why Augeo Software went into SaaS with Planzone.com and didn’t want sales?<br />S3 for situation<br />
  5. 5. How Mobiya was overspending on sales due to startup stress?<br />S4 for stress<br />
  6. 6. The difference between early stage and late stage companies:<br />pre- and post revenue?<br />S5 for stage<br />
  7. 7. What are the interests of shareholders, board members and management teams?<br />S6 for stakeholders<br />
  8. 8. Why marketing needs to explain that there is a market, <br />while investors’ only belief is sales?<br />S7 for sustainability<br />
  9. 9. In summary: tell stories, find heroes, do demo’s! <br />You tell me: is this sales or marketing?<br />S8 for spin<br />
  10. 10. Why the only important focus is to understand who your target customer is, what your value proposition is about and why people buy; rather than just start selling immediately <br />S9 for solution<br />
  11. 11. Not to forget myself! Specialty = creating sustainable value propositions<br />S10 for Sacha vekeman<br />
  12. 12. S10 Model<br />to decide what you need first: sales or marketing<br />S1 Strategy<br />S2 Scalability<br />S3 Situation<br />S4 Stress<br />S5 Stage<br />S6 Stakeholders<br />S7 Sustainability<br />S8 Spin<br />S9 Solution<br />S10 Sacha Vekeman<br /> sacha@mobiya.com<br /> +32 499 504050<br />© 2010 Sacha Vekeman | The Fifth Conference<br />
  13. 13. “If you have good marketing, you don’t need sales”<br />What my professor marketing said in 1994<br />
  14. 14. What fortune magazine wrote june 14, 2010<br />“within the current economy CEO’s want CIO’s to help with marketing & Sales”<br />
  15. 15. Thanks!<br />Sacha@Vekeman.net | +32 499 504050<br />

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