10 steps for great business development and sales deals
DESCRIPTION
On this presentation we talk a bit more about SendGrid Accelerate, our startup program, as well as insights on when / how we have scaled in addition to 10 help tips on how to close deals with major tech companies, when you are just a small startup. This version specifically was presented at 21212 Accelerator in Rio de Janeiro, Brazil.TRANSCRIPT
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SendGrid
AccelerateGrowth Lessons from Scaling SendGrid
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• Founder (2 companies) – Sold One,
Failed the other
• Early Stage SendGrid Employee
• BD & Sales Experience
• International Growth Experience
BUT, Who the hell are you?
Pedro Sorrentino @pedrosorren
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To put this into perspective, it took 49 months to hit our first 100 billion. Ten months later we hit
200 billion. It will take 8 months to hit 300 billion emails.
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Techstars Demo Day
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Techstars Demo Day
6MM Series A
20MM Series B
Deliver Email That Matters
SendGrid | The Story
SGA | 2014
Delivering email is HARD.
So, we built a proven platform
to power your email application
and customer engagement
communication.
FIXING EMAIL, FOR US & YOU
2009 TechStars Graduate
2010 – 1B emails
20 employees
2011 – 10B emails
40 employees
2012 – 40B emails
90 employees
2013 – 100B emails
180 employees
Today – 200B emails to date
200+ employees
Global Presence | Support
SGA | 2014
Los Angeles | San Francisco | Denver | Boulder | New York City | Providence, RI | São Paulo | London | Romania | Tokyo
of the worlds wanted email
does NOT reach the inbox
20%
SGA | 2014
Delivering 16+ billion emails per month
for 180,000+ customers
#SendGridEverywhere
SGA | 2014
10 Steps for Successful BD and
Sales.
1. Swarm the Org.
Who Reports to Who?
People Left. People Die.
People Move On.
YOU, Don’t Give Up.
2. Find your Champion
Who is going to be the crazy one
that will support you?
What are your goals?
How can you help your partner sell
more?
3. Do Their Work!
Understand the dynamics of
their company.
YOU are not their priority
But you can hack the system
4. I am in the neighborhood =)
5. Tier up and Scale Up
6. Don’t look like a sales guy. Bring
PM and Engineer.
Use your internal resources in an intelligent way
For the most part your answers is yes.
7. NO is just the beginning
No is not a bad thing. Silence is a much worse.
8. Sell on Fear
9. Offsite to close the deal.
80% fun 20% work
Winning is just the
beginning
What matters once the deal
is closed?
10. Start Small. But Start
Somewhere.
Bonus: be an essentialist.
Accelerate Program
SGA | 2014
Program Details
You need email.
We have email.
…and more!
We’re here to help
you.
CRITICAL CUSTOMER ENGAGEMENT
• Exclusive SendGrid product
discounts.
• Mentorship from our people –
founders, execs, community team.
• Best Practices knowledge-sharing
• Early access to beta test new
products and features.
• Amplification – we’ll use your
product, tell our friends, and help
your voice reach the world.
