startup sales
TRANSCRIPT
Startup Sales
Vivek Sharma | CEO | Movable Ink
This presentation created by Vivek Sharma, Movable Ink
Background
This presentation created by Vivek Sharma, Movable Ink
4 Startups: 1 IPO, 1 Failure, 2 Growing
Engineer Salesperson
8 figure ARR
$4m !ARR
This presentation created by Vivek Sharma, Movable Ink
What’s your core?
ENGINEERING DESIGN
MARKETINGSALES
This presentation created by Vivek Sharma, Movable Ink
You
Engineer!Designer!Marketer!
*or*!FAST LEARNER
Customer!Acquisition
This presentation created by Vivek Sharma, Movable Ink
Your solution is NOT !my problem.
Don’t proceed UNTIL !you have validated !
that there is a market.
This presentation created by Vivek Sharma, Movable Ink
Customer Acquisition!
This presentation created by Vivek Sharma, Movable Ink
Ways you !acquire customers
WEB PARTNERS
DIRECT INSIDE
Low!Touch
High!Touch
This presentation created by Vivek Sharma, Movable Ink
In STARTUP!You don’t choose the
model. The model chooses you!
This presentation created by Vivek Sharma, Movable Ink
Web Sales- SaaS!- No sales team!- Customers Google a solution (existing leader)!- Freemium (debatable)!- $9-$199/month
Growth through:!- virality!- SEO/SEM!- evangelism!- distribution deals!
This presentation created by Vivek Sharma, Movable Ink
Direct Sales- SaaS or on-premise!- $5000/month or higher (Up to millions/yr)!- Solution sale (budgets, approval, stakeholder)!- Seasoned salespeople!- ROI, case studies, brand leadership
Growth through:!- Managing enterprise sales cycle (3-24 mos.)!- Selling BIG deals!
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Inside Sales- SaaS!- Dialing for dollars!- Easily learnable pitch!- Deals < $999/month!- Close in < 1 month!- Sell to one person lower in the org
Growth through:!- tightly managed and measured sales team!- extrapolate model!
This presentation created by Vivek Sharma, Movable Ink
A tale of two companies
Web Sales Enterprise
Customers Pay
Hundreds !a year
Millions !a year
This presentation created by Vivek Sharma, Movable Ink
Partner Sales
Thoughts!- Can go horribly bad or wonderfully well!- Figure out how to sell direct first!- Understand how the partner benefits!- Partner only on paper
Potential carrots!- Exclusive access to unique technology!- Revenue share (maybe)!- Service/License revenue split!- Complete solution!
This presentation created by Vivek Sharma, Movable Ink
Build a spreadsheet.!Extrapolate your data.
This presentation created by Vivek Sharma, Movable Ink
Organization
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Sell Division
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CTO!Build
CEO!Sell
Spreadsheet phase
Sell Division
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Relationships
Sales Rep Client Services
Spreadsheets -> salesforce.com
Sell Division
This presentation created by Vivek Sharma, Movable Ink
Selling
Inside Sales Direct Sales Campaign!Manager
Account!Manager
Servicing
salesforce.com + Zendesk
Marketing!Manager
Demand
Sell Division
This presentation created by Vivek Sharma, Movable Ink
Selling
Campaign!Manager
Account!Manager
ServicingMarketing
Community!Manager
Inside!Sales
Direct!Sales
Sales!Ops
Channel!Managers
Content!& Demand!
Gen
Sales!Development!
Reps
Raw! Leads
Sales!Accepted!
LeadsCustomers Retention!
& Upsell
Pardot Salesforce Zendesk
Other thoughts
1) Founders do direct sales to start!2) You are authentic & “hold the business” in your head!3.) Experiment & iterate
Questions !so far?
This presentation created by Vivek Sharma, Movable Ink
The Funnel
Leads
Opportunities
Proposals
Customers
Attention
Interest
Decision
Action
This presentation created by Vivek Sharma, Movable Ink
Prospecting & Lead Gen
- Customer development!- People you have worked with!- VCs or Angels (they get diligence out of it)!- Connectors (GA)!- LinkedIn + social proof!- Events!- Cold call/email
Attention (hardest part)Leads
This presentation created by Vivek Sharma, Movable Ink
Additional Resources
but the best way:!JUST DO IT!
This presentation created by Vivek Sharma, Movable Ink
