reaking the permafrost w startups can sell to enterprise © 2016 Localz Pty. Ltd. Martijn Verbree – Mogulcon London
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Breaking the permafrostHow startups can sell to enterprise
© 2016 Localz Pty. Ltd.
Martijn Verbree – Mogulcon London
This is home
Hi, I’m here!
Ah, hello!
What we do
Our customers
• No sales staff• Product sells it-
self• Employees share
in success• Nice folks
Our aspiration
The enterprise
The enterprise
Operations
Happy path
Deal closed
The enterprise
Operations
Middle manage-ment
C-level
Realistic path
Maybe
1. Governance2. Service levels3. Employees are hired to make their
KPIS, not new businesses4. Don’t give the farm away5. Peter principle
Why enterprise is difficult
Some tricks
1. Paid pilot… fully discounted at pro-duction
2. Contingent fee3. Recurring license4. Ownership5. T&M6. Free…
1. Align with enterprise objectives2. Pass airport test with decision
maker3. Approved budget4. Someone has been freed up5. Barely viable product ready6. Will exceed expectations7. Success factors have been de-
fined8. Next steps are clear9. Ready to be patient
Our checklist
Prepare to be bold
[email protected]+44 788 789 3935
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