R0boCamp2016 Влад Швець: Fogger: B2B Маркетинг І Продажі платфоми "обчислювання в тумані" для індустріального

B2B Marketing & Sales For Industrial IoT

Fogger: Fog Computing Platform

Vlad Shvets@vladyslavshvets

[email protected]

Highly heterogeneous, geographically distributed, fragmented environment with numerous hardware/3rd party system providers.

Numerous large players with SaaS applications, IoT infrastructure providers.

Can be divided into 3 categories

Common layer between Cloud Providers and edge hardware manufacturersthat delivers the promise of fog computing.

Fog Computing platform for the development, deployment, management ofdata processing pipelines & control algorithms that runs on bare metal in the edge environment of industrial companies (IIoT).

*Integrated development environment

● Who are our customers? ● What do we actually do?● What is our unique value proposition?● Who are our customers? Sure? ● How do we find them?● How do we reach them?● How do we talk with them?● What materials do we send them?● How do we persuade them that they really

need that?● How long is the sales cycle?

Fog computing platform. You know? Trust me, you need it.

So much data, really, need to process.

C’mon, reduced bandwidth, more intelligence, connectivity..

Platform, write your own apps...

Step #1: Communication Architecture

Step #2: Outbound vs Inbound

Outbound

I. Cold mailing. II. Cold calling.

III. Lead generation.

I. Content marketing.

II. Newsletter.III. Social media.

● Faster effect.● Precise

focus.● Not visible to

the outside community.

Inbound

● Longer process.● Wide focus.● Engaging the

community.

Step # 3: Lead Generation Process.

Strategy Executive

CherryPicker

Lead Generator

Defines the focus:I. Industry.

II. Product. III. Supply chain role

(manufacturer, distributor, etc.)

IV. Company size.

I. Finds the right companies on Linked.

II. Adds only names to the spreadsheet.

I. Freelancer from India via Upwork.com.

II. Gets trained how to maximize the efficiency.

III. 30 leads per hour - $5 paid

Rapportive plugin matches the emails with LinkedIn. Manual efficient process: copy - pasting the possible emails and finding the correct one: [email protected] or [email protected] or [email protected]

Step #4 :CRM -> Outbound Cold Mailing

Spreadsheet with “Leads”.

Upload lead information to your CRM system (!!!)

Step #5 : EmailsHi {Name}

My name is Ivan and I am the CEO of {StartUp}. We don’t know each other, but I noticed you are doing very interesting stuff and decided to shoot you a cold email.

@ {StartUp} we’ve developed a {super cool technology} which gives you {a super amazing benefit that will make your company go filthy rich and will make your life less painful}.

What do you think about connecting and talking about this?

Best wishes,Ivan

DO NOT BUILD STUFF. DO NOT BUILD TECHNOLOGIES.

BUILD PRODUCTS.

VLAD SHVETS@vladyslavshvets

[email protected]+48733879747

+380664016710