6. 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
8. Ways you !
acquire customers
WEB PARTNERS
DIRECT INSIDE
Low!
Touch
High!
Touch
This presentation created by Vivek Sharma, Movable Ink
9. In STARTUP!
You don’t choose the
model. The model
chooses you!
This presentation created by Vivek Sharma, Movable Ink
10. 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
11. 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!
This presentation created by Vivek Sharma, Movable Ink
12. 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
13. A tale of two companies
Web Sales Enterprise
Customers Pay
Hundreds !
a year
Millions !
a year
This presentation created by Vivek Sharma, Movable Ink
14. 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
21. 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
23. 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