Sealing the Deal with Large Enterprise
-
Upload
cheryl-yeoh -
Category
Technology
-
view
775 -
download
1
description
Transcript of Sealing the Deal with Large Enterprise
![Page 1: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/1.jpg)
Sealing the Deal with Large Enterprise:The Big Company Caroline McCarthy @caro
Tips for StartupsCheryl Yeoh @cherylyeoh
![Page 2: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/2.jpg)
The 5 Keys to SuccessStart small
Be prepared
Show your creativity
Read the fine print
Speak the language
![Page 3: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/3.jpg)
Start smallBe strategic - don’t go big and fast all at once. Your future partner has to trust you first.
![Page 4: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/4.jpg)
Be preparedMake sure that your accounting is in order and that their payment timeline fits your budget.
![Page 5: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/5.jpg)
Show your creativityDemonstrate in your proposal that you’ll be true to the brand but will still innovate.
![Page 6: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/6.jpg)
Read the fine printIf you’ve been sent information about how to do business with the client, read it. No, seriously.
![Page 7: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/7.jpg)
Speak the languageIf you’re working with sales or marketing, know their jargon even if it makes you cry a little inside.
![Page 8: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/8.jpg)
Sealing the Deal with Large Enterprise: Tips for Entrepreneurs & StartupsCheryl Yeoh@cherylyeoh
![Page 9: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/9.jpg)
A Little Background...
![Page 10: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/10.jpg)
Case Studies from...
![Page 11: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/11.jpg)
The 6-Step Process1.Research -> Reaching Out
![Page 12: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/12.jpg)
FACT 1:“People Want to Do
Business With People They Like”
![Page 13: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/13.jpg)
FACT 2:“Don’t Give Up. There are multiple channels & doors”
![Page 14: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/14.jpg)
The 6-Step Process1.Research -> Reaching Out
2.Initial Informational Meetings
3.Show Progress -> Send Updates
4.Pitch Meeting
![Page 15: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/15.jpg)
FACT 3:Large Corporations Want to Work With Startups that Can Provide:
1) Value-added services/product/tech they can’t build in near term2) Increased speed & time to market in a vertical
![Page 16: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/16.jpg)
The 6-Step Process1.Research -> Reaching Out
2.Initial Informational Meetings
3.Show Progress -> Send Updates
4.Pitch Meeting
6.Launch Pilot Study -> Track Results
5.Integration, Timeline & Negotiations
![Page 17: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/17.jpg)
FACT 4:“A Partnership No Matter How Small is
Akin to An Investment”
![Page 18: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/18.jpg)
What Not To Say:1) Don’t offer to do something the company thinks it can do itself2) Don’t say how “easy” it is to integrate
What To Say: 1) How you’ve already proven yourself in marketplace against competitors2) What makes you unique (technology, traction, etc)3) Level of effort for integration - pilot study / proof of concept
* Long term stability of company (funding, etc) * Depends on priorities within organization - timing is key
![Page 19: Sealing the Deal with Large Enterprise](https://reader036.fdocuments.net/reader036/viewer/2022081403/55645ab3d8b42aa2398b45f9/html5/thumbnails/19.jpg)
Thank you so much! Did you like this talk? Here’s our tip jar for charity.
http://bit.ly/LadiesTrek