3. I’ve sold into some pretty sexyI’ve sold into some pretty sexy
businesses …businesses …
4. Handshake.com: One of the first onlineHandshake.com: One of the first online
scheduling enginesscheduling engines
5. Approximately 50 million dental
impressions are done in the United States
each year; 200 million in developed
countries around the world…
BrontesTechnologies – No More GoopBrontesTechnologies – No More Goop
6. My Lessons Learned …My Lessons Learned …
PR and Buzz really matter
◦ Make the story fun and memorable
◦ Identify the journals that your customers read
◦ Get your customers marketing for you
7. Awareness of COS and the digital
impressioning category is growing quickly
8. My Lessons Learned …My Lessons Learned …
Small businesses are hard to attack
◦ Start with 1-2 target verticals and 1-2 target
verticals – think Bowling Pin strategy
◦ Make sure the vertical is large enough
because you may be there longer than
expected (Open Table v Handshake)
◦ Become known in the segment – attend
tradeshows and other events
◦ Hire people who are known and have sold
into the segment
9. COS has built quite the buzz in the
industry … at tradeshows
10. Lesson 3 – Sign up experts related to your business
Kelsey Wirth
President/Founder
Invisalign
Bruce Donoff
Dean
Harvard Dental
Mike Girard
Leading Industry
Innovator
Gerard Moufflet
Leading Industry
Investor
Ping Fu
CEO/Founder
Geomagic
1. Team Member
2. Investor/Board Member
3. Advisor
Investor/BoD Advisor VP Marketing
Advisor
Investor/BoD
Relationship needs to be genuine – not window dressing
11. And finally,And finally,
Small business selling requires scale –
Groupon has 1,000 sales reps calling on
businesses
Online and offline tactics need to be
employed – businesses still value
relationships and referrals
The oppt’y is huge in the B2B “tail” –
27.5 million small businesses, 97% of US
firms are “small” and represents 50% of
US payrolls!