Work-Bench Workshop with Movable Ink

1. Startup Sales
Vivek Sharma | CEO | Movable Ink
This presentation created by Vivek Sharma, Movable Ink

2. Background
This presentation created by Vivek Sharma, Movable Ink

3. 4 Startups: 1 IPO, 1 Failure, 2 Growing
Engineer Salesperson
8 figure ARR
$4m !
ARR
This presentation created by Vivek Sharma, Movable Ink

4. What’s your core?
ENGINEERING DESIGN
MARKETINGSALES
This presentation created by Vivek Sharma, Movable Ink

5. You
Engineer!
Designer!
Marketer!
*or*!
FAST LEARNER
Customer!
Acquisition
This presentation created by Vivek Sharma, Movable Ink

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

7. Customer Acquisition!
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

15. Build a spreadsheet.!
Extrapolate your data.
This presentation created by Vivek Sharma, Movable Ink

16. Organization
This presentation created by Vivek Sharma, Movable Ink

17. Sell Division
This presentation created by Vivek Sharma, Movable Ink
CTO!
Build
CEO!
Sell
Spreadsheet phase

18. Sell Division
This presentation created by Vivek Sharma, Movable Ink
Relationships
Sales Rep Client Services
Spreadsheets -> salesforce.com

19. Sell Division
This presentation created by Vivek Sharma, Movable Ink
Selling
Inside Sales Direct Sales
Campaign!
Manager
Account!
Manager
Servicing
salesforce.com + Zendesk
Marketing!
Manager
Demand

20. Sell Division
This presentation created by Vivek Sharma, Movable Ink
Selling
Campaign!
Manager
Account!
Manager
ServicingMarketing
Community!
Manager
Inside!
Sales
Direct!
Sales
Sales!
Ops
Channel!
Managers
Content!
& Demand!
Gen
Sales!
Development!
Reps
Raw!
Leads
Sales!
Accepted!
Leads
Customers
Retention!
& Upsell
Pardot Salesforce Zendesk

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

22. The Funnel
Leads
Opportunities
Proposals
Customers
Attention
Interest
Decision
Action
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

24. Additional Resources
but the best way:!
JUST DO IT!
This presentation created by Vivek Sharma, Movable Ink

25. Startup Sales
Vivek Sharma!
CEO!
vsharma@movableink.com
This presentation created by Vivek Sharma, Movable Ink