o ingrediente (nem tão) secreto e (quase sempre) esquecido, para o sucesso da startup b2b
TRANSCRIPT
O Ingrediente (nem tão secreto) essencial para toda Startup B2B
Rodolpho Ugolini NetoIBM Cloud Senior Specialist Megablaster from Hell
SOU VENDEDOR!
– “Seeds”: indicações dos clientes
– “Nets”: atraídas por marketing
– “Spears”: contas-alvoconquistadas por vendas
De onde podem vir seus clientes?
“Inbound” e “Outbound” trabalham juntos
TargetProspect
Leads?
CLIENTE
VENDAS(INSIDEe FTF)
OUTBOUND
LDR
SDR
A rotina de prospecção
Define Target ICP
Create Target Accounts List
Create Prospecting Contacts List
Send “warm” emails
Work on Responses
Conduct Conference Calls
Schedule Demo/Meeting
Register Oportunity
Preparação
Registro
Execução
‹#›
Credit:
• IBM is offering up to $120K of cloud credits
• Credit caps will be at $10,000/month total for those eligible entrepreneurs with the criteria below who are working with an IBM-approved VC, accelerator or incubator. Other eligible entrepreneurs can receive up to $1,000/month total.
Qualification criteria:
• Less than three years since first incorporation
• Less than $1M in annual revenue
• Not a previous program user
• Cannot be a prior customer
• Affiliation to IBM preferred community
• IBM reserves the right to prioritize based on additional criteria
Apply todayibm.biz/CloudStartups