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We sell to a very narrow segment. I've got Google alerts for loads of phrases and trade show names. We try to attend as many shows as we can. Sometimes with a b
by openthc 7y ago
We sell to a very narrow segment. I've got Google alerts for loads of phrases and trade show names. We try to attend as many shows as we can. Sometimes with a booth, mostly without...just rocking our own gear and handing out cards. Some have a cheap way to add your logo somewhere to get awareness going.
Once you get a fish on, you'll need a professional sales person to carry the deal forward. Meeting, review, reply, next meeting, follow-up, etc.
Cold prospecting from directories and trade-orgs is another channel. Call,call,call. Then call some more.
And keep pumping the newsletter, opt-in only, keep content fresh.
- jcims 7y agoThis is the way to go. People will know they are taking a calculated risk with a startup, if you get to know their industry you will gain a better intuition about their use cases (and in particular ones they haven't thought of yet). Definitely avoid highly regulated verticals at first as they will drown you with security/governance requirements before you even get to their lawyers. Meanwhile get to know these frameworks and what will be expected of you if you want to approach them in the future. From a feature-set perspective, any large company is going to want to see management interfaces with single sign-on, at least basic roles (read only, billing, ops). Customer should also be able to do everything via API that they can via UI. You should have good audit logs and be able to push them or let the customer come get them. If your architecture supports it, most large customers would like the option for a dedicated tenant instance. Good luck!
- openthc 7y agoOops! We're in a heavily regulated space. Upside is that it keeps competition out. Your 3rd paragraph is 100% accurate IME