Date post: | 22-Jan-2017 |
Category: |
Business |
Upload: | alex-giannikoulis |
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Alex Giannikoulis, General Partner at Graphene Ventures Sales for Start Ups - Reaching Revenue
cc: the justified sinner - https://www.flickr.com/photos/54799099@N00
Agenda1. Who is this guy?2. Entrepreneurial Challenge:
Reaching Revenue3. Customer Development Process4. Pricing5. Managing The Floodgates6. Surviving
cc: Fotos GOVBA - https://www.flickr.com/photos/37885263@N05
Who is this guy?• 15 years Entrepreneurial Experience
• Sales Expert(ise) - B2C, B2B, B2BC International Sales [EMEA]
• Past 3 companies were acquired
• Founded & Sold the Apex Group to Level 3 (NYSE: LVL3)
• Econ & Communications from Northwestern University
cc: PhotKing - https://www.flickr.com/photos/36766427@N05♛
What am I doing now? .
• Building Graphene Ventures• VC investing in US high-
growth tech companies• Value add around defining
and implementing growth strategy (Sales, Mkting, BD)
• Helping scale revenuecc: fatboyke (Luc) - https://www.flickr.com/photos/8264376@N03
Challenge: Reaching Revenue• Start-up company with:
* Great product idea & infinite possible features* Limited resources* Few, if any, customers* Need cash flow / investment ASAP
cc: DarrelBirkett - https://www.flickr.com/photos/34459996@N04
REACHING REVENUE - FRAMEWORKS
1. Customer Development Process
2. Pricing Model3. Managing Demand4. Surviving
cc: LifeSupercharger - https://www.flickr.com/photos/8047705@N02
Customer Development Process
1. Deeply understand your target customers
2. Ask for advice and you’ll get money
3. Listen. Adapt. Repeat.4. Be a passionate domain expert
cc: rachaelvoorhees - https://www.flickr.com/photos/17237319@N00
Pricing1.Choose Your Positioning Vector 2.Remember the other 3 Ps3.Benchmark across
Competition, Value, & Cost4. Price Higher5. Remove All Friction to Buying
cc: Magic Robot - https://www.flickr.com/photos/54723260@N00
Managing the Floodgates
1. Create a Waiting List2. Sequential MVPs with Hard
Delivery Dates3. Grow Following4. Build Customer Steering
Committeecc: MasterBi Photography - https://www.flickr.com/photos/117677525@N06
Surviving1. Bootstrapping2. Pre-payments & Annual
Contracts3. Service-Based Revenues4. Scheduled Patience5. External Investments
cc: Grant MacDonald - https://www.flickr.com/photos/28801512@N00