post innovation dilemma. what first: sales or marketing?
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POST INNOVATION DILEMMA
WHAT FIRST: SALES OR MARKETING
© 2010 Sacha Vekeman | The Fifth Conference
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How Verio grew its average deal value from £400 per month to £4k per month?
S1 FOR STRATEGY
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How Data Center Technologies build a $150M business for Symantec?
S2 FOR SCALABILITY
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Why Augeo Software went into SaaS with Planzone.com and didn’t want sales?
S3 FOR SITUATION
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How Mobiya was overspending on sales due to startup stress?
S4 FOR STRESS
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The difference between early stage and late stage companies:
pre- and post revenue?
S5 FOR STAGE
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What are the interests of shareholders, board members and management teams?
S6 FOR STAKEHOLDERS
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Why marketing needs to explain that there is a market,
while investors’ only belief is sales?
S7 FOR SUSTAINABILITY
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In summary: tell stories, find heroes, do demo’s!
You tell me: is this sales or marketing?
S8 FOR SPIN
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Why the only important focus is to understand who your target customer is, what your value proposition is about and why people buy; rather than just start selling immediately
S9 FOR SOLUTION
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Not to forget myself! Specialty = creating sustainable value propositions
S10 FOR SACHA VEKEMAN
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S1 Strategy
S2 Scalability
S3 Situation
S4 Stress
S5 Stage
S6 Stakeholders
S7 Sustainability
S8 Spin
S9 Solution
S10 Sacha Vekeman
+32 499 504050
S10 MODEL to decide what you need first: sales or marketing
© 2010 Sacha Vekeman | The Fifth Conference
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“IF YOU HAVE GOOD MARKETING, YOU DON’T NEED SALES”
WHAT MY PROFESSOR MARKETING SAID IN 1994
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“WITHIN THE CURRENT ECONOMY CEO’S WANT CIO’S TO HELP WITH MARKETING & SALES”
WHAT FORTUNE MAGAZINE WROTE JUNE 14, 2010