Sales and Marketing for Engineers
-
date post
17-Oct-2014 -
Category
Business
-
view
382 -
download
1
description
Transcript of Sales and Marketing for Engineers
![Page 1: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/1.jpg)
!"#$%&"'(&)"*+$,'-&./*&0'-1'$$*%
Daniel Jarjoura
Winter 2014
![Page 2: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/2.jpg)
BS Telecommunications
MS !Computer Science
Pre-sales Engineer
Product Manager
Innovation Manager!Business Development Director
Entrepreneurship
23/45&6$
789"*9/4*"
:;<=>>???@#1'+$(1'@A/6>1'>("'1$#9"*9/4*"
???@("'1$#9"*9/4*"@A/6
%#1($%:"*$@'$5>(9"*9/4*"
("'1$#7B"'431'@A/6
![Page 3: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/3.jpg)
![Page 4: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/4.jpg)
C:"5&"3/45&D/4E
C:"5&"*$&D/4*&$F<$A5",/'%&./*&
5:1%&A/4*%$E
![Page 5: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/5.jpg)
Some housekeeping rules
1/ The course is made of 4 sessions of 3 hours with one 15 mins break
3/ Presence is not mandatory but please refrain from leaving class while I speak
2/ There will be no final exam but a final presentaBon. The subject will be given through social media
4/ ParBcipaBon is highly encouraged. If you don’t speak, I will make you!
5/ The goal of this course is to make you think, not replicate
![Page 6: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/6.jpg)
![Page 7: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/7.jpg)
Net worth: $24 Billion each
![Page 8: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/8.jpg)
![Page 9: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/9.jpg)
Net worth: $67 Billion
![Page 10: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/10.jpg)
![Page 11: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/11.jpg)
Net worth: $19 Billion
![Page 12: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/12.jpg)
What’s the main common point between these guys
![Page 13: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/13.jpg)
Yes, they’re all technology experts…
![Page 14: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/14.jpg)
…who understood how to be unique in their market…
![Page 15: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/15.jpg)
…and made loads of money!
![Page 16: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/16.jpg)
A bit like this guy
![Page 17: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/17.jpg)
H:$D&4'A/I$*$(&5:$&%$A*$5%&/.&!"#$%&"'(&)"*+$,'-&5/&6"+$&5:$1*&A/6<"'D&
%4AA$%%.4#
![Page 18: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/18.jpg)
What about France?
![Page 19: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/19.jpg)
![Page 20: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/20.jpg)
Net worth: "6 Billion
![Page 21: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/21.jpg)
![Page 22: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/22.jpg)
![Page 23: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/23.jpg)
![Page 24: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/24.jpg)
$600M
![Page 25: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/25.jpg)
![Page 26: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/26.jpg)
$6.8B
![Page 27: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/27.jpg)
J45K&?:"5&1.&LM6&'/5&<#"''1'-&5/&341#(&6D&/?'&A/6<"'DE
![Page 28: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/28.jpg)
N/4&61-:5&3$&1'5$*$%5$(&5/&6/I$&5/&5:$&O8"*+&!1($P
![Page 29: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/29.jpg)
![Page 30: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/30.jpg)
�23
![Page 31: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/31.jpg)
If not, then maybe you were not planning to…
![Page 32: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/32.jpg)
L.&'/5K&5:$'&6"D3$&D/4&?$*$&'/5&<#"''1'-&5/Q
J9".)%',5$.%<'5-$:%*.$(('.$
![Page 33: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/33.jpg)
L.&'/5K&5:$'&6"D3$&D/4&?$*$&'/5&<#"''1'-&5/Q
J9".)%',5$.%<'5-$:%*.$(('.$
J<$%+,%4%*."5'3:%5$>$/"*#$,:%*."3$((
![Page 34: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/34.jpg)
L.&'/5K&5:$'&6"D3$&D/4&?$*$&'/5&<#"''1'-&5/Q
J9".)%',5$.%<'5-$:%*.$(('.$
J<$%+,%4%*."5'3:%5$>$/"*#$,:%*."3$((J".%<'E%,$9%("K94.$%4,5%(E(:$#(
![Page 35: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/35.jpg)
And also, if you thought you were UNIQUE
![Page 36: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/36.jpg)
![Page 37: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/37.jpg)
… maybe you didn’t realize there were millions like you
![Page 38: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/38.jpg)
L
0;LLLL
8LLLLL
7;LLLL
MLLLLL
N&+,4 ?,5+4 O'."*$ P! Q.4,3$
V*"(4"5$&0'-1'$$*%&1'&WXXY
![Page 39: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/39.jpg)
![Page 40: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/40.jpg)
So, what is your compe,,ve advantage
![Page 41: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/41.jpg)
JD&"AB41*1'-&3"%1A&%+1##%&1'&!"#$%&"'(&)"*+$,'-K&
0'-1'$$*%&A"'
![Page 42: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/42.jpg)
J$A/6$&)/*$&Z*/GA1$'5&"5&L''/I",/'
JD&"AB41*1'-&3"%1A&%+1##%&1'&!"#$%&"'(&)"*+$,'-K&
0'-1'$$*%&A"'
![Page 43: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/43.jpg)
J$A/6$&)/*$&Z*/GA1$'5&"5&L''/I",/' L'5$-*"5$&5:$1*&5$A:'1A"#&*/#$&?15:&"&%"#$%&"'(&6"*+$,'-&*/#$
JD&"AB41*1'-&3"%1A&%+1##%&1'&!"#$%&"'(&)"*+$,'-K&
0'-1'$$*%&A"'
![Page 44: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/44.jpg)
J$A/6$&)/*$&Z*/GA1$'5&"5&L''/I",/' L'5$-*"5$&5:$1*&5$A:'1A"#&*/#$&?15:&"&%"#$%&"'(&6"*+$,'-&*/#$
J$&"3#$&5/&A/'I$*%$&/*&%4<</*5&%"#$%&"'(&6"*+$,'-&$F$A4,I$%
JD&"AB41*1'-&3"%1A&%+1##%&1'&!"#$%&"'(&)"*+$,'-K&
0'-1'$$*%&A"'
![Page 45: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/45.jpg)
J$A/6$&)/*$&Z*/GA1$'5&"5&L''/I",/' L'5$-*"5$&5:$1*&5$A:'1A"#&*/#$&?15:&"&%"#$%&"'(&6"*+$,'-&*/#$
2AB41*$&"&3$;$*&4'($*%5"'(1'-&/.&'$$(%&"'(&($6"'(%&1'&5:$&6"*+$5<#"A$
J$&"3#$&5/&A/'I$*%$&/*&%4<</*5&%"#$%&"'(&6"*+$,'-&$F$A4,I$%
JD&"AB41*1'-&3"%1A&%+1##%&1'&!"#$%&"'(&)"*+$,'-K&
0'-1'$$*%&A"'
![Page 46: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/46.jpg)
C:/&%:/4#(&";$'(&5:1%&A/4*%$ER"'%&4>$%E"'.%"9,%3"#*4,E%".%4.$%*/4,,+,-%:"%3.$4:$%+:
R"'%4.$%+,:$.$(:$5%+,:"%#">+,-%:"%:&$%S54.)%
(+5$T
R"'%.$4/+U$%:&4:%E"'%9+//%&4>$%:"%9".)%9+:&%(4/$(%4,5%#4.)$B,-%*$"*/$%4,5%E"'%94,:%:"%',5$.(:4,5%:&$#%
![Page 47: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/47.jpg)
[/4*%$&\45#1'$
!"#$%&]X]
V&4:%+(%($//+,-WV&4:%+(%($//+,-W X<"':%!4/$(*$"*/$ !4/$(%NE3/$ =.$($,:4B",(%Y%=+:3&+,-
Z$-"B4B",%Y%N/"(+,-
V&4:%+(%#4.)$B,-W
X,4/EU+,-%#4.)$:%$,>+.",#$,: [$(+-,+,-%=."5'3:( =.+3+,-%=."5'3:(
=/43+,-%=."5'3:( =."#"B,-%=."5'3:(
)"*+$,'-&]X]
![Page 48: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/48.jpg)
!"#$%&]X]
![Page 49: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/49.jpg)
L%&5:1%&%$##1'-E
![Page 50: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/50.jpg)
L%&5:1%&%$##1'-E
![Page 51: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/51.jpg)
L%&5:1%&%$##1'-E
![Page 52: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/52.jpg)
!"#$%6$'&:"I$&"&*$<45",/'&./*
![Page 53: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/53.jpg)
!"#$%6$'&:"I$&"&*$<45",/'&./*
^D1'-
![Page 54: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/54.jpg)
!"#$%6$'&:"I$&"&*$<45",/'&./*
^D1'-
[:$",'-
![Page 55: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/55.jpg)
!"#$%6$'&:"I$&"&*$<45",/'&./*
^D1'-
[:$",'-
H:1$I1'-
![Page 56: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/56.jpg)
Q?:1A:&5:$D&%/6$,6$&(/&?:$'
![Page 57: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/57.jpg)
Q?:1A:&5:$D&%/6$,6$&(/&?:$'
H:$&<*/(4A5&1%&'/5&*1-:5
![Page 58: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/58.jpg)
Q?:1A:&5:$D&%/6$,6$&(/&?:$'
H:$&<*/(4A5&1%&'/5&*1-:5
H:$&6"*+$5&1%&'/5&*1-:5
![Page 59: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/59.jpg)
Q?:1A:&5:$D&%/6$,6$&(/&?:$'
H:$&<*/(4A5&1%&'/5&*1-:5
H:$&6"*+$5&1%&'/5&*1-:5
H:$&A#1$'5&1%&'/5&*1-:5
![Page 60: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/60.jpg)
Q?:1A:&5:$D&%/6$,6$&(/&?:$'
H:$&<*/(4A5&1%&'/5&*1-:5
H:$&6"*+$5&1%&'/5&*1-:5
H:$&A#1$'5&1%&'/5&*1-:5
H:$&%"#$%6"'&1%&'/5&*1-:5
![Page 61: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/61.jpg)
![Page 62: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/62.jpg)
I8\8\
!2^0!&L!&H_0&2[HL`LHN&\a&[^\!LSV
![Page 63: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/63.jpg)
I7L7L
)2bc0HLSV&L!&\Z0SLSV
![Page 64: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/64.jpg)
!"#$%&1%&"3/45&A#/%1'-&5:$&3*1(-$&3$5?$$'&A4%5/6$*%M&'$$(%&"'(&"I"1#"3#$&<*/(4A5%
![Page 65: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/65.jpg)
L5&1%&6"1'#D&"3/45&_46"'&L'5$*"A,/'%
![Page 66: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/66.jpg)
)"*+$,'-&/<$'%&'$?&:/*1U/'%&5:*/4-:&<*/(4A5&1''/I",/'&"'(&
A/664'1A",/'
![Page 67: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/67.jpg)
!"#$%
)"*+$,'-
![Page 68: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/68.jpg)
[/4*%$&\45#1'$
!"#$%&]X]
V&4:%+(%($//+,-WV&4:%+(%($//+,-W X<"':%!4/$(*$"*/$ !4/$(%NE3/$ =.$($,:4B",(%Y%=+:3&+,-
Z$-"B4B",%Y%N/"(+,-
X<"':%!4/$(*$"*/$
![Page 69: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/69.jpg)
!"#$%<$/<#$&8S2]"B>4:$5%<E%A"%:
X.$%#".$%#$.3$,4.+$(%:&4,%#+((+",4.+$(
]4,E%-.$4:%",$(%5",F:%:&.+>$%+,%:&$%$4./E%*&4($%"6%4%3"#*4,E%9&$.$%:&$%(4/$(%+(%#".$%3",('/:4B>$%".%$>4,-$/+34/
![Page 70: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/70.jpg)
![Page 71: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/71.jpg)
d/4*'$D6$'
_4-$#D&<*/A$%%&(*1I$'&345&'/5&-//(&"5@@@
![Page 72: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/72.jpg)
d/4*'$D6$'
_4-$#D&<*/A$%%&(*1I$'&345&'/5&-//(&"5@@@
0"*#De%5"-$&I$'54*$%
![Page 73: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/73.jpg)
d/4*'$D6$'
_4-$#D&<*/A$%%&(*1I$'&345&'/5&-//(&"5@@@
0"*#De%5"-$&I$'54*$%
)"'"-1'-&/5:$*&%"#$%<$/<#$
![Page 74: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/74.jpg)
)"I$*1A+%!$##&1A$&5/&$%+16/%&ef&
?/*+&?$##&1'&$"*#De%5"-$&A/6<"'1$%&345&3"(&"5@@@
![Page 75: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/75.jpg)
)"I$*1A+%
a/##/?1'-&*4#$%
!$##&1A$&5/&$%+16/%&ef&?/*+&?$##&1'&$"*#De%5"-$&A/6<"'1$%&345&3"(&"5@@@
![Page 76: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/76.jpg)
)"I$*1A+%
a/##/?1'-&*4#$%
0'./*A1'-&<*/A$%%$%
!$##&1A$&5/&$%+16/%&ef&?/*+&?$##&1'&$"*#De%5"-$&A/6<"'1$%&345&3"(&"5@@@
![Page 77: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/77.jpg)
!4<$*%5"*%
L''"5$&"31#15D&5/&%$##&?:1#$&3$1'-&I$*D&
%5*4A54*$(&"'(&<*/A$%%&/*1$'5$(
![Page 78: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/78.jpg)
H*/43#$
![Page 79: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/79.jpg)
Understanding salespeopleSalespeople…
![Page 80: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/80.jpg)
R'($*%5"'(1'-&%"#$%<$/<#$
Q/g$'&3#"6$&5:$&<*/(4A5]
!"#$%<$/<#$Q
![Page 81: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/81.jpg)
R'($*%5"'(1'-&%"#$%<$/<#$
Q/g$'&3#"6$&5:$&<*/(4A5
Q/g$'&3#"6$&5:$&<*1A1'-
]
@
!"#$%<$/<#$Q
![Page 82: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/82.jpg)
R'($*%5"'(1'-&%"#$%<$/<#$
Q/g$'&3#"6$&5:$&<*/(4A5
Q/g$'&3#"6$&5:$&<*1A1'-
Q/g$'&%$##&.454*$&($I$#/<6$'5&?/*+
]
@
8
!"#$%<$/<#$Q
![Page 83: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/83.jpg)
R'($*%5"'(1'-&%"#$%<$/<#$
Q/g$'&3#"6$&5:$&<*/(4A5
Q/g$'&3#"6$&5:$&<*1A1'-
Q/g$'&%$##&.454*$&($I$#/<6$'5&?/*+
Q/g$'&$F"--$*"5$&5:$&%5*$'-5:&/.&A/6<$,5/*%
]
@
8
7
!"#$%<$/<#$Q
![Page 84: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/84.jpg)
R'($*%5"'(1'-&%"#$%<$/<#$
Q/g$'&3#"6$&5:$&<*/(4A5
Q/g$'&3#"6$&5:$&<*1A1'-
Q/g$'&%$##&.454*$&($I$#/<6$'5&?/*+
Q/g$'&$F"--$*"5$&5:$&%5*$'-5:&/.&A/6<$,5/*%
Q/g$'&"%+&./*&6/*$&%"#$%&%4<</*5
]
@
8
7
;
!"#$%<$/<#$Q
![Page 85: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/85.jpg)
R'($*%5"'(1'-&%"#$%<$/<#$
Q/g$'&3#"6$&5:$&<*/(4A5
Q/g$'&3#"6$&5:$&<*1A1'-
Q/g$'&%$##&.454*$&($I$#/<6$'5&?/*+
Q/g$'&$F"--$*"5$&5:$&%5*$'-5:&/.&A/6<$,5/*%
Q/g$'&"%+&./*&6/*$&%"#$%&%4<</*5
]
@
8
7
;
Q"#?"D%&5$##&5:"5&5:$1*&B4/5"%&"*$&5//&:1-:M
!"#$%<$/<#$Q
![Page 86: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/86.jpg)
[/4*%$&\45#1'$
!"#$%&]X]
V&4:%+(%($//+,-WV&4:%+(%($//+,-W X<"':%!4/$(*$"*/$ !4/$(%NE3/$ =.$($,:4B",(%Y%=+:3&+,-
Z$-"B4B",%Y%N/"(+,-
!4/$(%NE3/$
![Page 87: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/87.jpg)
Z*/%<$A5
J41#(&b$#",/'%:1<
R'($*%5"'(&5:$&[/'5$F5
Z*$%$'5&!/#4,/'%
S$-/,"5$&h&[#/%$ !"#$%&[DA#$
![Page 88: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/88.jpg)
Z*/%<$A5
N"/5%N4//+,- !"3+4/%Z$:9".)(
^$6$..4/( ?,5'(:.E%:.45$(&"9(
![Page 89: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/89.jpg)
J41#(&b$#",/'%:1<%
![Page 90: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/90.jpg)
R'($*%5"'(&5:$&[/'5$F5
![Page 91: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/91.jpg)
Z*$%$'5&!/#4,/'%
![Page 92: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/92.jpg)
S$-/,"5$&h&[#/%$
![Page 93: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/93.jpg)
![Page 94: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/94.jpg)
!"#$%&ADA#$%&A"'&#"%5&.*/6&%$I$*"#&("D%&5/&%$I$*"#&6/'5:%&
![Page 95: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/95.jpg)
!"#$%&ADA#$%&A"'&#"%5&.*/6&%$I$*"#&("D%&5/&%$I$*"#&6/'5:%& !/g?"*$&JWJ&%"#$%&
ADA#$%&4%4"##D&5"+$&iej&6/'5:%
![Page 96: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/96.jpg)
[/4*%$&\45#1'$
!"#$%&]X]
V&4:%+(%($//+,-WV&4:%+(%($//+,-W X<"':%!4/$(*$"*/$ !4/$(%NE3/$ =.$($,:4B",(%Y%=+:3&+,-
Z$-"B4B",%Y%N/"(+,-
=.$($,:4B",(%Y%=+:3&+,-
![Page 97: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/97.jpg)
![Page 98: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/98.jpg)
["'&D/4&-4$%%&?:"5M%&?*/'-&
?15:&5:$%$&%#1($%
![Page 99: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/99.jpg)
Chilean Exports• Fresh fruit leads Chile's export mix - Chile emerges as major supplier of fresh fruit to
world market due to ample natural resources, consumer demand for fresh fruit during winter season in U.S. and Europe, and incentives in agricultural policies of Chilean government, encouraging trend toward diversification of exports and development of nontraditional crops - U.S. Dept. of Agriculture, Economic Research Service Report
• Chile is among the developing economies taking advantage of these trends, pursuing a free market economy. This has allowed for diversification through the expansion of fruit production for export, especially to the U.S. and Western Europe. Chile has successfully diversified its agricultural sector to the extent that it is now a major fruit exporting nation. Many countries view Chile's diversification of agriculture as a model to be followed.
• Meanwhile, the U.S. remains the largest single market for Chile's fruit exports. However, increasing demand from the EC and Central and East European countries combined may eventually surpass exports to the U.S., spurring further growth in Chile's exports.
• If you’ve read this far, your eyes probably hurt and you’ve been reading this tedious long-winded text instead of listening to me. I’m insulted- can’t you see I’m doing a presentation up here? Look at me! Congratulations, however, on having such good eyesight.
![Page 100: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/100.jpg)
Beginner Motorcycles• My personal favorite:
the Suzuki Savage • Light weight (~380lbs) • Adequate power
(650cc engine) • Low seat height fits
most riders
![Page 101: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/101.jpg)
Racquetball Fundamentals
![Page 102: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/102.jpg)
Racquetball Fundamentals
![Page 103: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/103.jpg)
Racquetball Fundamentals
n 2, 3, or 4 players.
![Page 104: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/104.jpg)
Racquetball Fundamentals
n 2, 3, or 4 players.n 1 player serves, other “returns.”
![Page 105: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/105.jpg)
Racquetball Fundamentals
n 2, 3, or 4 players.n 1 player serves, other “returns.”n Only serving player can score.
![Page 106: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/106.jpg)
Racquetball Fundamentals
n 2, 3, or 4 players.n 1 player serves, other “returns.”n Only serving player can score.n Served ball must land past serving line and
cannot hit back wall.
![Page 107: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/107.jpg)
Racquetball Fundamentals
n 2, 3, or 4 players.n 1 player serves, other “returns.”n Only serving player can score.n Served ball must land past serving line and
cannot hit back wall.n Ball can only bounce once before striking front
wall…but ball does not have to bounce.
![Page 108: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/108.jpg)
Racquetball Fundamentalsn 2, 3, or 4 players.n 1 player serves, other “returns.”n Only serving player can score.n Served ball must land past serving line and
cannot hit back wall.n Ball can only bounce once before striking front
wall…but ball does not have to bounce.
![Page 109: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/109.jpg)
!I hate the way people use slide presentations instead of thinking. People would confront a problem by creating a presentation. I wanted them to engage, to hash things out at the table, rather than show a bunch of slides"%
- Steve Jobs
![Page 110: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/110.jpg)
Avoiding death by PowerPoint
![Page 111: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/111.jpg)
J4%1'$%%6$'&5$'(&5/&4%$&Z/?$*Z/1'5&5/&?*15$&6$6/%
![Page 112: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/112.jpg)
©Syniverse Technologies – Proprietary Information – Not for Distribution �70
Standard services§ CollecBon and delivery of near real Bme roaming data
§ CollecBon of raw data from mediaBon device (or switch) § CollecBon and delivery of TD35 files from and to the roaming partners § CollecBon and delivery of TD35 reports from and to the roaming partners
§ Monitoring and troubleshooBng of data exchange § Check for missing files and transmission failures § Highly reacBve customer support
§ ReporBng § File Delivery Reports (FDR) and Error Reports (ER) § AnalyBcal reports summarizing processing excepBons § Traffic and performance reports
![Page 113: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/113.jpg)
Q"'(&5$'(&5/&:1($&3$:1'(&5:$1*&#"<5/<&5/&*$"(&5:$1*&%#1($%
![Page 114: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/114.jpg)
C:"5&5/&(/E
![Page 115: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/115.jpg)
“People who know what they’re talking about don’t need PowerPoint” !
-‐ Steve Jobs
![Page 116: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/116.jpg)
R%$&5:$&?:15$3/"*(
![Page 117: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/117.jpg)
!:/?&(1"-*"6%
![Page 118: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/118.jpg)
2%+&B4$%,/'%&"'(&$'-"-$
![Page 119: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/119.jpg)
The best sales presenta,on slide
![Page 120: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/120.jpg)
![Page 121: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/121.jpg)
Sg+$,%h3"':$.G%3F$(:%*.$(i'$%.h*",5.$T%e%]4.+>4'b
![Page 122: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/122.jpg)
IjLjL
![Page 123: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/123.jpg)
[/4*%$&\45#1'$
!"#$%&]X]
V&4:%+(%($//+,-WV&4:%+(%($//+,-W X<"':%!4/$(*$"*/$ !4/$(%NE3/$ =.$($,:4B",(%Y%=+:3&+,-
Z$-"B4B",%Y%N/"(+,-Z$-"B4B",%Y%N/"(+,-
![Page 124: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/124.jpg)
C:D&(/&<$/<#$&'$-/,"5$
![Page 125: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/125.jpg)
![Page 126: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/126.jpg)
Sellers will always chase you down the road if they think you’re walking away
from a deal that they want to do
![Page 127: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/127.jpg)
!/6$&'$-/,",/'&,<%
![Page 128: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/128.jpg)
8/&5:$&:/6$?/*+
![Page 129: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/129.jpg)
a/A4%&/'&I"#4$
![Page 130: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/130.jpg)
8/'M5&:$%15"5$&5/&4%$&34%1'$%%&A"%$&5/&($6/'%5*"5$&<*/G5%&/*&%"I1'-%
![Page 131: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/131.jpg)
a1'(&5:$&*1-:5&($A1%1/'&6"+$*
![Page 132: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/132.jpg)
8/'M5&%5"*5&?15:&"'&"#*$"(D&
(1%A/4'5$(&<*1A$
![Page 133: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/133.jpg)
)"+$&%4*$&D/4&:"I$&"&?"#+e"?"D&<*1A$&</1'5
![Page 134: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/134.jpg)
R'($*%5"'(&?:"5&'$$(%&5/&3$&(/'$&5/&3*1(-$&5:$&-"<
![Page 135: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/135.jpg)
23/45&L'5$*'",/'"#&S$-/,",/'
![Page 136: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/136.jpg)
S$-/,",'-&1%&"&?"D&/..$&1'&%/6$&A4#54*$%
![Page 137: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/137.jpg)
C:1#$&1'&/5:$*%&15M%&"##&"3/45&
3"#"'A$
![Page 138: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/138.jpg)
H"+$&,6$&5/&#$"*'&5:$&#/A"#&A4%5/6%&"'(&A4#54*$k
![Page 139: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/139.jpg)
2I/1(&5:$&OA#1A:lP&5*"<
![Page 140: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/140.jpg)
Case StudyStudent A is in charge of customer relaBons for Zara France. They have daily 100,000 customers in 50 stores + they have an e-‐bouBque. !They currently use SAP for CRM installed on servers located in their headquarters in Paris. The servers belong to Zara and they are managed by their IT team. Zara is interested to move to a cloud-‐based CRM. !Student B is in charge of sales for SugarCRM. Student C is in charge of sales for Salesforce. Both of them are presenBng their soluBons to Student A that will choose one of them
![Page 141: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/141.jpg)
What to remember?
![Page 142: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/142.jpg)
!16<#1.D1'-&A/6<#$F15D
![Page 143: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/143.jpg)
[/4*%$&\45#1'$
V&4:%+(%#4.)$B,-W
X,4/EU+,-%#4.)$:%$,>+.",#$,: [$(+-,+,-%=."5'3:( =.+3+,-%=."5'3:(
=/43+,-%=."5'3:( =."#"B,-%=."5'3:(
)"*+$,'-&]X]V&4:%+(%#4.)$B,-W
![Page 144: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/144.jpg)
)"*+$,'-&]X]
![Page 145: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/145.jpg)
C:"5&1%&)"*+$,'-
![Page 146: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/146.jpg)
Is this marke,ng?
![Page 147: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/147.jpg)
“ THE AIM OF MARKETING I S T O K N O W A N D U N D E R S T A N D T H E CUSTOMER SO WELL THAT THE PRODUCT OR SERVICE FITS HIM AND SELLS ITSELF ” !
- PETER DRUCKER
![Page 148: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/148.jpg)
)"*+$,'-&1%&"'&"A,I15D&(1*$A5$(&"5&%",%.D1'-&'$$(%&"'(&?"'5%&5:*/4-:&$FA:"'-$&<*/A$%%$%
![Page 149: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/149.jpg)
!"#$%&'()*%"+,)-./0
122*, 3%#4.5%, 6*%",
72#)/0.,)528#,%)-%)-.++)9".'+:)8,%)/0%)-2#*)!"#$%&'
![Page 150: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/150.jpg)
;)(##$).,),29%/0.'(),29%2'%)5"')/2850
![Page 151: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/151.jpg)
;))*"+,&*).,)<#24.*.'()"').'/"'(.=+%)=%'%>/)/2)58,/29%#,
![Page 152: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/152.jpg)
;'),$*-)5"').'5+8*%)52'5%</,)"'*).9"(%,
![Page 153: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/153.jpg)
;=28/)'%%*)"'*)-"'/
?",.5)089"')'%%*,).'5+8*%)@22*A)5+2/0.'(A),"@%/:B
C"'/,)"#%)'%%*,),0"<%*)=:)58+/8#%)"'*)/0%).'*.4.*8"+
![Page 154: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/154.jpg)
DE50"'(%)F#25%,,%,
Something of value%good, service, idea
BUYER
Something of value%money, credit, labor
SELLER
![Page 155: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/155.jpg)
The 4 Ps of Marke&ng
![Page 156: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/156.jpg)
This is what you are offering to your target market
Channel your product will go through to reach the customer
The amount you will charge for your product
How you raise awareness with your target market
![Page 157: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/157.jpg)
![Page 158: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/158.jpg)
I28#,%)J8/+.'%
V&4:%+(%#4.)$B,-W
X,4/EU+,-%#4.)$:%$,>+.",#$,: [$(+-,+,-%=."5'3:( =.+3+,-%=."5'3:(
=/43+,-%=."5'3:( =."#"B,-%=."5'3:(
!"#$%&'()KLKX,4/EU+,-%#4.)$:%$,>+.",#$,:
![Page 159: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/159.jpg)
Analyzing your customers
![Page 160: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/160.jpg)
;'"+:M.'():28#)58,/29%#,?NI
![Page 161: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/161.jpg)
Analyzing your customers
![Page 162: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/162.jpg)
;'"+:M.'():28#)58,/29%#,?N?
![Page 163: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/163.jpg)
Product driven
Large target market
Single step buying process, shorter sales
Brand identity created through repetition and
Emotional buying decision based on status, desire,
Mass Market / B2C
![Page 164: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/164.jpg)
Relationship driven
Small, focused target market
Multi-step buying process, longer sales
Brand identity created on personal
Rational buying decision based on business
D'/%#<#.,%)!"#$%/)O)?N?
![Page 165: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/165.jpg)
B2C or B2B?
![Page 166: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/166.jpg)
?NI)2#)?N?P
![Page 167: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/167.jpg)
?NI)2#)?N?P
![Page 168: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/168.jpg)
?NI)2#)?N?P
![Page 169: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/169.jpg)
?NI)2#)?N?P
![Page 170: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/170.jpg)
?NI)2#)?N?P
![Page 171: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/171.jpg)
?NI)2#)?N?P
![Page 172: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/172.jpg)
?NI)2#)?N?P
![Page 173: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/173.jpg)
I28#,%)J8/+.'%
V&4:%+(%#4.)$B,-W
X,4/EU+,-%#4.)$:%$,>+.",#$,: [$(+-,+,-%=."5'3:( =.+3+,-%=."5'3:(
=/43+,-%=."5'3:( =."#"B,-%=."5'3:(
!"#$%&'()KLK
[$(+-,+,-%=."5'3:(
![Page 174: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/174.jpg)
What we used to believe !
Strategy
![Page 175: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/175.jpg)
![Page 176: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/176.jpg)
What we now know !
Strategy
![Page 177: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/177.jpg)
Planning comes before the plan
![Page 178: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/178.jpg)
Business Models
![Page 179: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/179.jpg)
![Page 180: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/180.jpg)
What we used to believe !
Process
![Page 181: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/181.jpg)
Concept/!Seed Round"
Product Dev."
Alpha/Beta Test"
Launch/"1st Ship"
Product Introduction Model
![Page 182: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/182.jpg)
Concept/!Seed Round"
Product Dev."
Alpha/Beta Test"
Launch/"1st Ship"
Marketing- Create com
materials!- Create positioning
- Hire PR agency!- Early buzz
- Create demand!
- Launch event!- Branding
Tradition - Hire Marketing
![Page 183: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/183.jpg)
Tradition - Hire Sales
Concept/!Seed Round"
Product Dev."
Alpha/Beta Test"
Launch/"1st Ship"
Marketing- Create com
materials!- Create positioning
- Hire PR agency!- Early buzz
- Create demand!
- Launch event!- Branding
Sales - Hire Sales VP!- Hire first sales staff
- Build Sales organization
![Page 184: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/184.jpg)
Concept/!Seed Round"
Product Dev."
Alpha/Beta Test"
Launch/"1st Ship"
Marketing- Create com
materials!- Create positioning
- Hire PR agency!- Early buzz
- Create demand!
- Launch event!- Branding
Sales - Hire Sales VP!- Hire first sales staff
- Build Sales organization
Business Development - Hire first Biz Dev - Do deals
Tradition - Hire Bus Development
![Page 185: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/185.jpg)
Concept/!Seed Round"
Product Dev."
Alpha/Beta Test"
Launch/"1st Ship"
Marketing- Create com
materials!- Create positioning
- Hire PR agency!- Early buzz
- Create demand!
- Launch event!- Branding
Sales - Hire Sales VP!- Hire first sales staff
- Build Sales organization
Business Development - Hire first Biz Dev - Do deals
Engineering - Write PRD - Waterfall PD - Testing
Tradition - Hire Engineers
![Page 186: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/186.jpg)
Waterfall Product ManagementExecution on Two “Knowns”
Waterfall Product ManagementExecution on Two “Knowns”
Requirements!
Design!
Implementation!
Verification!
Maintenance!Customer Problem: known
Product Features: known
![Page 187: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/187.jpg)
What we now know !
Process
![Page 188: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/188.jpg)
Most startups fail from a lack of customers than from a failure of
product development
![Page 189: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/189.jpg)
Customer Development
![Page 190: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/190.jpg)
Agile Development
![Page 191: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/191.jpg)
+
![Page 192: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/192.jpg)
What we used to believe !
Organization
![Page 193: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/193.jpg)
Hire and build a Functional Organization
![Page 194: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/194.jpg)
![Page 195: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/195.jpg)
![Page 196: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/196.jpg)
![Page 197: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/197.jpg)
What we now know !
Organization
![Page 198: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/198.jpg)
Startups run a Customer Development Team
No Sales, Business Development or Marketing
![Page 199: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/199.jpg)
![Page 200: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/200.jpg)
![Page 201: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/201.jpg)
Value PropositionsWhat are you building? For who?
![Page 202: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/202.jpg)
![Page 203: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/203.jpg)
Customer SegmentsWho are they? Why would they buy?
![Page 204: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/204.jpg)
![Page 205: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/205.jpg)
Product Market FitDoes the Value Proposition match Customer
Segments?
![Page 206: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/206.jpg)
ChannelsHow does your product get to your customer?
![Page 207: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/207.jpg)
![Page 208: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/208.jpg)
Customer RelationshipsHow do you get, keep and grow customers?
![Page 209: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/209.jpg)
![Page 210: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/210.jpg)
![Page 211: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/211.jpg)
Revenue StreamsHow do you make money?
![Page 212: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/212.jpg)
![Page 213: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/213.jpg)
Key ResourcesWhat are your most important assets?
![Page 214: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/214.jpg)
![Page 215: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/215.jpg)
Key PartnersWho are your partners and suppliers?
![Page 216: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/216.jpg)
![Page 217: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/217.jpg)
Key ActivitiesWhat’s most important for the business?
![Page 218: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/218.jpg)
![Page 219: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/219.jpg)
Cost StructureWhat are the costs and expenses
![Page 220: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/220.jpg)
![Page 221: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/221.jpg)
Realize they are hypotheses
![Page 222: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/222.jpg)
Guess! Guess!
Guess!Guess!
Guess!Guess!
Guess!
Guess!Guess!
![Page 223: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/223.jpg)
![Page 224: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/224.jpg)
![Page 225: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/225.jpg)
![Page 226: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/226.jpg)
The Minimum Viable Product
![Page 227: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/227.jpg)
![Page 228: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/228.jpg)
The Pivot
![Page 229: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/229.jpg)
![Page 230: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/230.jpg)
![Page 231: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/231.jpg)
![Page 232: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/232.jpg)
![Page 233: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/233.jpg)
![Page 234: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/234.jpg)
I28#,%)J8/+.'%
V&4:%+(%#4.)$B,-W
X,4/EU+,-%#4.)$:%$,>+.",#$,: [$(+-,+,-%=."5'3:( =.+3+,-%=."5'3:(
=/43+,-%=."5'3:( =."#"B,-%=."5'3:(
!"#$%&'()KLK
=.+3+,-%=."5'3:(
![Page 235: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/235.jpg)
F#.5.'()Q%5.,.2',
6'/%#'"+)7"5/2#, DE/%#'"+)7"5/2#,F#2*85/)F#.5%=.+3+,-%
n<D$3B>$(
!:.4:$-E
N"(:(
Z4:'.$%"6%:&$%]4.)$:
N"#*$BB",
O3","#E
![Page 236: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/236.jpg)
I28#,%)J8/+.'%
V&4:%+(%#4.)$B,-W
X,4/EU+,-%#4.)$:%$,>+.",#$,: [$(+-,+,-%=."5'3:( =.+3+,-%=."5'3:(
=/43+,-%=."5'3:( =."#"B,-%=."5'3:(
!"#$%&'()KLK
=/43+,-%=."5'3:(
![Page 237: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/237.jpg)
F+"5.'()Q%5.,.2',
![Page 238: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/238.jpg)
Q.#%5/)3"+%,
![Page 239: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/239.jpg)
I0"''%+)3"+%,
![Page 240: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/240.jpg)
R25"&2')2@):28#)=8,.'%,,
69<2#/"'/)2#)'2/P
![Page 241: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/241.jpg)
I28#,%)J8/+.'%
V&4:%+(%#4.)$B,-W
X,4/EU+,-%#4.)$:%$,>+.",#$,: [$(+-,+,-%=."5'3:( =.+3+,-%=."5'3:(
=/43+,-%=."5'3:( =."#"B,-%=."5'3:(
!"#$%&'()KLK
=."#"B,-%=."5'3:(
![Page 242: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/242.jpg)
G0%)<#292&2'"+)9.E
;*4%#&,.'(
3"+%,)F#292&2'
F8=+.5./: F%#,2'"+)3%++.'(
![Page 243: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/243.jpg)
J+*);*4%#&,.'(
![Page 244: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/244.jpg)
S%-);*4%#&,.'(
![Page 245: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/245.jpg)
F%#,2'"+)3%++.'(]4E%<$%:&$%#"(:%$m$3B>$%:""/%4:%3$.:4+,%B#$(%<':%J
JN"(:%34,%<$%">$.9&$/#+,-o%• ^$3.'+:#$,:%4,5%($/$3B", • 2.4+,+,- • N"#*$,(4B", • N",:."//+,-%4,5%$>4/'4B",
![Page 246: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/246.jpg)
3"+%,)F#292&2',
![Page 247: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/247.jpg)
F8=+.5./:
![Page 248: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/248.jpg)
!"#$%&'()1%'.8,P
![Page 249: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/249.jpg)
MarkeBng is not about the Theory, it’s about Common Sense
![Page 250: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/250.jpg)
hpp://www.fastcodesign.com/1665331/why-‐do-‐b-‐schools-‐sBll-‐teach-‐the-‐famed-‐4ps-‐of-‐markeBng-‐when-‐three-‐are-‐dead
MarkeBng is not about the Theory, it’s about Common Sense
![Page 251: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/251.jpg)
?:F(%4//%4<"':%*/4,,+,-
![Page 252: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/252.jpg)
“ M a r k e t i n g i s t o o important to be left to t h e m a r k e t i n g department. ” !
- Seth Godin
![Page 253: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/253.jpg)
What’s a startup?
![Page 254: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/254.jpg)
3 types of startups
![Page 255: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/255.jpg)
Lifestyle Startups
![Page 256: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/256.jpg)
Lifestyle Startups
Work to live their Passion
![Page 257: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/257.jpg)
Lifestyle Startups
Work to live their Passion
Serve know customer
with known product
![Page 258: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/258.jpg)
Lifestyle Startups
Work to live their Passion
Serve know customer
with known product
No Exit potential
![Page 259: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/259.jpg)
![Page 260: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/260.jpg)
Small Business Startups
![Page 261: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/261.jpg)
Small Business Startups
Work to Feed the
family
![Page 262: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/262.jpg)
Small Business Startups
Work to Feed the
family
Serve know customer
with known product
![Page 263: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/263.jpg)
Small Business Startups
Work to Feed the
family
Serve know customer
with known product
Limited Exit potential
![Page 264: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/264.jpg)
![Page 265: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/265.jpg)
99,9% of French companies
![Page 266: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/266.jpg)
Scalable Startups
![Page 267: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/267.jpg)
Scalable Startups
Born to be BIG
![Page 268: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/268.jpg)
Scalable Startups
Born to be BIG
Solution for unknown customer
with unknown features
![Page 269: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/269.jpg)
Scalable Startups
Born to be BIG
Solution for unknown customer
with unknown features
Huge Exit potential
![Page 270: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/270.jpg)
Total Available Market > "300M
Typically needs Venture Capital
Growth Potential > "50M
![Page 271: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/271.jpg)
A startup is a temporary organization used to search
for a repeatable and scalable business model
Steve Blank - Author, Entrepreneur
![Page 272: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/272.jpg)
Startups are Not small versions of big companies
![Page 273: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/273.jpg)
Startups Big Companies
![Page 274: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/274.jpg)
Startups Big CompaniesSearch
![Page 275: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/275.jpg)
Startups Big CompaniesSearch Execute
![Page 276: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/276.jpg)
Startups Big CompaniesSearch Execute
Metrics
![Page 277: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/277.jpg)
Startups Big CompaniesSearch Execute
Metrics Accounting
![Page 278: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/278.jpg)
Startups Big CompaniesSearch Execute
Metrics Accounting
Customer Validation
![Page 279: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/279.jpg)
Startups Big CompaniesSearch Execute
Metrics Accounting
Customer Validation Sales
![Page 280: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/280.jpg)
Startups Big CompaniesSearch Execute
Metrics Accounting
Customer Validation Sales
Customer Development
![Page 281: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/281.jpg)
Startups Big CompaniesSearch Execute
Metrics Accounting
Customer Validation Sales
Customer Development
Product Management
![Page 282: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/282.jpg)
Startups Big CompaniesSearch Execute
Metrics Accounting
Customer Validation Sales
Customer Development
Product Management
Agile Development
![Page 283: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/283.jpg)
Startups Big CompaniesSearch Execute
Metrics Accounting
Customer Validation Sales
Customer Development
Product Management
Agile Development Engineering
![Page 284: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/284.jpg)
Entrepreneurship as a Management Science
![Page 285: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/285.jpg)
Entrepreneurship as a Management Science
E-School instead of B-School
![Page 286: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/286.jpg)
The first business school
1819
1908
First MBA1957
First European MBA
2008
> 100,000 MBAs / year
Business as a Management Science
![Page 287: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/287.jpg)
Business Schools Topics
![Page 288: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/288.jpg)
Business Schools TopicsExecution
![Page 289: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/289.jpg)
Business Schools TopicsExecution
Accounting
![Page 290: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/290.jpg)
Business Schools TopicsExecution
Accounting
Strategy
![Page 291: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/291.jpg)
Business Schools TopicsExecution
Accounting
Strategy
Product Management
![Page 292: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/292.jpg)
Business Schools TopicsExecution
Accounting
Strategy
Product Management
Engineering
![Page 293: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/293.jpg)
Startups Big CompaniesSearch Execute
Metrics Accounting
Customer Validation Sales
Customer Development
Product Management
Agile Development Engineering
![Page 294: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/294.jpg)
Startups Big CompaniesSearch Execute
Metrics Accounting
Customer Validation Sales
Customer Development
Product Management
Agile Development Engineering
![Page 295: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/295.jpg)
Startups Big CompaniesSearch Execute
Metrics Accounting
Customer Validation Sales
Customer Development
Product Management
Agile Development Engineering
![Page 296: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/296.jpg)
Business Schools Focus on Big Company Strategies
![Page 297: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/297.jpg)
Business Schools Limitations?
![Page 298: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/298.jpg)
Business Schools Limitations?Most professors consult for large companies
![Page 299: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/299.jpg)
Business Schools Limitations?Most professors consult for large companies
Most believe startups are small versions of big companies
![Page 300: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/300.jpg)
Business Schools Limitations?Most professors consult for large companies
Most believe startups are small versions of big companies
Most B-school entrepreneurship programs are side-shows
![Page 301: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/301.jpg)
1959
1996
2005
2011
> 100 incubators globally
Incubators !a Reaction to the lack of Practical University
Entrepreneurship
![Page 302: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/302.jpg)
Startup Incubators
![Page 303: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/303.jpg)
Startup Incubators
Experience vs. Theory
![Page 304: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/304.jpg)
Startup Incubators
Experience vs. Theory
Goal: create a company and jobs
![Page 305: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/305.jpg)
Startup Incubators
Experience vs. Theory
Goal: create a company and jobs
Curriculum: product development + best practices
![Page 306: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/306.jpg)
So, what’s in there for you?
![Page 307: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/307.jpg)
Or maybe still hesitating?
![Page 308: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/308.jpg)
5 myths about working for a startup
![Page 309: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/309.jpg)
5 myths about working for a startup
1/ Smart people work for big companies
![Page 310: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/310.jpg)
5 myths about working for a startup
1/ Smart people work for big companies
![Page 311: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/311.jpg)
5 myths about working for a startup
1/ Smart people work for big companies
2/ Those who can’t get a job elsewehre join a startup
![Page 312: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/312.jpg)
5 myths about working for a startup
1/ Smart people work for big companies
2/ Those who can’t get a job elsewehre join a startup
![Page 313: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/313.jpg)
5 myths about working for a startup
1/ Smart people work for big companies
2/ Those who can’t get a job elsewehre join a startup
3/ You can’t get real learning experience if you work in a startup
![Page 314: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/314.jpg)
5 myths about working for a startup
1/ Smart people work for big companies
2/ Those who can’t get a job elsewehre join a startup
3/ You can’t get real learning experience if you work in a startup
![Page 315: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/315.jpg)
5 myths about working for a startup
1/ Smart people work for big companies
2/ Those who can’t get a job elsewehre join a startup
3/ You can’t get real learning experience if you work in a startup
4/ Startups don’t pay their employees
![Page 316: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/316.jpg)
5 myths about working for a startup
1/ Smart people work for big companies
2/ Those who can’t get a job elsewehre join a startup
3/ You can’t get real learning experience if you work in a startup
4/ Startups don’t pay their employees
![Page 317: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/317.jpg)
5 myths about working for a startup
1/ Smart people work for big companies
2/ Those who can’t get a job elsewehre join a startup
3/ You can’t get real learning experience if you work in a startup
4/ Startups don’t pay their employees
5/ The bigger the company you work for, the better your career chances are
![Page 318: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/318.jpg)
5 myths about working for a startup
1/ Smart people work for big companies
2/ Those who can’t get a job elsewehre join a startup
3/ You can’t get real learning experience if you work in a startup
4/ Startups don’t pay their employees
5/ The bigger the company you work for, the better your career chances are
![Page 319: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/319.jpg)
And if you already made your choice...
![Page 320: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/320.jpg)
Startups are changing the world. Don’t miss the train
![Page 321: Sales and Marketing for Engineers](https://reader033.fdocuments.us/reader033/viewer/2022061105/54410b60afaf9f36248b45e8/html5/thumbnails/321.jpg)
G0"'$,),2)9850)@2#)+.,/%'.'()"'*)+%/T,),/":).')/2850U
@"5%=22$V529O*"'.%+VW"#W28#"VK
XQW"#W28#" ---V*"'.%+W"#W28#"V529
,+.*%,0"#%V'%/O*W"#W28#"
*"'.%+XY"'8=.'V529
0Z<[OO---V+.'$%*.'V529O.'O*"'.%+W"#W28#"