"Scaling to Millions" Workshop - Startup Learnings, Insights & Sales
Scaling Up Your Startup — Alex Romanovich
-
Upload
black-sea-summit-it-conference-in-odessa -
Category
Investor Relations
-
view
63 -
download
0
Transcript of Scaling Up Your Startup — Alex Romanovich
S C A L I N G U P Y O U R
S T A R T U PW H Y Y O U N E E D T O S T A R T S E L L I N G N O W
1
– A L E C B A L D W I N
“ALWAYS BE CLOSING.”
H O W D O Y O U
K N O W T H A T Y O U
C A N
G R O W A N D
S C A L E ?
F I R S T T H I N G ’ S F I R S T
Y O U R S E L L I N G
A N D G R O W T H
E C O S Y S T E M
• Before ‘Always Be Closing’
you need ‘Always Be
Selling’ and ‘Always Be
Marketing’
• When you want to grow,
what is the first question
that you ask?
• Have you answered your
What, Why (Who), and
How?
W H A T ( W H O )
• is your product?
• is your target audience?
• is your monetization model?
• is your pricing strategy?
• is my cost of acquisition? is my
LTV?
• is your competition?
• is your customer? is your target
persona?
• is your partner?
W H Y
• is my product or service
important? Am I solving a real
problem?
• will they care? will they buy it?
• will I be better than
competition?
• will this be a success?
• will the target industry be
transformed by this
product/service?
H O W
• will I market and sell my product?
• will I distribute it?
• will I generate leads?
• will I conduct my market research?
• will I support my product/service?
• long will my average sell cycle be?
• will I measure success?
• will I establish metrics?
• will I establish trust with my clients and partners?
M A R K E T I N G A N D S A L E S A S A
( M A G N E T ) P H I L O S O P H Y
B E F O R E
• Buyer: relatively
uninformed
• Buyer journey: relatively
linear
• Sales and Marketing
Playbook: interrupt driven,
cold calls, advertising
N O W
• Buyer: well informed, well
prepared
• Buyer journey: random,
different parameters, fluid.
Starts with Google.
• Sales and Marketing
Playbook: thought
leadership, relationship,
sharing of expertise and
content
S E L L A N D M A R K E T
D I F F E R E N T L Y
C U S T O M E R J O U R N E Y
M A R K E T D I F F E R E N T L Y
M A R K E T D I F F E R E N T L Y
Quality of Leads
Opt Outs
SPAM Laws
Targeting
Inbound Marketing Campaigns
Marketing Automation
SEO and SEM
Expertise and Content Sharing
M A R K E T D I F F E R E N T L Y - I N B O U N D V S
O U T B O U N D
M A R K E T D I F F E R E N T L Y -
I N F R A S T R U C T U R E
W H A T A B O U T S A L E S ?
N O W T H A T Y O U A R E A R M E D W I T H
T H I S I N F O R M A T I O N : L E T ’ S S E L L !
S I L I C O N V A L L E Y V S N E W Y O R K : O R
T H E B A T T L E O F E A S T V S W E S T
• Proximity to investors
• Access to sales/marketing
resources
• Access to clients: over 11
industries in the Tri-State
Area
• Cost and Lifestyle
• Access to talent