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Selling To The Enterprise

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"Unpacking" what it takes to be successful selling to enterprise customers.

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Selling to Enterprises Daniel Callahan
What is “Enterprise”? A “Fortune 500” Company A “Business” Not a Consumer Anybody With a Payroll 2 www.linkedin.com/in/danielcallahan
How Many Enterprises Are There? Number of Employees in the Firm Number of Firms in Each Size Category 2004 Data from US Bureau of Census 3 www.linkedin.com/in/danielcallahan
You Have to Account for the Differences, Along with the Similarities! 4 www.linkedin.com/in/danielcallahan
Segmenting the Enterprise Market… Like This “Big Enterprise” Segment “SME” Segment 2004 Data from US Bureau of Census 5 www.linkedin.com/in/danielcallahan
Segmenting the Enterprise Market… or Like This “Big Enterprise” Segment “SME” Segment “Sole Proprietor” Segment 2004 Data from US Bureau of Census 6 www.linkedin.com/in/danielcallahan
Now What? 7 www.linkedin.com/in/danielcallahan
Think of Each Segment Like a Country   8 www.linkedin.com/in/danielcallahan
Questions to Guide Your Go-to-Market Strategy 9 www.linkedin.com/in/danielcallahan
Assess, Plan, Execute, React What are the Answers to these Questions Telling You? What Actions are Implied? Do You Have What You Need to Achieve Your Plan? How’s the Plan Working? Time to Regroup? 10 www.linkedin.com/in/danielcallahan
Thanks for Watching! Comments? Questions? Send them to dcallahan (at) alum (punto) mit (punto) edu 11 www.linkedin.com/in/danielcallahan

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Selling To The Enterprise

  • 1. Selling to Enterprises Daniel Callahan
  • 2. What is “Enterprise”? A “Fortune 500” Company A “Business” Not a Consumer Anybody With a Payroll 2 www.linkedin.com/in/danielcallahan
  • 3. How Many Enterprises Are There? Number of Employees in the Firm Number of Firms in Each Size Category 2004 Data from US Bureau of Census 3 www.linkedin.com/in/danielcallahan
  • 4. You Have to Account for the Differences, Along with the Similarities! 4 www.linkedin.com/in/danielcallahan
  • 5. Segmenting the Enterprise Market… Like This “Big Enterprise” Segment “SME” Segment 2004 Data from US Bureau of Census 5 www.linkedin.com/in/danielcallahan
  • 6. Segmenting the Enterprise Market… or Like This “Big Enterprise” Segment “SME” Segment “Sole Proprietor” Segment 2004 Data from US Bureau of Census 6 www.linkedin.com/in/danielcallahan
  • 7. Now What? 7 www.linkedin.com/in/danielcallahan
  • 8. Think of Each Segment Like a Country   8 www.linkedin.com/in/danielcallahan
  • 9. Questions to Guide Your Go-to-Market Strategy 9 www.linkedin.com/in/danielcallahan
  • 10. Assess, Plan, Execute, React What are the Answers to these Questions Telling You? What Actions are Implied? Do You Have What You Need to Achieve Your Plan? How’s the Plan Working? Time to Regroup? 10 www.linkedin.com/in/danielcallahan
  • 11. Thanks for Watching! Comments? Questions? Send them to dcallahan (at) alum (punto) mit (punto) edu 11 www.linkedin.com/in/danielcallahan