Post revenue in 6 months with 6 people, enterprise b2b

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Omar Paul

Product Camp Austin 21 Un-conference, town hall session presentation.

PYMES y liderazgo

Post revenue in 6 months with 6 people, in
an enterprise b2b tech startup
September 15, 2018
Austin, TX
#pcatx21

ADVOCATES
Sponsors
SUPPORTERS
Thanks
In Kind#pcatx21 2

Problems selling into Telcos
Stability vs Innovation
Simpler Products vs Capabilities & Adjacencies
Risk-averse Large Enterprises vs Ship-early, Fail-fast
#pcatx21 Omar Paul @omieomye 3

Product Strategy Choices
Work with, not compete with the Telco
Sales channel was Indirect to enterprise, via the Telco
Platform Enablement, not Solutions
#pcatx21 Omar Paul @omieomye 4

Product Audiences
#pcatx21 Omar Paul @omieomye 5
Developers as a User
Telcos as a Customer and a Channel
Enterprises as the End Customer
This is NOT simple !

From Story à Live, some notes
#pcatx21 Omar Paul @omieomye 6
• Kanban, not Scrum
• Basic bootstrap UI, no beautiful screens
• Sold ahead of demo
• Top 3 use cases, no more
• Focused on first trial
• Spent tons of time talking instead of writing
• Multi-hat team
• Some luck
Discuss…

Takeaways to discuss
30+ customers (Telcos) interested, only 3 signed for trial
…free, easy-peasy integration, impediments were removed, but still
Sales cycles were longer than we thought
…strategy sale, not product
Domain expertise and cred/goodwill was necessary
…still buying people-first, not tech-first
#pcatx21 Omar Paul @omieomye 7

Dissect
What sounded suspect in our strategy?
Could we have picked a different sales model?
What would you have done?
#pcatx21 Omar Paul @omieomye 8

ADVOCATES
Sponsors
SUPPORTERS
Thanks
In Kind#pcatx21 9

Thank you
Omar Paul
omar@zilkr.io
@omieomye
#pcatx21 Omar Paul @omieomye 10

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Post revenue in 6 months with 6 people, enterprise b2b

1. Post revenue in 6 months with 6 people, in an enterprise b2b tech startup September 15, 2018 Austin, TX #pcatx21

2. ADVOCATES Sponsors SUPPORTERS Thanks In Kind#pcatx21 2

3. Problems selling into Telcos Stability vs Innovation Simpler Products vs Capabilities & Adjacencies Risk-averse Large Enterprises vs Ship-early, Fail-fast #pcatx21 Omar Paul @omieomye 3

4. Product Strategy Choices Work with, not compete with the Telco Sales channel was Indirect to enterprise, via the Telco Platform Enablement, not Solutions #pcatx21 Omar Paul @omieomye 4

5. Product Audiences #pcatx21 Omar Paul @omieomye 5 Developers as a User Telcos as a Customer and a Channel Enterprises as the End Customer This is NOT simple !

6. From Story à Live, some notes #pcatx21 Omar Paul @omieomye 6 • Kanban, not Scrum • Basic bootstrap UI, no beautiful screens • Sold ahead of demo • Top 3 use cases, no more • Focused on first trial • Spent tons of time talking instead of writing • Multi-hat team • Some luck Discuss…

7. Takeaways to discuss 30+ customers (Telcos) interested, only 3 signed for trial …free, easy-peasy integration, impediments were removed, but still Sales cycles were longer than we thought …strategy sale, not product Domain expertise and cred/goodwill was necessary …still buying people-first, not tech-first #pcatx21 Omar Paul @omieomye 7

8. Dissect What sounded suspect in our strategy? Could we have picked a different sales model? What would you have done? #pcatx21 Omar Paul @omieomye 8

9. ADVOCATES Sponsors SUPPORTERS Thanks In Kind#pcatx21 9

10. Thank you Omar Paul omar@zilkr.io @omieomye #pcatx21 Omar Paul @omieomye 10

Post revenue in 6 months with 6 people, enterprise b2b

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