Presentation to the Entrepreneurship Club at the Hult International Business School-San Francisco (August 2012). This workshop develops new company/startup sales models. Business models provide an organizational structure to the entire business, however many businesses fail to plan and analyze their sales models, leaving great products unadopted in the mass market. The Sales Model Canvas workshop is an interactive session lead by Scott Sambucci, Chief Sales Geek at SalesQualia, a company dedicated to improving sales performance and helping companies sell more stuff. With more than 10 years in Silicon Valley and 15 years in sales, management, and entrepreneurial roles in the software and data industries, Scott merges the attributes of a successful salesperson and entrepreneur, putting his experience to work for SalesQualia clients every day. He’s lectured at numerous universities across the world, presented at TEDxHultBusinessSchool in San Francisco, and recently published “Startup Selling: How to sell if you really, really have to and don’t know how.”

1. Sales Model Canvas Workshop
Facilitator:
Scott Sambucci, SalesQualia
www.salesqualia.com

2. Today’s Schedule
20 minutes: What’s a Sales Model?
10 minutes: What is the Sales Model Canvas?
45 minutes: Construct Sales Model Canvas
15 minutes: Now what?

3. Heard of the Business Model Canvas?
“Business Model Generation” by Alexander Osterwalder & Yves Pigneur

4. Sales Model Defintions

5. Business Model Definitions
• The rationale of how an organizations creates,
delivers, and captures values.
• Structure by which a company produces
profit, including aspects such as funding,
production, customer development &
retention, and accounting.
• An abstraction of how an enterprise is
organized, produces and delivers a product or
service and how the enterprise creates profit.

6. Source: http://www.cloudave.com/8079/saas-startup-strategy-%E2%80%93-three-saas-
sales-models/

7. FREEMIUM

9. “…the company now has 34 million users overall across all platforms
— mobile and web — with the number of paying users now at 1.4
million: that’s a significant rise on the 25 million overall and 1 million
paying users Evernote last reported as recently as May...”

17. Source: http://www.cloudave.com/8079/saas-startup-strategy-%E2%80%93-three-saas-
sales-models/

20. Source: “Major Account Sales Strategy” – Neil Rackheim

23. Source: “Major Account Sales Strategy” – Neil Rackheim

24. Source: http://www.bothsidesofthetable.com/

25. DISTRIBUTION

31. www.meetup.com/Startup-Sales-Circle-SF-Silicon-Valley/

32. Read these
• “Business Model Generation” by Alexander
Osterwalder & Yves Pigneur
• “The Lean Startup” by Eric Ries
• www.bothsidesofthetable.com/on-selling/
• techcrunch.com/2012/06/19/evernote-by-the-
numbers-34m-users-1-4m-paying-and-how-different-
platforms-pay/
• www.cloudave.com/8079/saas-startup-strategy-
%E2%80%93-three-saas-sales-models/
• www.saleshelp.com/guestservices/destinations/newsle
tter/news05TwelveModelsOfSelling.html