How to acquire customers and grow a $1B company

Presentation by Stan Massueras, European Sales Director, Intercom at SaaStock on Tour Berlin, June 2018

Ventas

How to acquire customers and
grow a $1B company
Stan Massueras
European Sales Director
@Intercom

● Lessons learned on the way
● Sales techniques to use in 2018
● How we optimize our sales process
Agenda:

Email follow-ups are slow
Resources spent on product
Focus

Email follow-ups are slow
Resources spent on Sales
& Marketing
Focus
Resources spent on product

Prospects who chat are 82% more likely to convert
Intercom internal study 2018

Prospects who chat with us pay 13% more than
those who don’t
Intercom internal study 2018

Email follow-ups are slow
Where can I find my last invoice?
How can I upgrade to your premium plan?

Email follow-ups are slow
I lost my password
I want to cancel my subscription

Greetings
at the
door
Let me know
if you need
help
Thank you for
your purchase
Best-in-class
customer
support
Speak with an
expert
Personalisation

The tools you useThe customers you want
Biases

Customers who are a
good fit
Customers you want

Customers who see value
in Intercom
● Alexa Rank
● Level of funding
● Vertical
● B2B/B2C
● Number of employees
● Tech-stack they use
● etc...

Customers who see value
In Intercom
Similar companies
● Alexa Rank
● Level of funding
● Vertical
● B2B/B2C
● Number of employees
● Tech-stack they use
● etc...

Do not let your tools dictate how to
Speak with your customers

Real-Time Sales
Webinar invitation Live-chat
Conversation
(optional)
Automated video
from sales rep
Sign-up

28% reduction of our Time-To-Close
Intercom internal study 2018

Thank you
Stan@intercom.io
@StanMassueras

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