Speaking at TechToronto, Sampler founder Marie Chevrier maintains that you need to have a plan when the time comes to actually launch a pilot program with an
Craig Stark's insight:
Selling to Enterprises requires some specific skills. Startups look for the opportunity to book a demo or get one person to sign up to a "freemium" account and then analyze usage patterns hoping for a conversion type upsell close. This will not scale.
Getting to a pilot phase requires a high level of consultative sales ability. You can push your way in, or you can be pulled in.
I like the services that Sampler provides, which is a brokerage service between innovative startups and corporate clients seeking innovative solutions/ products.
Although they deal with physical / CPG type products, the same services model is available for digital and other services.
The programs are designed to allow for objectivity, context and credibility on behalf of the startup- something that is really needed.
We help package value capture and develop engagement strategies for startups to help them break into new industries.