Download pdf - Sealing the Deal with Large Enterprise

Sealing the Deal with Large Enterprise:The Big Company Caroline McCarthy @caro

Tips for StartupsCheryl Yeoh @cherylyeoh

The 5 Keys to SuccessStart small

Be prepared

Show your creativity

Read the fine print

Speak the language

Start smallBe strategic - don’t go big and fast all at once. Your future partner has to trust you first.

Be preparedMake sure that your accounting is in order and that their payment timeline fits your budget.

Show your creativityDemonstrate in your proposal that you’ll be true to the brand but will still innovate.

Read the fine printIf you’ve been sent information about how to do business with the client, read it. No, seriously.

Speak the languageIf you’re working with sales or marketing, know their jargon even if it makes you cry a little inside.

Sealing the Deal with Large Enterprise: Tips for Entrepreneurs & StartupsCheryl Yeoh@cherylyeoh

A Little Background...

Case Studies from...

The 6-Step Process1.Research -> Reaching Out

FACT 1:“People Want to Do

Business With People They Like”

FACT 2:“Don’t Give Up. There are multiple channels & doors”


2.Initial Informational Meetings

3.Show Progress -> Send Updates

4.Pitch Meeting

FACT 3:Large Corporations Want to Work With Startups that Can Provide:

1) Value-added services/product/tech they can’t build in near term2) Increased speed & time to market in a vertical


2.Initial Informational Meetings

3.Show Progress -> Send Updates

4.Pitch Meeting

6.Launch Pilot Study -> Track Results

5.Integration, Timeline & Negotiations

FACT 4:“A Partnership No Matter How Small is

Akin to An Investment”

What Not To Say:1) Don’t offer to do something the company thinks it can do itself2) Don’t say how “easy” it is to integrate

What To Say: 1) How you’ve already proven yourself in marketplace against competitors2) What makes you unique (technology, traction, etc)3) Level of effort for integration - pilot study / proof of concept

* Long term stability of company (funding, etc) * Depends on priorities within organization - timing is key

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