Recently over the last few weeks I happened to meet and mentor range of startup CEOs in the
Tech industry.These new age CEOs are themselves tech savvy,young and very qualified at the
Ivy League schools.Naturally they are ambitious and want to grow rapidly like any other services
company to become "Unicorns".At times my understanding of their business model was poor(due
to lack of my own awareness) or sheer incomprehension of market place where they are wishing
to operate/operating.
As I thought thru and reflected on my awareness and the B2B operating environment of selling
I was approaching a framework roughly these companies could adopt.My basic parameters to work
was the following:
B2B nature of Selling
High technology,software,services and 3rd party jigs,fixtures and miscellany
Market Govt,PSU and Corporate plus International
Sales Cycle Medium to Long (After design win can go mainstream in small volume)
Capex intensive but rationalization for balancing opex
Decision Making Unit. Usually involves Head, CFO Ctry Operations or support manager
Both PreSales and PostSales support needed to sustain interest in Vendor
Funnel Picking selectively rather than Funnel Percolation
Excellent Commercial understanding required, Bidding Process thoroughness
Accounts Recievable processes in Govt,Corporate and International Areas
CRM Analytics, Big Data application understanding
New Age technology and Norms
VC funding sources including Crowdfunding
Looking from the probable owner or the CEO viewpoint,who manages this startup, I guesstimated
a Test Automation and Integration service co will very much approximate to what we have listed
out here.The head of these type of companies usually wear many hats and crowded web browser
is there on the desk.
Following list of tools and softwares for his day to day work will be handy
Collaboration Tool. Stack
CRM. Sales force or Zoho
GitHub. Track the techies work
Analytics dashboard. Hub spot
Some other tools for specific project management may be required,but above is very much covering
the good extent.I feel such IT infrastructure will be good for a T&M solutions Company CEO.
Let me know your comments and queries.
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