Background: Product companies have a taste of success by relying on their relationships & technology to differentiate themselves. This however does not necessarily suffice as they start competing on Complex sales opportunities. Complex sales opportunities are typically defined to be high-value, long sales cycle, complex decision making process, multiple competition.
a) Is Technology an adequate differentiator in a Complex sales scenario?
b) Who is the real competition? Should/Can we compete?
c) What are the typical pit-falls to watch out for, as we try to scale into high value selling?
Key take-away’s: This session will aim to discuss how Product companies can recognize and prepare better for handling Complex sales. Some of the points discussed would touch upon Account Coverage, Identifying the target market, Opportunity Qualification, Political coverage, Leveraging the Partner eco-system, Building a sales team….
Format: Three panelists. An introduction to complex sales followed by a discussion based on their own experiences for the initial 30 minutes. Participants are encouraged to ask questions that are close to their focus areas and make it interactive