By John Stoddart Having worked through numerous validation contracts for clients with a wide variety of different propositions and requirements, I thought it might be helpful to share these experiences by detailing what the ideal outsourced sales toolkit should look like, and what a client ultimately takes away from a three month Sales Validation project with …
By Matt Ball When speaking with start-ups and scale-ups during our GTM (Go To Market) best practice programs and free GTM clinics, ChannelCreator often references the “Intel Inside” effect. If someone mentions “Intel Inside” to you and you own a computer of any description, here are a few things that might well happen: You see the …
By Matt Ball Unit One specialises in staff augmentation, software development, business process outsourcing (BPO) and IT services, and has designated 2022 as the year for landing and expanding in Europe, with UK as its launchpad. Unit One works with high tech manufacturers and software companies such as Nvidia, HP, Monday.com and eBay in training AI …
Accelerating Account List Creation to Target Your ICP Read More »
By Matt Ball HitHorizons spends much of its time working with fast-growing technology companies, looking for high quality B2B data to support their expansion in the European market. HitHorizons provides them with a powerful B2B lead generation tool that facilitates creation of lists of companies in Europe, empowering business development teams with the right sales and …
How to Accelerate European Market Entry with better B2B Data Read More »
By Matt Ball In the world of start-ups and scale-ups, pilots are talked about all day, every day. Many customers don’t want to commit to what they see as an ‘unproven technology’, or they want to dip their toe in the water of transformation to better understand how technology will change their business before investing more …
Pilots and How to Fast Track Channel Partnerships Read More »
By Matt Ball So you have a product, you have a market and you have a sense of where your revenue will come from… but you’re not 100% sure… or maybe you’re not even 50% sure! What should you do next? There are two schools of thought here: “Spray and pray” – fire large quantities …
By Matt Ball ChannelCreator runs a lot of Go To Market clinics. In these clinics we speak with many start-up, growth and scale-up software companies that are engaged in outbound sales activities to their target market: We often ask the question ‘What is your ideal customer profile?’ (ICP for short), and more often than not we …
How to Define the Ideal Customer Profile for B2B Software Read More »
By Matt Ball A channel is often seen as a ‘nice to have’ in the world of start-ups, and understandably so. There are numerous priorities, limited resources, not enough time, and an existential need to prove the concept and establish paying customers. However, many start-ups find themselves three or more years down the road with …
What are the tools you need to start building a channel? Read More »
By Matt Ball If you work in a start-up then there’s probably a good reason for you choosing to do so. It may be that you have spotted a massive inefficiency in a market, a global issue that needs fixing to save the planet, you love the excitement and the thrill of working in a …
By John Stoddart The most avoidable negative business activity you can find yourself sorting out is sales channel conflict. This is the time when various salesmen (or channels) start engaging with and selling to the same clients. It causes problems – the clients don’t understand why different parts of your organisation don’t seem to coordinate with …
