Under the Patronage of
Vice-President and Prime Minister of the UAE and Ruler of Dubai
Miroslav is part of SAP.iO Fund & Foundry where they are helping internal and external entrepreneurs build products, find customers, and change industries. Having worked in consulting and presales in the SAP ecosystem, Miroslav is used to live on the intersection of sales, business strategy and enterprise software. As an ex-consultant he enjois solving complex challenges where multiple C-level stakeholders are involved. These span from optimisation of current business processes to creating totally new concepts for running business critical operations through technology. He is now using his knowledge and skills to help early stage startups grow in the SaaS B2B space.
14:00 - 16:00
Start-up Workshop 6 (SAP.iO) - B2B SaaS Sales & GTM
During the session we are going to share our understanding and framework of a successful B2B SaaS process and how can founders incorporate some best practices from leading enterprises. B2B SW sales is a long and complex process and there is no “right” way of approaching this. Ultimately it should reflect your own strengths – both from product and talent perspective.
2020 is definitely a year we will all remember. Along with all of the challenges and chaos this brought in our daily lives, we believe there are also many opportunities, especially for smaller and agile companies. For many years, enterprise sales was an “in-person” thing, where sales reps needed to build trust over the course of many meetings with all key stakeholders and prove continuously the value that they can bring to their customers. But how do you do this virtually? During the session we will share our thoughts on this and the following:
· How to setup your enterprise sales strategy in your startup
· Building trust in the digital world
· Sales process phases and best practices
· How to move beyond a PoC