A Business Development Podcast from Viola VC
The Podcast is looking to inspire and give practical tools for Business Development and Sales for the Israeli entrepreneur ecosystem.
The episodes are recorded in the native tongue of the guests (English for American guests; Hebrew for Israeli guests).
Assuming that by this stage you’ve decided
you’re going to sell and scale through channels – This episode will be a
conversation between two champions :
Ash Vijay
VP Cloud Sales and Partnerships at Redis
And
Mona
Chadha, Director of infrastructure ISVs for AWS
One from the startup side and one from the
channel side.
We are going to hear from them, how to
plan your team and resources correctly in order to start selling through
channels,
how do you align KPIs
and how do you measure success
3 Jun 2024
Audio CIO - Mistakes to Avoid when Selling to Chief Information Officers
In this episode, I’m hosting Frank Loydl, Audi’s CIO, chief Information Officer, and a member of Viola’s office of
the CIO, a global network of executives who oversee technology initiatives at leading companies from around the globe.
Come listen to Frank sharing Do’s and Don’ts when selling to Enterprises in general and to CIOs in particular.
Stay tuned for future episodes in which I’ll be hosting more CIOs from global organizations and to get valuable tips on how
to sell to enterprises and what technologies they are looking for.
If you liked this content please rate us on your audio players and share it on your social media.
2 May 2024
Channels III: Strategy for Selling Cyber through MSSPs / Yochai Corem, CEO Cyberint
בפרק זה הילי מארחת את יוחאי כורם, מנכ״ל חברת סייבראינט, לשיחה על מכירת מוצרי סייבר דרך ערוצי מכירה. איזה ערוצי מכירה ייחודים לסייבר, איך יודעים איזה MSSP מתאים לכם, באיזה שלב כדאי להתחיל את הקשר איתם ואיך בונים נכון את ארגון המכירות שלכם.
26 Mar 2024
The Power of Co-opetition with Cloud Providers
עופר בנגל מייסד ומנכ"ל רדיס, מדבר על האופן שבו ניתן להתחרות אבל גם לשתף פעולה עם ענקיות הענן בכדי להגדיל את ערוצי המכירה
11 Mar 2024
Channel Sales 101: Omri Kohl, CEO Pyramid Analytics
זהו פרק מס 1 בסידרה העוסקת במכירה דרך channels (ערוצי מכירה):
עמרי קול, מנכ״ל ומייסד Pyramid Analytics, משתף מהניסיון הגדול שצבר בנושא, על שאלות כמו:
* מתי נכון להתחיל למכור דרך צ'נאלים
* איך לנהל מכירה דרך צ'נאלים לעומת מכירה ללקוח סופי
* מה היתרון בלהשתמש בערוץ מכירה כזה
* איך נראה ארגון המכירה של פירמיד
ועוד קצת מושגי יסוד למי שעושה את צעדיו הראשונים בתחום.
הסדרה כוללת 3 פרקים עם מנכ״לים אשר מכורח המוצר שלהם, מוכרים כל אחד מהם בערוצי מכירה שונים ודרכם ניתן ללמוד על המודלים השונים הקיימים בעולמות האלו.
5 Feb 2024
Mistakes to Avoid when Selling to Corporate America
Highlights
Before the meeting:
When preparing for the meeting, avoid relying solely on company websites for information. Seek alternative sources like earnings calls, where you can gauge internal dynamics by listening to analysts' questions and CEO/CFO responses.
Companies vary in risk appetite: small firms tend to take more risks, while larger ones are more conservative.
The research doesn't always follow a top-down approach; rather, it's bottom-up. Employees who are positioned at lower levels of the company hierarchy, ultimately decide whether the product meets their needs.
During the meeting:
Remember that your goal in the meeting is to get to another meeting.
Prioritize interaction over technology. Encourage the client to speak by asking numerous questions — the more they talk, the more successful the meeting is. Employing questions rather than statements prompts buyers to express their concerns and the extent of their issues, leading them to recognize the necessity for a solution.
Play the Game: Who is the buyer, who pays, what other functions needs to be involved in the process that are not in the room?
Post Meeting:
The optimal time to send a follow up email is a couple days after the meeting It should include a summary of the discussion and additional insights, demonstrating thoughtful analysis of the meeting.
Follow Up: If the contact doesn’t respond to the follow up email don’t be discouraged and send a follow up message. It’s important and executives are dealing with a lot. Just ensure they are spaced appropriately and to include additional content with each subsequent message.
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