Breaking into the Enterprise

Selling into large enterprises requires a completely different approach than the SMB market. That's why we asked long-time friends and allies, Jeff WilliamsWalter Scott and Sean Paterson to join us and share their perspectives on what they've seen work and how you can apply it to your business.

Our panel, "The Future of Customer Acquisition: Breaking into the Enterprise" will look at the nuances of enterprise sales, target account management, pilot programs and proof of concepts, and expanding into large contracts and recurring revenue. We'll cover the entire spectrum of targeting enterprises and how to execute on a plan.

  • Building trust: it's about people, not companies
  • Know the decision process and who's involved
  • Proof of Concepts, Trials and RFP's
  • Partnering: non-competitors and Competitors
  • Crafting the ideal sales team mix 
  • Manaing the sales cycle: short, long, and cyclical 
  • Creating a culture of winning 

Selling to enterprises is a series of tactics integrated together with your company's strategy to create a custom process that is always improving. Tools help, lessons learned are useful, but selling to the enterprise comes down to strategy, tactics, and the right discipline.

 

SPOTLIGHT GUESTs

speaker-jeff-williams.pngJeff Williams
Operating Partner
Bain Capital Ventures

speaker-walter-scott.pngWalter Scott
CEO
LiveAction

speaker-sean-paterson.pngSean Paterson
Head of Sales & Channel Mktg.
Formerly with Nest

DETAILS

Agenda.
6:00 PM: Networking
7:00 PM: Panel Discussion
8:00 PM: Networking

When.
Wednesday, April 5, 2017

Where.
325 Pacific Avenue
San Francisco, CA 94111

Participation is by invitation only, we do not accept walk-up requests.
To request an invitation, please fill out the form.

Speakers

The April Pop-Up event series features two industry veterans who have been in the trenches, selling to enterprises, and building winning sales teams. 

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Jeff Williams is a Sales Operations Executive focused on building and scaling early stage companies through every phase of growth from prerevenue to $1B+ run rates. Jeff was previously the SVP of Sales for FireEye, where he scaled FireEye globally, taking bookings from $0 to over a $1B+ run rate, and in the process hired over 800 people in 60 countries. Over his tenure, Jeff built an amazing sales team with incredible culture that led to Fireeye's successful IPO. 

Prior to Fireeye, Jeff was Global Vice President of Sales for Innovative Technologies at Cisco. And Before Cisco, Williams managed sales for IronPort, a provider of email security, Web security and security management appliances, generating hundreds of millions in revenue and creating the foundation for IronPort's $830M acquisition by Cisco. Prior to his tenure at IronPort, Williams was Vice President of Sales at IntruVert Networks, a developer of intrusion detection and prevention systems, which was acquired by McAfee, Vice President of Sales at Abeona Networks, a Kleiner Perkins and Sequoia Capital funded company, and Vice President of Sales at GlobalCenter, where he led the sales organization through its $6.5 billion merger with Exodus Communications.

Jeff joined Bain Capital Ventures in 2016 as an Operating Partner in the Bay Area, where he focuses on infrastructure software and security. He has more than 25 years of operating experience helping early-stage enterprise software companies to scale and grow into market leaders.

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Walter Scott jumped straight into the software industry right out of college. 25 years later, with the help of a lot people, he has risen through the ranks to become the CEO of six successful companies that have realized an aggregate enterprise value of well over $2 billion. He has built a career focused around leveraging data, optimizing sales process and hiring great people to build amazing products and companies. 

Walt led LogicNow and GFI Software from 2008 to 2016 culminating with the sale of the Logicnow business unit to Solarwinds in July 2016, and the GFI Software business unit to Versata in July of 2015 (he also sold the Teamviewer business unit in July 2014). Prior to LogigNow and GFI,  he served as the CEO of Acronis where in three years he and his team increased revenues from less than $20 million to over $100 million. He was the CEO of Imceda Software, where he executed a combination of leadership and marketing strategies that resulted in a successful sale of the company to Quest Software. Walter was also instrumental in Embarcadero's successful IPO in 2000.  

Walt currently serves as CEO of LiveAction (a Sway Ventures Portfolio company). He is loud, leads by example, is great with numbers, and fun. He has a clear passion and commitment to only the highest levels of customer experience. 

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Sean Paterson is a product marketing and channel partner expert with more than 20 year experience working with leading technology companies.

Most recently Sean was the channel sales manager for Nest, where he helped build our their Retail and Pro Installer channel from the ground up, to what is now thousands of partners. More recently he led the charge to help Nest move from a B2C company to supporting B2B sales for enterprise partners.

Prior to Nest Sean worked in various senior roles within HP Enterprise US, where he was responsible for long term product roadmap planning, portfolio profitability, and strategic project management. Sean provided guidance and leadership for the consumer notebook direct product marketing team. Sean also worked with the HP Canada division, where he was responsible for for the Canadian consumer notebook business, supply forecast and planning, and channel interaction with national retailers (including product sell-in and cycle management).

Sean currently is working as Head of Sales and Channel Marketing for a connected home startup in stealth.

Sway Ventures Pop-Up Event Series

A chance to learn from the best and the brightest in an open and fun format. These events center on providing actionable information for entrepreneurs to use, to navigate challenges and scale their companies. Through insightful panels and interviews with some of today’s most innovative founders and industry experts, to solutions-focused workshops and demos, Sway Ventures Pop-Up Events are designed to provide actual value to a select group of entrepreneurs and be hands-on with the learning process. Conversations around marketing, operations, talent, culture, and innovation, give founders and entrepreneurs the insight and ideas to win in today’s tech environment.

* Food and drinks will be provided.