Abstract: Fortune 500 giants need machine learning products. Your company has a faster, better, cheaper product. How hard could it be to sell, right?
B2B sales is its own beast and AI-enabled products have their own particular form of beastliness. Who owns the data? How do you get feedback data? Is their data ready for your product? Does the Master Service Agreement allow you to maintain the IP? Does your contact have sign-off authority? How can proper scoping speed up the sales cycle?
In the session, we will show a step-by-step framework for how to identify, scope, negotiate, close, upsell, and deliver to the trickiest of all potential customers: the fortune 500 corporation. We will help you better understand your customer, lower barriers to adoption, negotiate fair contracts, and avoid leaving money on the table.
Bio: Allison Lami Sawyer is a Partner at The League of Worthwhile Ventures, a seed-stage venture fund for machine learning enabled startups focused on consumer platforms and enterprise SaaS.
Before The League, Sawyer was the founder and CEO of Rebellion Photonics, an oil and gas safety company that combines machine learning and optics technology to detect gas leaks before they cause explosions on rigs and refineries. Rebellion was ranked as the #181 fastest growing company in 2017 by Inc. Magazine and was the Wall Street Journal’s Start-up of the Year in 2013.
Sawyer also co-founded StartHereNow, the premiere women-only startup weekend accelerator.
Sawyer holds a BSc in Engineering Physics from the University of Colorado, Boulder, an MSc in Nanotechnology from Leeds University, and an MBA from Rice University. She has been named to Forbes and Inc. magazines’ “30 under 30” lists.