Fabio Torlini
Sunday 22nd March
9:30am
Track 3: The Henry Thomas Room
This talk will aim to give Agencies, Freelancers and Developers an overview of how to approach selling into the Enterprise market. We all know that relationships are everything. Be trustworthy, be confident, and hope they like you. But is that enough?
The majority of us work for small companies, so how can we hope to understand the buying process within a Large organisation. Over my 11 years at Rackspace we progressed from celebrating £199 per month deals to selling contracts worth millions. I’d like to share some practical tips with regards to how to approach the Enterprise market, from breaking into an Enterprise account without any case studies or referenceable enterprise customers yet, to holding on to you Enterprise clients and growing their spend with you, understanding their complex buying process and who is ultimately the decision maker.