We gained great insights about our client pitch from a C2-Montréal workshop about selling to large companies, and we're sharing them.
On the first day of C2 Montréal, we presented a pitch in the “Helping Startups Sell to Larger Companies” workshop held by Communitech.
The workshop revolved around three start-ups pitches. Participants were assigned to one of the three start-ups to provide feedback on key points like value proposition, storytelling and opportunities.
I received great feedback from the people there, and I hope it can help others as well.
But a little bit of context first. This pitch is addressed to a prospect, and it is not an investor deck. Don't be surprised if there is no mention of topics like the market, competition and so on. And since it's a 3 minutes pitch, of course, there is a lot of information missing. In fact, this was a short and tweaked extract of our actual customer pitch deck. (It usually takes 15-20 minutes and it precedes a demo of our software.)
Let’s dive in and see the first version.
V1 of the pitch
I will now go through some key advice I received from participants.
1. Tell your story, who are you and why did you create this product
Workshop participants asked me about our story. I explained that Beeye’s cofounders received master’s degrees in project management and engineering, and that we saw a big need when we entered the corporate world.
We had tools to manage one big project in detail (like MS Project), but it was overkill for most smaller projects, and it didn’t show the big picture.
Ultimately, line managers turned to Excel spreadsheets to manage their people and activities. And this is suboptimal and painful.
Participants found it to be an interesting story and insisted that I should tell more about it in the pitch.
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