Members Only: Masterclass – Selling into Enterprise

As start-up companies scale, they often look to accelerate revenue beyond their initial beachhead markets. One common route is forming partnerships with larger organisations such as corporates or public sector bodies. These organisations typically have deeper pockets, greater resources in terms of manpower and skills, an established customer base, and strong brand awareness.

The challenge for the start-up is how to break into these organisations, identify the right people to speak to, and navigate internal processes such as procurement, contractual agreements, and hierarchical decision-making. At the same time, large organisations are often attracted to innovative start-ups that offer novel intellectual property capable of enhancing their competitiveness.

However, this may require the corporate to modify its processes and shift the mindset of managers to adopt a leaner and less risk-averse approach. This interactive masterclass explores how start-ups and large enterprises can establish collaborative relationships that benefit both sides. It focuses on matching the innovation of the start-up with the challenges faced by the enterprise to create a win-win outcome.

Places are limited on this pilot and they will be given on a first come, first serve basis.