Given the new data-driven marketing organization, it should come as no surprise that CMOs will soon outpace CIOs for technology purchasing. As a result, vendors are now targeting CMOs as buyers of technology and as an entry point to the entire organization. So how can CMOs handle the influx of new product pitches—and how do they find the right solutions for their organization?
VentureBeat published an interview between our own Debbie Landa and Suaad Sait, CMO of Rackspace, a leading provider of cloud hosting services. In the interview, Sait reveals best pitch practices for startups.
“The best pitches are always the ones that are laser-focused on Rackspace and our markets, delivered by someone who is a whole lot smarter than I am about how to address my problems,” Sait says. “The best way to get my attention is to tell me something I don’t know about my own company. Recently, someone asked me whether I knew that there were 6,348 social media conversations about Rackspace across these three channels in the last 30 days. Immediately, I was engaged and giving my full attention to trying to learn more about what these conversations entailed.”
On the flip side, he says, “I’ve seen a lot of bad presentations…I would have to say the biggest mistake I see is around lack of focus and specificity. I’ve worked at enough startups to know that every startup is only going to be able to do one thing really well. However, I get a bunch of pitches that include a couple of paragraphs of messaging, which basically claim that using their technology will accelerate revenue, improve productivity, reduce operating costs, and lead to total world domination. Sometimes the messaging is just so generic that I can’t determine what’s special about the company.”
Read the article to learn more about Rackspace’s:
:: Biggest pain points (and the open opportunities for startups)
:: Vetting process
:: Sales cycle and the challenges in adopting early stage companies
:: Advice for startups