Marketing and Selling to Large Enterprises // BUSINESS 251

Monday, June 18th from 6:00 - 7:30 pm

Rob Underwood, Senior Manager, Deloitte Consulting, LLP

This introductory session is designed for sales and marketing executives, at companies both large and small, but is appropriate for professionals from all backgrounds and functions.

Selling and marketing to the largest of enterprises, such as the Fortune 100, can be daunting. Diffused decision making and contradictory guidance from company representatives can make the process of selling into the Large Enterprise (“LE”) market seem Byzantine and opaque. Why? Because the process often IS Byzantine and opaque on purpose to create negotiating power for the buyer. Our instructor, who has been selling into large corporations for over 13 years, will walk you through the “ins and outs” of making the sale. Key topics will include:

·        Getting on approved vendor lists

·        Overcoming the culture gap

·        Dealing with Procurement

·        Finding where the budget (really) is

·        “Hobbyists” vs. Evaluators vs. Gatekeepers vs. Influencers vs. Decision Makers

·        Why IT likes the “Big Boys” and how to deal with that

·        Selling to IT vs. Selling to the Business

·        IT led projects vs. Business led projects

·        When to do a POC and when to say “no”

·        The “bake-off” process and why it’s dangerous

·        SLAs and Terms

·        When HQ is overseas

·        Getting a beach head through viral selling

Rob Underwood serves as the National Senior Sector Specialist for Deloitte’s Media & Entertainment practice. In this role, Rob is responsible for Deloitte's Media & Entertainment sector strategy and operations across Deloitte's distinct US businesses (Consulting, Audit & Enterprise Risk, Financial Advisory, and Tax). Previously Rob served in Deloitte Consulting’s strategy practice where he sold and delivered channel and market strategy engagements for many of Deloitte's premier TMT (Tech-Media-Telecom) clients. Rob is a graduate of Colby College and lives in Brooklyn with his wife and 3 children. You can follow him on Twitter @brooklynrob.