San Francisco, California
London, United Kingdom
Gaining customers quickly is a challenge facing all startups. Many companies struggle to find new customers beyond their early adopters, or find that their product doesn't sell when they take it into a new geography or market segment. The "whole product" as perceived by a customer requires an understanding of the particular jobs to be done, how customers find and evaluate solutions, what their key issues are and how to best reach them. Addressing these factors earlier in the product concept or development phase can save young companies an enormous amount of time and money and accelerate their revenue growth.
Join us to hear from the Vision and Execution Team discuss:
Optimizing your Product for Launch – Presented by Patrina Mack
We will focus on designing for the whole product to create compelling customer experiences. It addresses cross-functional process impacts, cost of marketing to achieve sales goals, product life cycle management, product portfolio management, and the role of partners and alliances, to achieve superior products and go-to-market strategies. Entrepreneurs will also learn how to read market place shifts to dynamically generate sustainable competitive advantage.
Case Studies – Frequent Mistakes and Lessons Learned – Presented by Scott Trappe
We will build on the points in optimizing your product for launch by illustrating client cases studies.
Scaling sales and support for rapid adoption – Presented by Brian Mellea
We will focus on how to plan your sales and support efforts and organization. Once you've got a product, what's the right sales and support organization? We'll discuss factors to consider in designing your sales and support effort. We’ll also discuss lessons in incentivizing your sales organization. What are the some of the key factors in building a sales incentive system that motivates your team towards your business goals? And lastly we’ll cover choosing a sales channel. How to choose online, indirect, channel partners, direct and the combination of those sales channels?
Box lunch included.
Patrina Mack, Managing Partner – Vision & Execution
Patrina Mack consults with established and emerging technology companies in the U.S., Europe, Russia and Israel. Ms. Mack works with clients to optimize their product and business strategy to enhance customer adoption and market penetration. She has more than 25 years experience in business-to-consumer and business-to-business product, marketing and operational strategy and implementation. Her industry expertise spans the Internet, cleantech, telecom, software, financial services, and consumer products.
Ms. Mack is a member of the Advisory Board for Innovation Center Denmark-Silicon Valley, a Mentor for US Market Access and serves as an Advisor to TechCoire. Previously she served as Western Regional Director for the Product Development and Management Association and Chapter President for NorCal PDMA, as well as Business Advisor and Sustainability Mentor to CA Cleantech Open. She is a certified New Product Development Professional through the PDMA. In addition to her consulting practice she teaches NDP 2.0, Leveraging the Internet for New Product Development and Green NPD: Design for the Environment through UCSC Extension. She also leads workshops on Innovation and Product Development.
Prior to founding her consulting practice in 1999, Ms. Mack was responsible for the global launch of NetGravity's SaaS solution. NetGravity, one of Forbes' ASAP Dynamic 100 Companies, introduced the first ad serving software. At her previous company, AirTouch, she was responsible for assessing and developing market opportunities for PCS wireless, international licenses and new services. Ms. Mack started her career consulting with Urban Wallace & Associates serving the consumer products and Financial Services industry.
Scott Trappe, Executive Consultant – Vision & Execution
Scott is a company accelerator; excelling at product-market fit, focusing company resources and execution to achieve scale. Experienced crafting the minimum saleable product and pivoting quickly based on learning from customers.
Scott is a serial entrepreneur, with senior roles in several startups ranging from VP of Engineering, Marketing, CTO, COO, to President & CEO; raised more than $30M in venture financing and successful exits with acquisitions by Microsoft and Oracle.
Scott combines leadership and management expertise with a broad and deep technology background, including OS/networking, enterprise software, embedded systems and software development tools.
MBA from UC Berkeley Haas School of Business (Beta Gamma Sigma) and BA in Computer Science from the University of Arizona, graduated summa cum laude, member Phi Beta Kappa.
Brian Mellea, The Actuate Group – Vision & Execution Ecosystem Partner
Brian focuses on the direct and online sales efforts of established and emerging technology companies in the US and Europe. Brian works with companies to accelerate the lead generation and sales processes in a company. He works with both business to business and business to consumer companies.
He has led sales for Filao, a video game company, along with establishing US sales operations for a European cyber security company, a consumer electronics company and an Italian enterprise software company. Through this and other consulting work, Brian has built a methodology for sales acceleration for companies selling online and direct. Brian has built sales processes, sales tools, and lead generation systems for multiple business to business software and hardware companies.
Brian has consulted to established firms such as Palm, Microsoft, Sprint, VMware and NetApp as well as a series of startups in the internet services, consumer electronics and enterprise software arenas.
Prior to his consulting work, Brian co-led sales and led marketing for Apple’s $800 science and engineering market and led partner development for their flagship PowerMac product line resulting in sales exceeding forecast by $700M.
Brian has an MBA from the Harvard Business School and engineering degrees from WPI (honors) and MIT.
When & Where
Chamber of Commerce International Consortium For Entrepreneurs (CCICE) is an organization that helps members build, develop, encourage, and support entrepreneurship in a cross cultural technology centric environment. CCICE is a bridge between network associations, industry and entrepreneurs to build sustainable opportunities that energize growth and development within and across international boundaries.