In the last few years I have been mentoring multiple early stage fintech companies through accelerator programs as well as directly. Although I should not be I am continually surprised to learn that few companies at this stage put as much effort into sales as they do on product and funding, especially in the B2B space. Whilst it is clear you need to have a solid product and market readiness, FinTech companies should start thinking about their sales strategy early on. This is
Selling to Financial Institutions is hard, we know that, you know that. We all know about the lengthy sales process and how it can affect the success of early stage FinTech companies. Rarely people talk about what can be done to solve this. One of the most important hires in early stage technology business is sales people, not less important is having a clear sales strategy. Finding great people who understand the industry, are good at sales and also have connections to reac
I have decided to share some of my experiences over the past year.
Having spent over 30 years selling a variety of products into the UK, European and US Financial industry - including, but not exclusively, Software, Information Systems, Broking, Electronic Trading and Prime Brokerage I feel I am at last slightly qualified to share some of my observations since I entered into this new exciting world of Fintech.
Firstly, it is exciting. A plethora of companies some with gre