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SXSW Interactive 2015

No to Sales Guys, Yes to Prototypes

Mutual Mobile did a strange thing last year. It dismantled its sales department and shifted focus to investing in innovation, specifically prototypes, to win new clients. Instead of sending salespeople to pitch an ambiguous future partnership with a brand, high-level executives contact brands directly with an idea that has been in the works for weeks and tailored specifically for them.

This session will explore how to stand out in a crowd of salesmen and turn the entire sales model upside down, giving engineers the power to act on innovative ideas and present prototypes to their dream clients. Mutual Mobile and Vuzix will share behind-the-scenes tips of how we fundamentally changed our go-to-market strategy to work with interesting brands on compelling work.

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Takeaways

  1. How does the old sales process work? What are the common pitfalls?
  2. How does the innovation-inspired pursuit process work?
  3. What are the benefits and risks associated with innovation-inspired pursuits?
  4. What are specific examples of how Mutual Mobile and Vuzix have made this new model work?
  5. What is required from a staffing, culture and company commitment-level for this new process to work?

Speakers

  • Shane Stearns, Director of Innovation, Mutual Mobile
  • Dan Cui, Vice President of Business Development, Vuzix

Organizer

Zach Redler, Senior Director, Marketing, Mutual Mobile

Meta Information:

  • Event: Interactive
  • Format: Dual
  • Track: Entrepreneurialism and Business
  • Track 2
  • Level: Beginner
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