Identifying Your Initial Target Market, Winning Lead Customers & Moving Beyond Pilots

27 Mar 2021, 08:30

This webinar is held on March 26th at 4PM CET

What will be covered

This session will discuss the challenges of choosing your initial target market and customers, with a focus on B2B businesses. Should you go for the big names or start with smaller ones? Do you address a broad market or focus initially on a niche? What is your unique value proposition, what problem do you solve and for which targets is this really a burning problem? We also will discuss how to win initial lead customers: how to work with different stakeholders in the company, how to navigate their decision processes, what to offer them to close a deal. And then the question is how to move from a (paid?) pilot to real (recurring) business. The session will be as interactive as you want: raise any question you want. Willem will answer based on his long experience at large and small companies, while having been responsible for up to 1B$ global B2B sales.

About the speaker

Willem Bulthuis is founder and CEO of Corporate Ventures Advisory, providing curated matchmaking between global B2B ventures and corporate customers as well as investors. He has been interim Investment Manager and Venture Partner at VC Funds, Partner Manager for the TechTour Mobility Summit, and he is Board Member at the German Business Angel Network (BAND). Willem is also co-founder of the supply-chain sustainability startup sustainabill.

Willem is active as expert/jury/mentor at many start-up accelerators and competitions, incl. PlugandPlay, European Innovation Council, Copernicus. EIT Raw Materials, InsureTechHub, UnternehmerTUM, TechFounders, HTXL, GreenUp, TechTour programs on Mobility, DeepTech, Materials, Maritime, Oceans.

He brings over 30 years of executive experience in the global High-Tech industry, at Philips Electronics, NXP Semiconductors, Giesecke & Devrient and secunet Security Networks AG, in positions like VP Global Sales, CTO and Board of Management. He has lived in Europe as well as Silicon Valley and is currently based in the Munich area.