Microclass Startup Sales & Marketing
Microclass Startup Sales
Mastering B2B SW/AI Sales
For emerging early-stage B2B SW/AI startups, the ability to engage with clients and prospects is as essential as having good tech and a problem to address. A huge majority of the startups we have worked with at the SW/AI Venture Lab face this issue heads-on.
While selling is not easy to do, the good thing is that it can be formalized and taught.
The goal of these Microclasses is therefore to pass on some best practices for managing the Sales and Marketing effort, and also understand how to scale the sales effort as your startup progresses.
Content and Structure
Class: Learning the “Technology Adoption Life Cycle” concept. We will draw on the concepts articulated in the fundamental book Crossing the Chasm which formalized and popularized the notion of “Early adopters”, bowling alley. Guest Speaker: Michael Eckhardt, Chairman of the Chasm Institute and co-writer of Crossing the Chasm.
Class: Focusing on different methods to sell: preparing a sales call, learning to close, reading the situation. Guest Speaker: Martin Giese, former director of UTUM’s program Xpreneurs and writer of “Fast Forward: Accelerating Sales for Startups”.
Class: Getting started: We will explore the perspective of early-stage startups. We will go into topics such as the use of Inbound Marketing and PR. Guest Speaker: Daniel Garnitz, CEO of FAAREN whose startup is around 5 years old and just completed a very significant capital raise.
and final Class: Discuss ramping and formalizing the sales structure, and explore the role of third parties. Guest speaker: Vanessa Theel, VP of Sales and Marketing of SUMM-AI.
Dates and Times
12th of March 2024: 1:30pm-3:00pm
Register: https://lu.ma/fz5z6z90
9th of April 2024: 1:30pm-3:00pm
Register: https://lu.ma/bx07g2tj
16th of April 2024: 1:30pm-3:00pm
Register: https://lu.ma/91z25z01
2nd of May 2024: 1:30pm-3:00pm
Register: https://lu.ma/7hbcnogz
Location
Find the room using the TUM Room Finder.
We will send out the registration link for each Microclass one week before the date of it.
Frequently Asked Questions
What is a Microclass?
We invented the Microclass concept to provide applied, hands-on courses for cutting-edge technologies. Based on the notion that you don't need to know how a processor works to use a computer, we want to enable our students to apply technologies and build services with them without the need to recreate the core technology.
Is this online or in-person?
The Microclasses are in-person events. You will be able to rewatch the contents online and access all contents through our website. We highly encourage you to be present, as we can guarantee you it will be a better learning experience.
Who is this for?
Our Microclasses are built for everyone. Our contents focus on use cases for entrepreneurs and start-up founders. Past Microclasses were primarily visited by university students and founders, with considerable minorities of professionals and researchers.
Will I get credits for participating?
Currently, we cannot offer credits or an official certificate for the participation of the Microclasses. However, we are working on it and hope to be able to offer it anytime soon.
What do the Microclasses cost?
As all formats of the TUM Venture Labs, our offerings are free of charge and open-source. You may use all the contents for your work and change them to your interest.
If you are looking for a tailor-made corporate executive training with these contents, please reach out to us. We are happy to help you.