Founders and Startups

VP ON CALL for Founders and CEOs of Start-ups

Very early, primarily  unfunded companies often can't afford the experienced help with the senior business acumen and judgment needed to defy the overwhelming failure rate of start-ups.   We often meet  Founders and CEOs who are expert at building a new software product or a data service but unfamiliar with the priorities for growing a business. Recognizing this, we offer a limited but very effective program for Founders and CEOs of start-up organizations.  

Frankly, independent consulting firms also could use this service.  Have you noticed that consultants like to consult but not to sell?  In fact, they're not usually very good at it because they are selling their own expertise - -  very, very challenging.  I partner with a terrific direct marketer to generate leads through targeted emails, follow up with calls, get initial phone appointments and coach client partners to engage with potential customers.

Right from the start, attention  should be placed on three challenges:

1.      Craft a Minimum Viable Product (MVP) to introduce to the market

2.      Identify and approach early adopters in the marketplace

3.      Capture first customers for the "entry product" and jump-start revenue.

We advise that you can't do this with junior people or on your own.  Look at the statistics.  "The majority of high-tech businesses born in 2000 didn't survive past 2003. By 2009, fewer than 1 in 5 high-tech start-ups, born in 2000, were still in business."  Tian Luo and Amar Mann, Bureau of Labor Statistics

Our team provides the executive expertise for our VP ON CALL  program and the Sales, Market, Product Alignment and Funding support you  require.

Customized Sales  and Market Development Support to Grow Your Business

Here's How You Benefit:

  • Allows you to delegate time-intensive behind-the-scene  tasks so that you can concentrate on being out in front, reviewing progress and  setting direction
  • Frees you to meet with customers, pitch new  business, develop strategy, oversee projects
  • Supplies hard-to-find skills and experience with  sales partners who have a notably high success rate in getting meetings with  the right people
  • Provides you with the research, intelligence and  background you need to conduct productive sessions with new customers
  • Our  development  partners are seasoned and experienced;

We are US-based, accomplished and not outsourced.
VP ON CALL is your  Partner in Building Your Business

SALES VP ON CALL

We use highly experienced sales experts with skills aligned  for technology companies and their sophisticated markets. Sales partners are up to speed about your product  and the target market, and they are coached on the selling script so that they are  immediately productive. Your sales  partner will:

  • Identify targeted contacts who are receptive to  a phone call with you; qualified by email and phone calls
  • Conduct internet research to identify potential  customers and build a lead database

In addition, we will provide the  following support:

  • Draft sales materials; create selling script;  brief our sales development partners on your company and markets.


MARKET VP ON CALL

Your marketing partner will leverage your prospect list as  well as the lead database we build for you. It's essential and a lot of work, frankly, to keep you on the prospect's  radar screen until he is ready to engage. To support your personal leadership role in capturing customers, we can:

  • Track and organize intelligence about  competitors and market developments 
  • Prepare the content for newsletters and blog  posts that demonstrate the unique value of your company and relate it to  industry issues
  • Research new markets via the internet
  • Craft attention-getting marketing emails and  support materials
  • Prepare simple PowerPoint presentations
  • Refresh content on your website based on competitive  intelligence and market   learnings
  • Identify conferences for you to attend, to speak  at or to exhibit at

PRODUCT VP ON CALL

Too many new companies skip the vital steps necessary to  assure product fit with the market or scrupulously define the MVP (Minimum  Viable Product) that a customer will buy. They waste months or years, neglecting to engage customers "early and  often" to gather feedback and start the sales process. This neglect naturally contributes to the  very high failure rate of new companies. New companies are always budget constrained but everything rests on getting  to market fast with a product that is aligned with its customers.  We can  efficiently:

  • Conduct competitive research via internet on market needs and priorities
  • Utilize internet survey tools to conduct online surveys
  • Draft research questions

This work will quickly give you most of the answers you need  to assess priorities, receptivity in the market, and selling points.

FUNDING VP ON CALL

Very few start-ups get funding until they have revenue. So most companies should (but don't)  concentrate on getting customers and revenue first. Potential investors judge you heavily on  market acceptance, buy-in, and the pragmatism you demonstrate about your entry product and  phased development aligned with the market. We can help with the following:

  • Research sources for venture funding, identify the  most likely entry point for contact
  • Contact by email and phone calls to arrange  initial web calls for you with venture partners
  • Write content for presentation materials and the "pitch"

We can work on a retainer or project basis customized for your  needs.

Call Gail at 978-425-9243 or email gail(at)gailbuergerkerr(dot)com.


Testimonials

Great Results, Personable, Expert, High Integrity, Creative

Delivers results   "Your contribution to the company has been tremendous. You have helped us  to form an enterprise program, scope a market and open doors to key players in  the market. Your professionalism and integrity are unsurpassed in  my experience."

Leads Effectively  "The praise really goes to you -- for choosing us, organizing us, and keeping us on task  those many months." 

Inspires innovation  "Gail ran a two day workshop with our executive team to assist with some strategic product development initiatives. Gail was an excellent facilitator and we were thrilled with the ideas that were developed over the two days."

Easy to work with "Gail has been great to work with. She is very focused towards getting the results. I would highly recommend her."

Flexible roles  "Gail is as comfortable stepping into a company as an external advisor or mentor, as she is in taking the role of chief executive; leading business development and sales; handling corporate communications; spear-heading investor relations and making investor presentations."

For more recommendations go to the About Us page