Chris Jones

Founder & CEO Mobilis

Founder & former CEO

Argent Networks

Sales, Sales, Sales!

Ownership

Influences Internal, External

Key Suppliers Recent Deals

Develop Relationships Multiple Levels

Procurement Process RFI, RFP, HQ vs Subsidiary

Competition Pricing, Finance

Get on the plane, face-to-face

Influence the Outcome

What’s the Budget?

Who has the Cheque Book?

Profile the Target

Direct Market Determined

Indirect Agents (multiple), Distributors, OEM

Be paranoid until money is in the bank

Channels to Market

Innovate, Build Relationships, Listen to the customer, Listen

to the Market, Modify

Ask for the Order, Get the Order

There’s no prize for being second

Being Competitive