The Exchanges

Q Got it. That makes sense. Now explain to me how the process works. If someone is listening right now that, that has one customer paying 200 grand a year, they don't want to hire 30 sales reps to do this. They want to rely on you to help sell more 200,000 dollar a year contracts. What would that look like?

A Yeah. So, uh, look, we have, um, a very dedicated, like very specific methodology, and we usually, uh, involve just two people, one marketer and one SDR to build ABM motion inside the organization. And why that way? Because other, you know, team members are running different operations. Something, something works for them. Something doesn't work. So the way how we usually start is we start with alignment. Where we involve executive sales and marketing, and we start talking about the goals, the bottlenecks, the challenges they are currently facing, and where they want to be, right, setting up the realistic expectations. So the next step is we talk to sales and marketing, diving deeply into marketing and sales processes, campaigns that they have done in the past, how the prospecting process looks like, how well they are satisfied with different You know, final stages and review these campaigns. The goal is not criticizing the teams, but basically understanding what can be done better, what should be fixed in their businesses. And based on our experience and based on our learnings, we create a customized plan for these, uh, companies. Now, the next step is basically, uh, launch and pilot campaigns. One of the biggest mistakes I believe these companies are making if, uh, When they hear about new, you know, tactics, strategy, whatever it is, ABM, demand generation, they usually don'…

AI assessment note: “The way how we usually start is we start with alignment.”

Q So, so what, what, why not like pay per SDR?

A Uh, never consider this option, uh, for several reasons. Why? Because as I said, initially we start pilot campaign with just two people, one marketer and one SDR, right? And in this case, basically we'll make less money if we're considering, you know, your offering. So, uh, our goal is to build the momentum and build the trust and get the results fast. Uh, when it comes to the results, we usually focus on some leading indicators, right? That can Tell us that we have traction and we can, uh, we can generate revenue with this campaign if we'll maintain it in the future. So the next stage is operationalization. And this is where we started bringing more people. So in this case, it might make sense to share or let's say offer the, this pricing, like you suggested, but Andre, when you say, sorry, pay per project, what, how much are we talking?

AI assessment note: “never consider this option, uh, for several reasons... we'll make less money”

Q Got it. That makes sense. Now explain to me how the process works. If someone is listening right now that, that has one customer paying 200 grand a year, they don't want to hire 30 sales reps to do this. They want to rely on you to help sell more 200,000 dollar a year contracts. What would that look like?

A Yeah. So, uh, look, we have, um, a very dedicated, like very specific methodology, and we usually, uh, involve just two people, one marketer and one SDR to build ABM motion inside the organization. And why that way? Because other, you know, team members are running different operations. Something, something works for them. Something doesn't work. So the way how we usually start is we start with alignment. Where we involve executive sales and marketing, and we start talking about the goals, the bottlenecks, the challenges they are currently facing, and where they want to be, right, setting up the realistic expectations. So the next step is we talk to sales and marketing, diving deeply into marketing and sales processes, campaigns that they have done in the past, how the prospecting process looks like, how well they are satisfied with different You know, final stages and review these campaigns. The goal is not criticizing the teams, but basically understanding what can be done better, what should be fixed in their businesses. And based on our experience and based on our learnings, we create a customized plan for these, uh, companies. Now, the next step is basically, uh, launch and pilot campaigns. One of the biggest mistakes I believe these companies are making if, uh, When they hear about new, you know, tactics, strategy, whatever it is, ABM, demand generation, they usually don'…

AI assessment note: “we start with alignment... The next step is we talk to sales and marketing”

Q And when did you launch the software business, ROI plan?

A Actually, I launched it, uh, last year. I came up with an idea, so I found a technical co-founder, and basically we created an, let's say, better version of the product last February. Uh, I mean, in February, and I started to validate the product, but, uh, you know, the idea, like, uh, my, my idea wasn't, uh, that good. At least it wasn't, you know, meeting the expectations of the market. So I did around 50 beta tests and collected the feedback from different, uh, verticals from different job roles and basically figured out who is our, who should be ideal customer profile for MVP product and what exactly MVP should include. And basically it took us almost a year to create this MVP, which I am working right now. So basically January and February of 2021. Is, uh, exactly the period where I'm focusing on growing our plan.

AI assessment note: “Actually, I launched it, uh, last year.”

Q nathanlaka.com forward slash rocket lane. That's nathanlaka.com forward slash R O C K E T L A N E rocket lane. Check it out today. Try it for free. Okay. This makes sense. So four people, 700,000 bucks in revenue this year. I mean, how do you service eight customers that was four people? I guess one marketer and one salesperson can work up with eight clients at a time.

A Not exactly. So when it comes to consulting business, basically, uh, let's split this revenue. So, uh, when it comes to this, uh, because we have three tiers of clients, right? Tier one clients, these are our consultant clients and we generate from consultant. If like, let's say considering this 700, I believe, uh, 500 K more or less would come from consultant. Then we have, uh, What we launched this year for our tier two clients. So basically for smaller tier teams, uh, so-called live bootcamps. These are four, six weeks, you know, group, uh, training programs on specific activity like ABM or demand generation. So we expect, uh, 150 K and, uh, around 50 K will come from on-demand courses.

AI assessment note: “Not exactly. So when it comes to consulting business, basically, let's split this revenue”

Q So, so what, what, why not like pay per SDR?

A Uh, never consider this option, uh, for several reasons. Why? Because as I said, initially we start pilot campaign with just two people, one marketer and one SDR, right? And in this case, basically we'll make less money if we're considering, you know, your offering. So, uh, our goal is to build the momentum and build the trust and get the results fast. Uh, when it comes to the results, we usually focus on some leading indicators, right? That can Tell us that we have traction and we can, uh, we can generate revenue with this campaign if we'll maintain it in the future. So the next stage is operationalization. And this is where we started bringing more people. So in this case, it might make sense to share or let's say offer the, this pricing, like you suggested, but Andre, when you say, sorry, pay per project, what, how much are we talking?

AI assessment note: “initially we start pilot campaign with just two people... basically we'll make less money”

Q And when did you launch the software business, ROI plan?

A Actually, I launched it, uh, last year. I came up with an idea. So I found a technical co-founder and basically we created and let's say better version of the product last February. Uh, I'm in February and I started to validate the product, but, uh, you know, the idea, like, uh, my, my idea wasn't, uh, that good. At least it wasn't, you know, meeting the expectations of the market. So I did around 50 beta tests and collected the feedback from different, uh, verticals from different job roles and basically figured out who is our, who should be ideal customer profile for MVP product and what exactly MVP should include. And basically it took us almost a year to create this MVP, which I am working right now. So basically January and February of 2021. Is, uh, exactly the period where I'm focusing on growing our plan.

AI assessment note: “Actually, I launched it, uh, last year.”

Q nathanlaka.com forward slash rocket lane. That's nathanlaka.com forward slash R O C K E T L A N E rocket lane. Check it out today. Try it for free. Okay. This makes sense. So four people, 700,000 bucks in revenue this year. I mean, how do you service eight customers that was four people? I guess one marketer and one salesperson can work up with eight clients at a time.

A Not exactly. So when it comes to consulting business, basically, uh, let's split this revenue. So, uh, when it comes to this, uh, because we have three tiers of clients, right? Tier one clients, these are our consultant clients and we generate from consultant. If like, let's say considering this 700, I believe, uh, 500 K more or less would come from consultant. Then we have, uh, What we launched this year for our tier two clients. So basically for smaller tier teams, uh, so-called live bootcamps. These are four, six weeks, you know, group, uh, training programs on specific activity like ABM or demand generation. So we expect, uh, 150 K and, uh, around 50 K will come from on-demand courses.

AI assessment note: “Not exactly. So when it comes to consulting business, basically, uh, let's split this revenue”

Q And how much consulting revenue did you do in 2020?

A Uh, so, you know, we have a couple of, uh, services. Um, one, let's say our key service is partnering with B to B marketing and sales teams, where we join their teams as team extension, or let's say, um, as an advisors. And at the same time, we are partnering with European accelerators like Emek in Gantt or ScaleUp Flanders in Antwerp and Belgium. And basically that's another product where we train their startups, you know, on these, uh, areas which belong to our key expertise. So, uh, when it comes to consultant projects, we accomplished around, uh, if I'm correct, 27 projects last year. And, uh, in terms of, uh, collaborating with startups from these accelerators, uh, with Trained or coached, um, let me calculate the right figure. So it's like 51 startup in total.

AI assessment note: “we accomplished around, uh, if I'm correct, 27 projects last year”

Q And how much consulting revenue did you do in 2020?

A Uh, so, you know, we have a couple of, uh, services. Um, one, let's say our key service is partnering with B to B marketing and sales teams, where we join their teams as team extension, or let's say as, um, as an advisors. And at the same time, we are partnering with European accelerators like Emek and Gantt or ScaleUp Flanders in Antwerp and Belgium. And basically that's another product where we train their startups, you know, on these, uh, areas which belong to our key expertise. So, uh, when it comes to consultant projects, we accomplished around, uh, if I'm correct, 27 projects last year. And, uh, in terms of, uh, collaborating with startups from these accelerators, uh, with Trained or coached, um, let me calculate the right figure. So it's like 51 startup in total.

AI assessment note: “we accomplished around, uh, if I'm correct, 27 projects last year.”