Episode 12: Building a Sales Partner Network Intelligently with Chris Lipowicz of Building Intelligence
Establishing, growing, and overseeing a startup in an industry traditionally reserved for heavy capitalization can be extremely challenging. Investing in the product creation process already draws so much capital, then there’s getting to your target market to sell your newly-perfected product.
Chris Lipowicz, Chief Operating Officer of Building Intelligence, shares some insight from 17 years of experience in sales and business development. When Building Intelligence began, they were looking at creating an integrated solution for access, security, and facility management for building spaces and events venues. An industry that is hard to penetrate and is certainly as B2B as it can get.
Chris shares a key hack that can be used by anyone thinking of accelerating their startup and getting it to stand on its own through customer revenue. They decided to tap into a Partner Network that specializes in integrating products related to facilities and to security. A bold decision considering how much most startups went their own way to retain control of their product.
Chris explains that one of the drawbacks of such a model is losing control of the sales process and aspects like discounting and the initial customer-facing transparency may seem lost. However, that slight haze in transparency with the end customer is made up for by what he calls the sales multiplier effect.
Aside from not having a sales team on payroll, his partner sales team has the capability to face multiple customers due to the suite of products they sell and carry. This drastically increases the footprint they touch upon and increases the likelihood of closing deals for them.
Chris also banks on the uniqueness and innovation of their product to be a major differentiator. As a product that can integrate into work-orders, scheduling, mobility, big data, and biometrics, it is a highly promising product of the future to watch out for.
Their way of building a customer base truly is intelligent!
Looking for ways to increase your go-to market strategy away from the traditional, saturated ways? This interview with Chris Lipowicz of Building Intelligence will open your mind to hacks that can dramatically make it easier to reach new customers for your business or your startup.
Want to gain fresh, innovative perspectives and insights from captains of the tech industry? Drop by and say hello at LeadersOfB2B.com
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