Summary
Pedro Góes, the founder and CEO of InEvent, discusses with me the challenges and strategies of selling to enterprise clients in the event tech industry.
Why in-person interactions and relationship-building can’t be beat by pure self-serve. The value of certifications and how they contribute to higher retention rates.
He shares insights on the event tech market, the role of AI in their product, and the differences between doing business in the US and Europe.
Takeaways
- In-person interactions and relationship-building are important for establishing trust and are not just limited to sales.
- Expanding in-person operations and support can be a key differentiator.
- The challenges and regulations of doing business in Europe and the US differ.
- Finding a niche and focusing on a specific market segment can lead to success in an oversaturated market.
Sound Bites
- "We have been trying to focus on this type of clients because it's better retention."
- "We have been building this for 12 years and it's not ready yet."
Chapters
04:43 The Value of Certifications
09:48 Challenges and Opportunities in Enterprise Sales
18:07 Focusing on Key Product Offerings
23:30 The Importance of In-Person Interactions
28:41 Overcoming Sales Challenges
32:30 Expanding In-Person Operations
39:30 Navigating the European and US Markets
42:21 Conclusion
Send us a text
Leah on Linkedin / Twitter / Youtube
