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Sell a White label solution to corporate clients?

by kasun wedage
6 replies
Hi guys,
My software startup is getting inquiries about the white label product we offer. We had multiple meetings with massive organisations. But since we havent done anything of this level we are uncertain of the sales process and how to convert these positive meetings in to a sale. These are billion dollar companies. And project size is massive, which we will require to recruit new employees, have a lawyers to look over agreements, quality client interaction etc. I am looking to get expert advice on this.

1. I want to model our offering. Project will require us to gather their requirement, evaluate the gap and development needed, new feature and changes required, come to an agreement, get a deposit to start building the product, confirm the UI,test, client test, launch, service and maintenance. Can you advice me on how to model my offering, costing

2. How do I convert these meetings to a sale. What can I do? What materials should I put together? How to follow up? What are the stages? I am kind of unclear on how and where to direct them

Appreciate your time
#clients #corporate #label #sell #solution #white
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  • Profile picture of the author Kay King
    Sounds to me like you've put the cart ahead of the horse. Having high level meetings when you don't seem to know how to sell or service clients will harm your brand in the long run.


    HIRE a lawyer and get your business act together...DEVELOP protocols/system to approach, sell, fill order, manage customer service.


    If you don't yet know how to convert a meeting to a sale - you aren't ready to meet with high level buyers. That you are getting interest is great - but if you don't know how to sell, how to setup/deal with new customers.or even know what price models you will use....slow down and get your organization together.
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    • Profile picture of the author kasun wedage
      I totally understand. I am trying to get the organization together. Right now we have an innovative concept, developed product, bunch of world class engineers, and interest from major clients. Because of the nature of the product the prospects are these major companies, even the smallest fish are multimillion dollar. But we are only startup, we have done small scale different projects but nothing remotely close to this.
      What should I do by hiring a lawyer?
      How do I figure out DEVELOP protocols/system to approach, sell, fill order, manage customer
      Appreciate the support very much
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      • Profile picture of the author Frank Donovan
        Originally Posted by kasun wedage View Post

        But we are only startup, we have done small scale different projects but nothing remotely close to this.
        What should I do by hiring a lawyer?
        How do I figure out DEVELOP protocols/system to approach, sell, fill order, manage customer
        Obviously you'll need legal advice. But more pressingly, you need to get someone on board who's experienced in bringing software startups to market; someone who will project manage the process while you concentrate on the software side.

        Any advice you get from a public forum might be well-meaning, but it can only be generic. If your business has the kind of potential you describe, don't blow its chances by trying to take on everything yourself. It doesn't sound like you have the luxury of time to spend scaling the learning curve.

        Good luck!
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        • Profile picture of the author kasun wedage
          This is great advice. I am sure proactively looking to partner up with an expert or another small company to execute this.

          Since I don't have anyone in direct circle, I am exploring Linkedin and business forums. The company which my brother work was acquired by CISCO and he got me a couple of minutes to speak with his boss a co-founder. And I have a friend of mine who's climbed up in IBM but havent got any introductions yet. Meanwhile I get emails from the contacts I made with these companies. As you said it's game time and I dont think I should take it upon myself.

          I spoke to couple of friends who are in the industry, they are buys with wives, babies,jobs even though they get excited the response is quite slow.
          Any thoughts on how tackle this.
          What to look for?
          How to find a guy?
          What a good agreement would like?
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  • Profile picture of the author Beckie
    Agreed with the previous comment, iron out the finer details, do trial runs, but not with real clients. Consider spending a serious amount of time researching sales strategies, then develop it to make it work for your business. It won't be a quick tasks, it will take many, many hours of research and effort.
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  • Profile picture of the author kasun wedage
    Thank you guys, this is really critical. I checked the waters and response is great.

    But now I want to figure out the process, and this question is a part of the research. I dont want to jump in to projects with out a clear strategy also I dont want to lose the opportunities.
    How do I set these up is unclear to me:
    DEVELOP protocols/system to approach, sell, fill order, manage customer service. Can please show me some direction on this.
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