Sales Models – Online, Inside, and Field Sales – How and When to Choose a Sales Model for Your Startup: ENET Meeting, March 21, 2017

Two weeks from tonight, on Tuesday, March 21, 2017 at 6pm, I will moderate a panel with three speakers, on this subject, for the Boston Entrepreneurs’ Network (ENET), at a new location for the group in Cambridge, Pivotal Labs, at 145 Broadway, 3rd Floor, just outside of Kendall Square, across the street from Akamai Technologies and just two doors down from Biogen.  There is $10 parking next door at Blue Garage.

This March 21 ENET meeting is  on sales for startup and early stage companies. Our first focus will be to help the founders with the question of how and when to choose a sales model for your startup company.  In that early stage the goal should be to start to generate sales as soon as possible, with a minimum viable product. This is the first phase of customer discovery and validation, to establish an impactful value proposition.  As Jack Derby (one of our speakers) has written ” At the outset, just focus on selling some stuff for the simple purpose of having customers who are paying you money and from whom you can learn the following:

  • Why they bought your product
  • How they are using those same products
  • What do they want to see in the future, so that …
  • You have the ability to work closely with these early customers and determine the financial value that they receive at their companies.

The company will next want to determine a scalable selling platform and a cost-effective sales model.  We will then discuss these three major sales models and the experience of our speakers in applying these sales models in early stage companies?

Online – Products that the customer is able to find, determine if it meets their needs, and purchase on their own are self-procured, usually online.

  • Inside – Inside sales is when the sale is completed with the sales person and customer interacting remotely.  Driven by technology, inside sales models are being used more frequently in B2B and some higher end B2C transactions
  • Outside – Field sales, or outside sales, are ‘face to face’ customer sales.  For higher priced, more complex products, cases where there are numerous stakeholders involved in the purchasing decision, consultative sales, or products that need in person demonstrations – visits with the customer are necessary to seal the deal.

Our three speakers are all sales experts used to developing sales for, and mentoring, early stage companies.  They will discuss getting those first sales, and then, successively when, how and what sales model or combination of sales models is right for your startup or early stage company.  I recruited the panel and will moderate.


6:00 – 7:00 PM Registration & networking

7:00 – 7:10 PM ENET Chairman’s announcements

7:10 -7:25 PM E Minute – Up to 3 Startup companies’ presentations

7:25 -8:15 PM – 3 expert speakers on the night’s topic

8:15 -8:30 PM – Audience / Speakers Q & A

8:30 -9:00 PM – Final networking including meeting speakers

Venue: Pivotal Labs, 145 Broadway, 3rd Floor, Cambridge, MA

Parking:  After 6:00 pm, the parking fee for Blue Garage next door is $10


jack-derbyJack Derby is Head Coach and President @ Derby Management, a 25 year old boutique management consulting firm, focuses its expertise in three primary services for its 400+ customers: Business & Strategic Planning; Sales & Marketing Productivity Improvement; Senior Management Development Coaching. He is an active angel investor and past Chairman of Common Angels, rebranded to Converge Venture Partners, where he remains a partner. Jack is also currently a member of eight profit and non-profit Board of Directors including Reiser Inc., where he is Chairman. In his spare time Jack teaches. He is a Professor of Marketing at Tufts, where in 2015, he was named “Teacher of the Year” and Lecturer at MIT in Business Planning and Marketing.  Jack’s background includes past positions as CEO of Mayer Electronics Corporation, President of CB Sports, President of Litton Industries Medical Systems, CEO of Datamedix Corporation and President of Becton Dickinson Medical Systems, before he formed in 1990, Derby Management. Jack is extremely active in the New England emerging and middle market business communities. Jack has been named to Mass High Tech’s All Star Team.  Jack has been the Founder or Co-founder of 12 companies. Jack has also served at Chairman of the Association for Corporate Growth, Chairman of the MIT Enterprise Forum, Vice Chair of the Smaller Business Association of New England, President of the University Club of Boston. Jack is a graduate of Boston College, the University of Chicago and the United States Peace Corps.  He divides his time between working in Boston, living and snowboarding in southern Vermont during the winter and living and surfing on the beach in NH whenever he can.

emmanuelleEmmanuelle Skala, VP Sales & Customer Success @ DigitalOcean, a cloud infrastructure provider focused on simplifying web infrastructure for software developers. She brings to our panel extensive software startup experience and a proven sales vision that has been honed over the last 20 years. Prior to Digital Ocean, Emmanuelle was VP Sales at Influitive, where she led sales growing the business 10x in 2yrs. Grew team from 4 to 40.  She was responsible for Managed Sales Development, Commercial Sales, Enterprise Sales, Account Management and Sales Ops/Enablement.  Before Influitive, she was VP, Global Channel Sales at Sophos, where she built the company’s global channel organization. In this role, she earned a number of industry titles, including CRN Channel Chief in 2012 and 2013, and CRN Top 100 Women in the Channel in 2013.  Previously, Emannuelle was also the first salesperson at two B2B technology companies: Endeca, which was acquired by Oracle for more $1 billion, and Vertica, acquired by Hewlett-Packard Company. In both of these roles, she rapidly built the sales teams and processes that drove revenue growth and company expansion.  She is a graduate of Carnegie Mellon, with a BS in Industrial Management, with an MBA from NYU’s Stern School of Business, where she was Co-President of the Entrepreneur Exchange.

ruthfieldMark Ruthfield, Vice President of Sales, Executive Team @t Zaius, which empowers B2C marketers to maximize customer lifetime revenue. Mark is a Sales Business Leader, Executive Management Team Leader, Corporate Officer with over 20+ years of business experience in leading technology companies in start-up, turn-around, and accelerated growth situations. He is a leader that inspires others in driving record-breaking year-over-year Sales growth results and profitability. Prior to Zaisu, Mark was Vice President of Sales @ Yesware, where he was Awarded the “2016 Top 25 Most Influential Inside Sales Professionals Prestigious Award” by the American Association of Inside Sales Professionals across the organization’s 10,000+ members with 63 Chapters internationally for the “6th” consecutive year!  Previsously, he was Vice President of Sales @ ZoomInfo, where he spearheaded the ZoomInfo Sales Dream Team, and  more than quadrupled sales over the last 4 years.  ZoomInfo’s 2014 revenue results were the highest in company history from a Sales results, year-over-year growth, and profitability standpoint.  Prior to that he had the position New Business Development Sales @Forrester Research. , Mark has considerable experience working effectively within a start-up environment and building-out scalable sales organizations via repeatable sales processes and best practices.  He is the author of a number of publications in the sales field and a frequent speaker at events and webinars to large audiences (hundreds) discussing industry trends and Sales best practices.  Mark is an honors graduate of University of Massachusetts at Amherst – Isenberg School of Management.

For more information or to register for the March 21 ENET meeting in Cambridge, go to LINK: or

Tweet This Event

If you use Twitter and would like to tweet this event, here are five  of my tweets and re-tweets that you are welcome to re-tweet or use for your own tweets about this event –

@derbymanagement speaks on getting 1st  #sales & #salesmodels for #startups @BostonENET 3/21 @pivotallabs Cambridge

@MarkRuthfield @getzaius speaks on #insidesales #salesmodels for #startups @BostonENET 3/21 @pivotallabs Cambridge

@elleskala of @digitalocean speaks on different #salesmodels 4 #startups @BostonENET 3/21 6pm @pivotallabs Cambrdge

@derbymanagement @MarkRuthfield @elleskala  @attorneyadelson #salesmodels 4 #startups @BostonENET 3/21 @pivotallabs

@derbymanagement @MarkRuthfield @elleskala of @digitalocean @attorneyadelson #salesmodels #startups @BostonENET 3/21

Hopefully, this meeting on gaining your first sales, choices and adopting the right sales model for your startup company will be helpful to the early stage entrepreneurs and companies I represent.  Hope to see you at Pivotal Labs in Cambridge in two weeks, 6pm on March 21!

My Continuing role as ENET Chairman and frequent speaker & moderator…

I remain active in ENET, a Waltham and Cambridge based non-profit group, affiliated with IEEE, that aids tech and life science founders, entrepreneurs, small and early stage companies, and people who invest or work in those companies.

A member of the ENET Board since 2002, I have served as Chairman of this non-profit group since 2009.  In May 2015, I was elected to my fourth 2-year term as ENET Chair.  During the period of my leadership, ENET’s annual program has grown from 10 meetings per year to 19 for 2015-16 year just completed:  10 meetings in Waltham, and 9 in Kendall Square Cambridge, plus our annual cruise of Boston Harbor to end the program year.  Each meeting has three or more speakers on a subject of interest to entrepreneurs and company founders, in life science, tech and other areas of New England’s innovation economy.  Each meeting also has ample networking time before and after the presentations to allow entrepreneurs to meet each other and later meet with the speakers

image002On January 30, 2016, at a ceremony at the national meeting of IEEE-USA in Las Vegas, NV, the President of that organization Peter Eckstein (pictured below) presented me with the IEEE-USA professional achievement award for “extreme dedication and contributions to the IEEE entrepreneurial community”.  For more information on that award, see LINK:

In the prior program year, Sept 2015 to July 2016, I organized and moderated five of 19 ENET’s meetings, that included moderating and speaking at these meetings –

On May 17, 2016, I was organizer, moderator and a speaker on ” Impact Entrepreneurship and Your Triple Bottom Line”, with Cheryl Kiser, Mark Donohue and Rebecca Hamilton, an all-star panel on this subject, where I concluded the proceedings speaking about certified B corps and Chapter 156E the newly enacted benefit corporation law in Massachusetts.  to see my slides and others, go to

On April 5, 2016, I was meeting organizer and moderator for the ENET meeting on “Strategic Alliances for M&A and Successful Exits”.  We had three great speakers including Charles Lax on Grand Banks Capital and Richard Kimball of Bigelow & Associates.  To see my write up on the meeting and slides from each of our four speakers, go to

On January 5, 2016, I was meeting organizer and moderator for the ENET meeting on Product Development in Life Science & Tech Startups.”   We had four wonderful and quite complimentary speakers, a full house in Waltham, with 112 in attendance, and great audience questions.  We began with the big picture of product development across life science fields and then focused on a single company’s successful development, launching and sales of a customer-driven medical device / consumer product.  Then moving to tech, our third speaker focused on key design issues and our 4th speaker closed on scaling and production issues.  To see my write up on the meeting and slides from each of our four speakers, go to

On October 6, 2015, I was meeting organizer and moderator for the ENET meeting on “Innovative Ways to Bootstrap Your Startup Company.”   We had three great speakers, a full house in Waltham and great audience questions.  To see my write up on the meeting and slides from each of our three ENET speakers, go to

joanneOne of the highlights of the October 6 ENET meeting was the presentation of  Joanne Lang, Founder and CEO of AboutOne,   Joanne is based in Philadelphia and flew in special, at her own cost, to give her presentation for ENET.  Joanne’s slides, “”Bring Your Product to Market Bootstrapped Style… and Keep it there” –  were also excellent, a great and continuing resource for founders and entrepreneurs to use and reference, LINK