Oasis Growth Series: Cracking the Corporate Code - Selling Into Large Organisations
Landing a meeting with a large company feels like a win, but it’s only the start. Every corporation has its own code: the stakeholders who shape a decision, the approval layers a solution has to pass, and the unwritten rules for how new vendors get brought in.
Startups are assessed like any other supplier, but how that process actually runs changes from one organisation to the next.
In this fireside chat, we’ll hear from someone who has sat on the buyer’s side of the table about how startup solutions are evaluated, and how to crack that code faster.
What we will cover
Why corporates treat startups like any other vendor, and what that means for your pitch
Who is really involved in a buying decision, beyond your first contact
How business teams evaluate and shortlist new solutions
What it takes to find and keep an internal champion
How the process differs between organisations, and how to read it early
Where startups lose momentum between a great first meeting and a signed deal
How to position your solution so it fits the way corporates buy
About the Speaker
Eugenio Cibruscola works as a Senior Product Manager for a leading global payment technology company. He has over a decade of experience across product management, business strategy, business development and data analytics. Previously, as Group Product Manager at Vodafone IoT, he led a cross-functional team of engineers, data scientists and analysts building B2B IoT data products for companies across industries. Working across the full product lifecycle alongside customers, sales and senior stakeholders, he knows first-hand how solutions get scoped, championed and approved inside large organisations. He brings a unique view of what makes a startup solution easy, or hard, to say yes to.
Good if you are
A B2B founder starting to sell to large companies or enterprises
In conversations with corporates that keep stalling after the first meetings
An international founder trying to understand how UK corporates make buying decisions
You will leave with
A clearer picture of how corporates evaluate and select startup solutions, and practical ways to move your deals through the organisation faster.
About the Oasis Growth Series
Informal, small-group sessions on go-to-market and scaling, with operators and experts who have done it from both sides of the table. Not a lecture, but an open conversation, so bring your questions.
About Oasis
Oasis is a London-based community bringing together international founders, investors and operators around the ethos of #GiveGiveGiveAsk.