A practical and repeatable motion for founders selling enterprise deals across markets from APAC to EMEA, built by senior operators who have sat on both sides of the table

Enteprise sales and partnership systems for Seed and Series A B2B tech founders-built by Felicia Cheung, 20+ years closing Fortune 500 deals at Microsoft, Oracle, Equinix, Telstra International and Danaher across EMEA, US and APAC

What you have

1. Live £100k+ solution opportunities with slow sales cycles

2.Complex buying committees in multiple locations

3.Great knowledge on your sector ecosystem, competitors and niche

4.Unclear contract to cash roadmap

5.Evidence and context of ROI, impact and value but fragmented sales processes with customers

6.An urgent need for a sales partner to collaborate with the team to design repeatable sales process, deal quality and resource enhancements

Client A

Founders had forecasted a £3M deal for almost 2 years and then the key stakeholder left the company. The VT team built detailed pre-engagement and qualification definition plans, sales assets and strategies for each stage with team roles, ownership and roadmap actions for 3 more similar partnership deals.

Outcome:

  • Avoided repeating another 2 years of resource and time and inaccurate forecast to the board

  • Established sales systems for other target partnerships and closing of first seed investor with comfort of execution path

Client B

Founding team had some B2C traction but no experience or solution to sell to B2B or large corporates. The VT team built a program for whole tech brand change for B2B customers in messaging converting slow and tedious inbound opportunities in B2C to inbound pipeline growth with known logo brands in B2B.

Outcome:

  • Revenue from sub £50k after 2 years (B2C) grew to £500k + in less than 9 months ( B2B) with brand and solution change program.

Client C

Tech CEO had travelled to 4 international locations to build partnerships for over 2 years with limited, inconsistent revenue. VT worked with the team to provide detailed sales plan and execution cadence for over 4 distribution partners in less than 8 months.

Outcome:

  • £100k team resources saved on travel and marketing agency costs

  • £400k+ international partnership revenue closed

  • Full team responsibilities designed and executed with ongoing fulfilment and direction

Problems we solve

  1. Slow sales processes with enterprise customers and strategic partnerships

  2. Deal quality and resource alignment

  3. Breaking the cycle of founders’ involvement in every stage of a deal /demo/negotiation

  4. Avoidance of huge marketing agency and ad spend without sales process and resource preparation

  5. Time and travel wastage for international expansion without proper sales system preparation

How we work

  1. Provide human judgement in enterprise sales processes from pre-engagement to contract.

  2. Combine commercial evidence of the problem, timing, information gaps, risks, communication, stakeholder behaviour, viability of the relationship and delivery outcomes.

  3. Separate action from progress

  4. Interpret behaviour in context

  5. Remove positive and negative biases from deal assessment

  6. Test assumptions and commercial realities

  7. Create realistic sales and cash forecasting

  8. Craft empathy and cultural positive sales actions in senior executive and technology contexts -US/Europe/APAC withing corporate enterprise

  • You have live £100k+enterprise opportunities with disproportionate revenue or strategic importance to show investors and board members

  • Your team is reporting activity without demonstrating material customer actions

  • You are involved in every proposal design

  • Decision and approval processes are unclear for each opportunity

  • The board and investors require a detailed view on future deals and existing opportunities You have large complex deals with several deal components including services, solution, hardware, data, financial and governance

  • You have opportunities with large accounts and you know your market

  • You as the Founder are involved in many stages of the deal process

  • You have multiple solutions and target markets

  • You have board pressure and revenue forecasting each month

  • You have not built the foundation to hire costly SDRs

  • You have target customers but no repeatable processes to manage more demos/proposals/opportunities You have a customer-ready solution

Who we work with

Velvet Tiger is unlikely to be the right fit if:

  • The principal requirement is lead generation, appointment setting or digital media campaign design

  • Your current solution requires automatic customer onboarding on your website

  • You want a generic sales training programme

  • Leadership is seeking confirmation on a existing forecast rather than an independent assessment without biases

  • Your business is not willing to test current assumptions against contradictory evidence.