Develop Your Go-to-Market Strategy
Course Syllabus here:APS1035, Winter 2021
Instructor: Professor Steve Treiber
APS1035, “Technology Sales for Entrepreneurs”, fall term. Asynchronous & Synchronous. If you are struggling with your go-to-market strategy this is the course for you. At some point in their careers engineers and scientists find themselves needing to convince their boss, their company, their co-workers, or a client to try some new idea. That new idea, product or service might be so novel that there are no easy comparisons to be made to something existing and proven, and the deciders have no relevant technical knowledge. Enrollment begins December 1, 2020. Watch here to learn what this course is all about. Course syllabus here.
If you are in a start-up you will learn how to find your first customer, make your first sale, negotiate your first contract, and build a sales pipeline. Students will learn the keys to selling a “customer” on an idea, product or service that they passionately believe in. The course learning objectives are delivered via lectures, exercises, role playing, group presentations and homework assignments, based on real start-up sales pursuits of the creators and teacher of the course. Students will learn how to organize and communicate their thoughts and facts in a way that will increase their probability of succeeding in convincing the decision makers that they should take a chance on a new idea or innovation.