{"id":25405,"date":"2017-06-08T09:49:21","date_gmt":"2017-06-08T09:49:21","guid":{"rendered":"http:\/\/consumerinsight.eu\/marketingisdead\/?p=25405"},"modified":"2017-06-09T08:11:09","modified_gmt":"2017-06-09T08:11:09","slug":"aider-startups-a-realiser-leurs-premieres-ventes","status":"publish","type":"post","link":"https:\/\/consumerinsight.eu\/marketingisdead\/aider-startups-a-realiser-leurs-premieres-ventes\/","title":{"rendered":"Comment aider les startups \u00e0 r\u00e9aliser leurs premi\u00e8res ventes\u00a0?"},"content":{"rendered":"

Rencontre avec Alain Beauvieux<\/strong>, cr\u00e9ateur de Premi\u00e8resVentes<\/p>\n

MarketingIsDead\u00a0: <\/strong>Tu lances <\/em>Premi\u00e8resVentes<\/a><\/em>, destin\u00e9 \u00e0 aider les startups parce que 90% d\u2019entre elles \u00e9chouent\u00a0: c\u2019est \u00e9norme\u00a0!<\/em><\/p>\n

Alain Beauvieux<\/strong>\u00a0: C\u2019est effectivement \u00e9norme\u00a0! Le chiffre, et d\u2019autres statistiques pas beaucoup plus r\u00e9confortantes, est publi\u00e9 par le site 1001startups. Il traduit l\u2019\u00e9norme difficult\u00e9 qu\u2019ont ces soci\u00e9t\u00e9s \u00e0 vendre leur produit. La vraie difficult\u00e9 est d\u2019ailleurs d\u2019en avoir un, au sens marketing. Bien souvent le produit se r\u00e9sume \u00e0 de la technologie et quelques id\u00e9es sur \u00ab\u00a0\u00e0 qui la vendre\u00a0\u00bb<\/em> (le terme cible serait inappropri\u00e9). Quant \u00e0 \u00ab\u00a0Pourquoi\u00a0?\u00a0\u00bb<\/em> et \u00ab\u00a0Comment\u00a0?\u00a0\u00bb<\/em>, g\u00e9n\u00e9ralement, ces questions n\u2019ont pas \u00e9t\u00e9 abord\u00e9es. Pas plus que les avantages comp\u00e9titifs et diff\u00e9rentiateurs \u2026<\/p>\n

C\u2019est sans doute un mal fran\u00e7ais, pays d\u2019ing\u00e9nieurs, o\u00f9 de fabuleuses technologies sont mises au point mais sans r\u00e9elle r\u00e9flexion sur le march\u00e9, la fa\u00e7on de l\u2019atteindre. Ou s\u2019il y a eu r\u00e9flexion pr\u00e9alable, elle est tr\u00e8s th\u00e9orique du type Business Plans avec tr\u00e8s peu de confrontation \u00e0 la r\u00e9alit\u00e9\u00a0: pas ou tr\u00e8s peu de POC, ni users groups ou tests march\u00e9s.<\/p>\n

\"\"<\/a>MarketingIsDead\u00a0: <\/strong>En deux mots, c\u2019est quoi, votre offre\u00a0?<\/em><\/p>\n

Alain Beauvieux<\/strong>\u00a0: Justement, r\u00e9aliser les \u00ab\u00a0premi\u00e8res ventes\u00a0\u00bb<\/em>, objectif ambitieux car il impose de savoir ce que l\u2019on vend, \u00e0 qui et pourquoi. Excellent driver donc car c\u2019est en se fixant cet objectif \u2013 le seul qui ait vraiment du sens pour une entreprise\u2013 nous allons nous poser et poser \u00e0 l\u2019\u00e9quipe les bonnes questions.<\/p>\n

Notre offre est \u00e0 trois niveaux\u00a0: Getting Started qui permet de se connaitre et d\u2019\u00e9valuer ce que sera la valeur ajout\u00e9e de l\u2019\u00e9quipe Premi\u00e8resVentes\u00a0; Sales actions, o\u00f9 pendant 3 \u00e0 6 mois, nous sommes sur le terrain et What\u2019s next pour justement pr\u00e9parer l\u2019avenir en capitalisant sur ce qui a \u00e9t\u00e9 fait.<\/p>\n

Nous nous r\u00e9mun\u00e9rons sur la base d\u2019un forfait calcul\u00e9 \u00e0 des prix serr\u00e9s et une r\u00e9mun\u00e9ration variable sur le succ\u00e8s commercial de notre travail. Ce qui signifie aussi que nous prenons un risque car en cas d\u2019\u00e9chec la sanction sera imm\u00e9diate pour nous aussi\u00a0!<\/p>\n

MarketingIsDead\u00a0: <\/strong>Donc un engagement r\u00e9el sur r\u00e9sultats \u2026<\/em><\/p>\n

Alain Beauvieux<\/strong>\u00a0: Oui, r\u00e9el d\u2019o\u00f9 la partie variable calcul\u00e9e sur le succ\u00e8s commercial. Peu de gens, sauf \u00e0 l\u2019avoir \u00e9t\u00e9 soi-m\u00eame, se rendent compte des efforts que font les patrons et les collaborateurs de start-ups.<\/p>\n

Les heures ne sont jamais compt\u00e9es\u00a0; les salaires rarement tr\u00e8s \u00e9lev\u00e9s et l\u2019engagement total, 7 jours \/ 7 \u2013 24 heures \/ 24. Beaucoup y perdent \u00e9norm\u00e9ment sur le plan familial. Pour nous, cette prise de risque c\u2019est une question de principe vis-\u00e0-vis de nos interlocuteurs\u00a0: nous la leur devons\u00a0!<\/p>\n

MarketingIsDead\u00a0: <\/strong>Parlons un peu du dirigeant\u00a0: c\u2019est quoi ton exp\u00e9rience de la vente\u00a0? <\/em><\/p>\n

Alain Beauvieux<\/strong>\u00a0: J\u2019ai un profil atypique\u00a0: Docteur en informatique, Th\u00e8se en Intelligence artificielle que j\u2019ai pr\u00e9par\u00e9e dans un Centre de recherche d\u2019IBM. Et j\u2019ai eu la chance que, dans l\u2019esprit de mes managers de culture am\u00e9ricaine, la formation par la recherche \u00e9tait un excellent point d\u2019entr\u00e9e aux m\u00e9tiers \u2026 commerciaux\u00a0!<\/p>\n

En France, cela fait sourire, pas aux USA. J\u2019ai donc fait dans la foul\u00e9e l\u2019\u00e9cole commerciale IBM (excellente) et leur \u00e9cole de management. Et j\u2019ai eu l\u2019immense chance de pouvoir pendant toute ma carri\u00e8re professionnelle, me consacrer \u00e0 la promotion et la vente de logiciels innovants\u00a0: reconnaissance de la parole, traduction automatique (il y a 25 ans\u00a0!) et bien \u00e9videmment depuis 1999, avec des produits pour Internet, en commen\u00e7ant par des moteurs de recherche.<\/p>\n

La vente, qui plus est celle de produits innovants, est un m\u00e9tier passionnant qui permet tr\u00e8s vite de comprendre que sans marketing, sauf \u00e0 se prendre pour un \u00ab\u00a0vendeur de soupe\u00a0\u00bb, rien n\u2019est vraiment possible. Cette exp\u00e9rience que j\u2019ai accumul\u00e9e depuis bient\u00f4t 30 ans (y compris en tant que dirigeants de start-ups), j\u2019ai envie, nous avons envie chez Premi\u00e8resVentes, de la faire partager\u00a0!<\/p>\n

MarketingIsDead\u00a0: <\/strong>Les startups sont des entreprises l\u00e9g\u00e8res\u00a0: et Premi\u00e8res Ventes, comment allez-vous fonctionner\u00a0? <\/em><\/p>\n

Nous sommes une \u00e9quipe et non une entreprise au sens traditionnel, au sens du 20\u00e8me<\/sup> si\u00e8cle. Le sens de l\u2019innovation nous l\u2019avons aussi sur notre organisation en nous focalisant sur ce que chacun de nous peut apporter \u00e0 nos clients, notre r\u00e9elle valeur ajout\u00e9e sans leur facturer des co\u00fbts de structure qui ne leur servent \u00e0 rien.<\/p>\n

Finalement, nous sommes pr\u00e9curseurs de ce que vont devenir les entreprises du 21\u00e8me<\/sup> si\u00e8cle, des femmes et des hommes capables de se regrouper rapidement sur un projet, qui se connaissent et connaissent leur valeur ajout\u00e9e pour atteindre des objectifs souvent ambitieux. Il n\u2019y a pas de frein organisationnel chez Premi\u00e8resVentes. Juste la volont\u00e9 de r\u00e9ussir.<\/p>\n","protected":false},"excerpt":{"rendered":"

Rencontre avec Alain Beauvieux, cr\u00e9ateur de Premi\u00e8resVentes MarketingIsDead\u00a0: Tu lances Premi\u00e8resVentes, destin\u00e9 \u00e0 aider les startups parce que 90% d\u2019entre elles \u00e9chouent\u00a0: c\u2019est \u00e9norme\u00a0! Alain Beauvieux\u00a0: C\u2019est effectivement \u00e9norme\u00a0! Le chiffre, et d\u2019autres statistiques pas beaucoup plus r\u00e9confortantes, est publi\u00e9 par le site 1001startups. Il…<\/p>\n","protected":false},"author":2,"featured_media":25406,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"gallery","meta":{"spay_email":"","jetpack_publicize_message":"","jetpack_is_tweetstorm":false,"jetpack_publicize_feature_enabled":true},"categories":[150],"tags":[177,161,268],"yoast_head":"\nComment aider les startups \u00e0 r\u00e9aliser leurs premi\u00e8res ventes\u00a0? - Marketing is Dead<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"http:\/\/consumerinsight.eu\/marketingisdead\/aider-startups-a-realiser-leurs-premieres-ventes\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Comment aider les startups \u00e0 r\u00e9aliser leurs premi\u00e8res ventes\u00a0? - Marketing is Dead\" \/>\n<meta property=\"og:description\" content=\"Rencontre avec Alain Beauvieux, cr\u00e9ateur de Premi\u00e8resVentes MarketingIsDead\u00a0: Tu lances Premi\u00e8resVentes, destin\u00e9 \u00e0 aider les startups parce que 90% d\u2019entre elles \u00e9chouent\u00a0: c\u2019est \u00e9norme\u00a0! Alain Beauvieux\u00a0: C\u2019est effectivement \u00e9norme\u00a0! Le chiffre, et d\u2019autres statistiques pas beaucoup plus r\u00e9confortantes, est publi\u00e9 par le site 1001startups. 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Donn\u00e9es externes\u00a0: le nouvel enjeu des entreprises\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 1.0, 2.0, 3.0\u00a0: \u00e0 d\u00e9faut d\u2019\u00eatre s\u00e9mantique, le Web a consid\u00e9rablement modifi\u00e9 l\u2019acc\u00e8s \u00e0\u2026","rel":"","context":"Dans "Livres"","img":{"alt_text":"","src":"https:\/\/i0.wp.com\/consumerinsight.eu\/marketingisdead\/wp-content\/uploads\/sites\/2\/2016\/11\/ami-software-alain-beauvieux.jpg?fit=413%2C363&ssl=1&resize=350%2C200","width":350,"height":200},"classes":[]},{"id":25430,"url":"https:\/\/consumerinsight.eu\/marketingisdead\/startups-entre-innovation-growth-hacking\/","url_meta":{"origin":25405,"position":1},"title":"Startups : entre innovation et Growth hacking","date":"26 juin 2017","format":"gallery","excerpt":"Aujourd'hui, si lancer une startup appara\u00eet presque banal, lui permettre de durer et de se d\u00e9velopper se r\u00e9v\u00e8le h\u00e9las beaucoup plus compliqu\u00e9 ; car il ne suffit pas d'\u00eatre le premier\u00a0\u00e0 avoir la bonne id\u00e9e bas\u00e9e sur la bonne techno, il faut \u00eatre le premier \u00e0 atteindre une taille critique\u2026","rel":"","context":"Dans "Actualit\u00e9"","img":{"alt_text":"","src":"https:\/\/i0.wp.com\/consumerinsight.eu\/marketingisdead\/wp-content\/uploads\/sites\/2\/2017\/06\/Hacking.jpg?fit=362%2C336&ssl=1&resize=350%2C200","width":350,"height":200},"classes":[]},{"id":25793,"url":"https:\/\/consumerinsight.eu\/marketingisdead\/insights-vous-avez-dit-insights\/","url_meta":{"origin":25405,"position":2},"title":"Insights ? Vous avez dit Insights !\u00a0","date":"8 octobre 2018","format":"gallery","excerpt":"En 2012, avec Alain Beauvieux, nous publions Les m\u00e9dias sociaux sans bla bla, l\u00e0 o\u00f9 se \u00ab\u00a0concentre la quintessence non seulement de l\u2019e.r\u00e9putation, mais aussi des attitudes, comportements, insights consommateurs, etc.\u00a0; c\u2019est l\u00e0 que les accros \u00e0 la s\u00e9rendipit\u00e9 effectueront leurs meilleurs d\u00e9couvertes\u00a0\u00bb. Si j\u2019\u00e9voque cet ouvrage, ce n\u2019est pas\u2026","rel":"","context":"Dans "Actualit\u00e9"","img":{"alt_text":"","src":"https:\/\/i0.wp.com\/consumerinsight.eu\/marketingisdead\/wp-content\/uploads\/sites\/2\/2018\/10\/P1530575.jpg?fit=581%2C480&ssl=1&resize=350%2C200","width":350,"height":200},"classes":[]},{"id":26460,"url":"https:\/\/consumerinsight.eu\/marketingisdead\/a-bientot\/","url_meta":{"origin":25405,"position":3},"title":"A bient\u00f4t","date":"8 juin 2021","format":"gallery","excerpt":"La p\u00e9riode du 1er confinement, malgr\u00e9 toutes ses contraintes \u2013 car il fut de loin, le plus strict \u2013 ne fut pas celle du d\u00e9couragement, mais celle d\u2019une grande inventivit\u00e9, doubl\u00e9e d\u2019une certaine g\u00e9n\u00e9rosit\u00e9\u00a0: Inventivit\u00e9, les entreprises d\u00e9couvraient la distanciel, le t\u00e9l\u00e9travail bien s\u00fbr, mais aussi les webinaires, format novateur\u2026","rel":"","context":"Dans "Actualit\u00e9"","img":{"alt_text":"","src":"https:\/\/i0.wp.com\/consumerinsight.eu\/marketingisdead\/wp-content\/uploads\/sites\/2\/2021\/06\/01-Taipei-69-800x405-1.jpg?fit=800%2C405&ssl=1&resize=350%2C200","width":350,"height":200},"classes":[]},{"id":24709,"url":"https:\/\/consumerinsight.eu\/marketingisdead\/de-lutilite-du-marketing-dans-les-startups\/","url_meta":{"origin":25405,"position":4},"title":"De l\u2019utilit\u00e9 du marketing dans les startups","date":"1 septembre 2013","format":false,"excerpt":"Article publi\u00e9 pendant les vacances dans Business Angel France.Il y a\u00a0un an, Olivier Aizac, le fondateur du Bon Coin intervenait \u00e0 la Nuit du Marketing organis\u00e9e par l\u2019Adetem\u00a0: devant un plateau de plusieurs centaines de marketers, il r\u00e9v\u00e9lait que le marketing n\u2019avait jamais constitu\u00e9 une pr\u00e9occupation pour lui. En 2012,\u2026","rel":"","context":"Dans "Articles, publications"","img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":24747,"url":"https:\/\/consumerinsight.eu\/marketingisdead\/marketing-responsable\/","url_meta":{"origin":25405,"position":5},"title":"Marketing responsable","date":"22 avril 2014","format":false,"excerpt":"Parmi les r\u00e9centes questions re\u00e7ues d'\u00e9tudiants en pleine r\u00e9daction de leurs m\u00e9moires universitaires, celles de David qui s\u2019interroge sur le marketing responsable.Question : Quelle est l\u2019\u00e9volution de la consommation socialement responsable ces derni\u00e8res ann\u00e9es ? Quels sont les facteurs ayant conduit \u00e0 ce mouvement ?Les Fran\u00e7ais ne changent pas massivement\u2026","rel":"","context":"Dans "Entretiens"","img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"_links":{"self":[{"href":"https:\/\/consumerinsight.eu\/marketingisdead\/wp-json\/wp\/v2\/posts\/25405"}],"collection":[{"href":"https:\/\/consumerinsight.eu\/marketingisdead\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/consumerinsight.eu\/marketingisdead\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/consumerinsight.eu\/marketingisdead\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/consumerinsight.eu\/marketingisdead\/wp-json\/wp\/v2\/comments?post=25405"}],"version-history":[{"count":3,"href":"https:\/\/consumerinsight.eu\/marketingisdead\/wp-json\/wp\/v2\/posts\/25405\/revisions"}],"predecessor-version":[{"id":25409,"href":"https:\/\/consumerinsight.eu\/marketingisdead\/wp-json\/wp\/v2\/posts\/25405\/revisions\/25409"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/consumerinsight.eu\/marketingisdead\/wp-json\/wp\/v2\/media\/25406"}],"wp:attachment":[{"href":"https:\/\/consumerinsight.eu\/marketingisdead\/wp-json\/wp\/v2\/media?parent=25405"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/consumerinsight.eu\/marketingisdead\/wp-json\/wp\/v2\/categories?post=25405"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/consumerinsight.eu\/marketingisdead\/wp-json\/wp\/v2\/tags?post=25405"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}