70: Pedro Goés - Building for enterprise customers in an oversaturated market

Summary

Pedro Góes, the founder and CEO of InEvent, discusses with me the challenges and strategies of selling to enterprise clients in the event tech industry.

Why in-person interactions and relationship-building can’t be beat by pure self-serve. The value of certifications and how they contribute to higher retention rates.

He shares insights on the event tech market, the role of AI in their product, and the differences between doing business in the US and Europe.

Takeaways

• In-person interactions and relationship-building are important for establishing trust and are not just limited to sales.
• Expanding in-person operations and support can be a key differentiator.
• The challenges and regulations of doing business in Europe and the US differ.
• Finding a niche and focusing on a specific market segment can lead to success in an oversaturated market.

Sound Bites

• "We have been trying to focus on this type of clients because it's better retention."
• "We have been building this for 12 years and it's not ready yet."

Chapters

04:43 The Value of Certifications

09:48 Challenges and Opportunities in Enterprise Sales

18:07 Focusing on Key Product Offerings

23:30 The Importance of In-Person Interactions

28:41 Overcoming Sales Challenges

32:30 Expanding In-Person Operations

39:30 Navigating the European and US Markets

42:21 Conclusion

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