500 Startups B2B Revenue Roadmap Workshop

Monday, April 16th

9:00 am - 500 Startups B2B Revenue Roadmap Workshop

A must-attend for performance marketers managing the complex sales cycles. Addressing the topics of Account Strategies, Messaging Frameworks, Demand Acceleration and Sales Enablement. Get hands on experience to drive your business engagement and revenue.


Need to grow your sales and increase profit? Would you like to close large deals in half the time and find more qualified leads? A repeatable, productive sales process is crucial to growing sales, selling new products and opening new territories.

The B2B Workshop is hands-on 5 days workshop to help you accelerate your company growth by developing a systematic approach to think, solve, and act on growth initiatives.

We have many years experience selling complex products for start-ups as well as small and large enterprises.The workshop is led by actual Silicon Valley practitioners.

Strategic Partners

Supporting Partners

Venue Partner

Who Is It For?

You should apply if you fulfill the following criteria:

  • You are searching for high-level and actionable strategies and frameworks
  • You want to learn prospecting, developing trust and credibility, identifying the buyer’s problems, overcoming resistance,
  • selling value, closing, and getting referrals for a repeat business
  • Your goals include higher profits, market share, conversions and customer retention
  • You already have a product-market fit
  • You have a committed core team


The program is divided in 2 parts

    We’ve created 5 blocks so that every role on the B@B marketing team can benefit from the workshop from your sales lead to your data scientist.
    Lectures will run Monday to Friday 9am to 5pm.
    The benefit of attending a live workshop is not just learning in the audience, but also working with your peers and engaging directly in dialogue with experts in your field. Learn from Roundtable Discussions where you join a group of about ten marketers to have practical, educational discussions about your current challenges. Learn from one-on-one 60-minute Coaching Clinics where you can get your specific questions answered by industry experts.

We believe that the best way for founders to learn sales is through collaboration, with a little guidance from experienced sales leaders.

This workshop is organized into FIVE topics that are essential for building The Revenue Roadmap for your startup.

Program Outline

    • The founder’s dilemma
    • Internal vs. external challenges
    • Defining your ideal customers
    • The building blocks: types of data
    • Silver bullets and trigger events
    • Reverse Engineering your ICP – activity
    • The Buyer’s Matrix – deliverable
    • Selling vs. Buying
    • Mapping the buyer’s journey
    • Types of Sales
    • Sales Process examples by industry type of sell
    • Sales Process best practices
    • Building Your Sales Process – activity
    • Roles within the process & Job Descriptions – deliverable
    • Hiring your first sales team: when and who
    • Defining roles within your process
    • Sales Roles and Profiles Panel -activity
    • SDR and Metrics
    • Aligning incentives
    • Sales Culture: having a revenue team mindset
    • Ideal candidate Profile – deliverable
    • Identifying high growth accounts
    • Expansion Scenarios (support, seats, buyers)
    • Strategic Alignment vs. Potential – activity
    • Mapping your Expansion strategy – deliverable
    • Account mapping
    • Learning from your customers (building things that don’t scale)
    • Sales Profitability and Financials
    • Unit economics
    • Lead Generation & Pipeline Math
    • Understanding your KPI’s and revenue targets
    • Measuring Success: targets vs. attainability
    • Closure: final pitches, comfort zones & overcoming fears

Meet Your Mentors

J. Ryan Williams, Founder of SalesCollider
Ryan spent the past 9 years perfecting go-to-market strategies for startups and building awesome B2B sales teams.

While he has closed millions personally, he is most proud of building great teams. He’s hired over 200 sales reps over the past 5 years for startups in industries ranging from advertising to hospitality software. In the process, his sales teams have brought in over $150M for startups such as AdRoll, LeadGenius and InVisionApp.

Ryan uses his corporate training and education background to teach proven sales methods to founders who are ready to start selling their product. And uses his social work background to coach and mentor founders and sales leaders at 500 Startups, GrowthX, and FirstRound Capital.

Jake Reni, Head of Sales Leadership Academy, Adobe
Jake Reni runs Adobe’s in house Sales Leadership Academy. Previously he managed the enterprise inside sales team at Adobe. In both roles he has focused his time and boundless energy on sales coaching, hiring and and team development.

Jake is no stranger to startups across many verticals (including SaaS, Marketing Tech, Sales Tech, Medical Tech, HR Tech, and Educational Tech industries). Previous startups that Jake has been involved with include Consensus (a tool for reducing the sales cycle), Hire-Vue (an HR Tech company offering video interviews) and Instructure (a SaaS learning management system for schools).

Jake’s passion for sharing technology and sales best practices has also earned him the role of president at the American Association of Inside Sales Professionals (AA-ISP)’s Salt Lake City, Utah chapter and also serves as Editor for the SalesHacker community.

Annelise Hussman, Head of Sales & Account Management, Mode Analytics
Annelies Husmann is Head of Sales and Account Management at Mode Analytics, where she was brought on to build and scale a world-class sales organization. Since joining Mode, she has grown the sales organization by 4X, increased the company’s ASP by 3X, and increased revenue by 10X.

Prior to her current role, she led the B2B Mid-Market team at AdRoll. Annelies has also been part of high-growth teams at Yammer (acquired by Microsoft) and Opower (acquired by Oracle). Throughout her career, Annelies has built several sales teams from the ground up and has experience working within B2B tech startups, publicly traded companies, and mid-market organizations.

During her free time, she is either backpacking through California’s mountains or cooking her way through one of her favorite cookbooks.

Brianna Salinas, Customer Success Consultant
Brianna’s passion is in building ethical, global communities to augment technology. At LeadGenius, Brianna was the first operations hire and built an international workforce of over 800 people in sales development, HR, project management and engineering. Later as the Director of Customer Success and Operations, Brianna was instrumental in helping raise a Series B of $15M from top tier investors.

Brianna has worked with over 500 companies on their sales, success and lead generation strategies but most notably are the enterprise clients, which included Google, eBay, Box, Amazon and Square.

Nikunj Handa, Operations Leads Stripe, South East Asia
Nikunj is the operations lead for Stripe in Southeast Asia and works with businesses across the region — from startups to public companies — to perfect their checkout experiences, manage fraud, stay compliant and improve conversion rates.

He’s passionate about using analytics to improve payment experiences. Prior to Stripe, Nikunj spent two years teaching software engineering to graduates at MEST, a non-profit educational institute in Ghana.

Greg Afong, SalesCollider
Greg Afong works at SalesCollider, where he supports early stage companies and their go-to-market strategy through consulting and events. Since joining SalesCollider, Greg has helped dozens of companies plan their sales process and analyze their operational procedures. He’s especially passionate about startups having clean revenue data.

At SalesCollider workshops, you’ll find Greg working with groups of founders to do everything from identifying their ideal customer, planning their sales process, analyzing customers ripe for account growth, and identifying target roles to hire for.

Greg is trained as an administrator of Salesforce.com, Hubspot, and Outreach.io as well

Stanley Chan, Head of Technology Partners – APAC, Amazon Web Services
Stanley is currently the Head of Technology Partners for Amazon Web Services, where he oversees a portfolio of software companies and technology solution partners across Asia Pacific.

He has over 20 years of experience working at leading high-tech companies and start-ups.

His area of expertise includes cloud, mobile and internet infrastructure technologies.

Su Hock Koh, Head of Channels – Dropbox South Asia
Su Hock currently leads the Asia channel and local business for Dropbox to empower collaboration in organisations of all sizes and to help all users unleash their personal and collective creativity. Previously he has spent time with both Symantec and Intel in various Asia Pacific roles.

Su Hock believes in harnessing the power of networks for the collective good. A lifelong curiosity, willingness to unlearn & relearn, openness to circumstances, and most importantly people around him have guided his career transitions over the past 2 decades. He also passionately believes in gaia Earth and community causes because all things are inter-connected on our planet.


Monday, April 16th
to April 20th

SMU Labs Active Learning Classroom, Level 3
SMU Labs, 71-77 Stamford Road, MPH Building, Singapore 178895

Have an event? Submit it here

Similar events

Jul 24th 8:00 am - Rainmaking SG Breakfast: How FinTech Startups Are Changing Commercial Banking

Join us as we discuss the startup trends and macroeconomic forces that are changing the commercial banking industry.

Jul 24th 6:00 pm - Nulab Drinking Code Singapore

This time, we’ll be looking at UX / UI Design – after all, an app with great functions would be useless if its users aren’t keen to use it. Or worse, they don’t know how to use it. That’s where UX/UI designers come in under hot demand, and not without reason.

Jul 24th 5:30 pm - Google Next Billion Users: Tech, Trust and Safety in NBU Markets

At this 5th edition, we will focus on Tech, Trust and Safety for NBU Markets. In NBU markets, users often face unique “cultural” challenges when it comes to access, content, community, privacy and safety. Learn about the opportunities we have to create gender equitable, safer products, content programs, and marketing initiatives.

Jul 25th 6:30 pm - DAWS – 25 July 2018

In this talk, you will learn how the rule of thumb & algorithms work in tandem to create platforms for marketing and advertising in the digital economy, and learn why and how to use real world testing to discover which marketing dollars are the most effective.

Jul 25th 7:00 pm - ABC: Artificial Intelligence, Bot, and Custom Vision

In this meetup, we are proud to have Eng Soon, Paul, and Marvin, to join us to talk about three exciting topics which are related to the trending technologies.

Jul 25th 7:00 pm - Fireside Chat with Fabian Pfortmuller – Community Canvas

A Fireside chat with Fabian Pfortmüller from Community Canvas, moderated by Gwendolyn Regina. In this session, Fabian will share insights on his research (Community Canvas) for 10 mins, followed by a fireside chat with Gwendolyn about his experience in building communities.

Jul 26th 6:00 pm - New Era of Crypto Mining

Come and learn more about the latest crypto mining technology and investment opportunities. Attendees also stand a chance to win attractive prizes in the lucky draw!

Jul 26th 7:00 pm - I NEED A SGAG Edition!

Enter SGAG’s world – in tech! You know SGAG as your go-to platform for your daily dose of Singaporean humour, BUT did you know that they have a team of engineers behind the scenes, working on new initiatives to serve their millions of users in the region?

Jul 26th 7:30 pm - Accelerating Singapore – Introduction to Javascript Front-End Framework

Introduction to JavaScript Front-End Framework. Have you ever been curious about why sites like Facebook and Twitter are more interactive and user-friendly? Ever wondered about what differs a web application from a website? In this seminar, we will go through the history of web development and talk about the journey from server side rendering to client side application. . We are going to have a comprehensive introduction on the most popular frameworks in the modern world, like React, Angular and VueJS.

Jul 27th 6:30 pm - WWCodeSG Hackathon 2018

We are coming together for a Women Who Code Hackathon! Our theme will be DIVERSITY.

Jul 27th 10:00 am - BlockSpace Asia 2018

BlockSpace Asia 2018 is a one-day event connecting over 200 industry leaders, business decision makers, tech innovators and investors.

Jul 27th 6:30 pm - With Trusted Data We Connect

μNEST is building a public blockchain that aims to lower the barriers of entry for IoT + Blockchain integrated technology and allow normal developers to quickly deploy PoC. With more than 20 years of experience in electronics and applied cryptography, the team at μNEST is on a mission to increase security for IoT generated data.

Jul 28th 2:00 pm - Adobe X General Assembly: Creative Jam “Recycling as Lifestyle”

Adobe has teamed up with General Assembly Singapore to improve recycling in Singapore. This creative jam brings together designers and innovators to solve the “Recycling as a lifestyle” challenge and you are invited to meet the selected teams and watch their final pitches.

Jul 31st 5:30 pm - Demystifying GDPR For Startups

Want to know how the EU General Data Protection Regulation (GDPR) impacts your startup? In partnership with Deloitte, we seek to help you find out how your startup can build trust with stakeholders, and better manage your personal data in the new data security era.

Jul 31st 7:00 pm - Wine, Cheese, TYPESCRIPT!

We are a group of enthusiastic developers who specialise in Javascript and Node.js, and are passionate about new web and mobile technologies. Following our first successful meetup, we’ve decided to hold this monthly :) join us for a fun night of networking and discussion about Typescript.

Jul 31st 6:30 pm - Podcast 101: Start your Podcast Show Right!

Want to create a podcast but have no idea how? Podcasts are also fantastic way to share your cause, your passion and start your movement!

Upcoming events

May 15th 9:00 am - Tech in Asia Singapore 2018

Hear from industry leaders at the perpetually packed Main Stage, and learn from topic experts at our insightful expert stages. Tech in Asia Singapore 2018’s Startup Factory expects to showcase 250 exciting startups. The Arena battle features handpicked startups in action as they pitch and answer questions from a panel of judges in front of a live audience.