SalesPower: All We Need is a Couple of Pilots to Take Off
My venture, SalesPower, Inc., has completed development of a cloud-based sales enablement/incentive compensation management solution that motivates sales reps to negotiate optimal prices in real time, without internal approvals. An extensive analysis of the market has convinced us that SalesPower solves a serious problem. But in the current environment, that’s not sufficient for most angel and VC investors. They want us to demonstrate “traction,” defined as validation of our venture’s “value proposition” from dispassionate, objective third-parties. Although the best evidence of “traction” would be customers paying full, market rates, realistically a company at SalesPowers’ stage would show traction through “pilots” involving customers paying meaningful compensation, perhaps beginning with reimbursement of the cost the pilot.