Sales Strategy · Sales operations

How do I sell my yet-to-be-developed solution as a consultancy project?

Carl Gandeborn Founder and CEO @ NewINSIKT a network financial analytics company

June 6th, 2018

The solution taps many different customer specific and non-standard data feeds, which make a normal 'black-box' development challenging. The customers have tried to solve this problem earlier using blue chip companies like Accenture/IBM, but all have failed. They prefer to see value (read DEMO) before signing a contract. Any ideas how to get around this problem?

Kristian Pedersen Business minded CTO/Product/Ops looking to start or join new company

June 7th, 2018

A lot of things are impossible or very expensive if you are using Accenture or IBM. On smaller projects they are easy to beat on every variable except bureaucracy and needless process :)

Perhaps you can ask your client to sign up for a no cure / no pay contract. Just be very careful that you get the access you need and help you need internally to succeed.


I am not sure if you are attempting to use this as a stepping stone to building your own product but I would jump at the opportunity of having someone, at least partly, fund my product development.


If you manage to succeed where Accenture and IBM failed, you'll have a great story to tell the next client once the core product is built.

Fred Cohen Helping startups and growth companies succeed

June 6th, 2018

Sounds like a software project? So they already paid IBM and Accenture and got bad results and you want them to pay you now. I have seen this movie before. Run away! They will at best pay you less and it will cost a lot and take a lot of time. Especially if for one customer. But perhaps you could tell us a great deal more about the issue than this generic version?

Dane Madsen Organizational and Operational Strategy Consultant

June 7th, 2018

Any company that can afford IBM or Accenture is unlikely to select a startup. Nobody gets fired if IBM fails. Your best approach is to go to companies that cannot afford IBM and have the same issue on a smaller scale, where you can fund your pilot for less (not expecting them to pay for it) and use the outcome as a case study.

Carl Gandeborn Founder and CEO @ NewINSIKT a network financial analytics company

June 6th, 2018

Hi Fred, sounds like you've had a similar experience. Yes, it's sw. The solution is applicable to many customers; all who have the same problem. The sw core (algorithms) will be the same, but the structure of the data sources are different from customer to customer. Thus there is a significant part of consulting and development/integration work per customer.

As the start-up is no blue-chip there is a price discount, but then overheads are very low. If I can make a small profit on the first one, then I'm happy.

Carl Gandeborn Founder and CEO @ NewINSIKT a network financial analytics company

June 9th, 2018

Many thanks for the replies and suggestions. Plenty to ponder on and your comments are very helpful.