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On the 8 and 9th of April 2019, the city of Barcelona welcomed the international Startup Grind conference bringing together entrepreneurs, startup founders, CTOs and techies; to network, share ideas and build expertise. The team of itnig was present at the event and had the pleasure to meet many people, find out about new business opportunities and enjoy the experience Startup Grind provided.

 
 
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The Event opened with the welcoming speech of Alex Rodriguez (Startup Grind Regional Director and CEO of MarsBased), soon followed by the interesting presentation on the Singularity Principles Applied to corporate business by Guayente Sanmartin (Vice-President and General Manager at HP) and the debate between Alex Rodriguez and Carlota Pi (Co-founder of Hollaluz) considering the development of bootstrap companies to fight the incumbents.

Laura Urquizu (the CEO of Redpoints) discussed with Vivien Magyar (Content Creator at Barcelona Startup News) about the growth of Redpoints since it’s launch (back in September 2014) and the use of technology innovation to grow the customer’s reach.

At itnig, we know really well about Laura’s story as she took part in the 59th episode of our podcast Startup Inside Stories.

Watch our podcast to find out more about how she grew RedPoints from 1 to 10 Million € in Annual recurrent revenue.

 

Laura mentioned that after the many years working as a board member in several companies, she decided to use her expertise to start her own company and grow an outstanding enterprise.

When asked by Vivian Magyar to comment on her leadership style, Laura mentioned that in such a fast-growing company like Redpoint, you don’t have the time to lose time. She considers crucial to trust her team and delegate the right tasks without having to think it twice. Laura outlined how crucial it was to align and trust your team. She envisions Redpoints’s team as very active, engaged and focused.

She shared with us how once it took her more than 8 months to find the right person to work within the team, as she wanted the perfect fit without having to make compromises.

Considering female leadership; Laura mentions that in her journey she never saw herself as a victim struggling but as someone trying to follow a very successful career. She mentioned that women should feel like they can and that they must fight in order to achieve what they want. To end the conversion on a serious note, she recognises how social media spreads superficiality among the young generations and considers that we should be focused on spreading good stuff with profound positivity and values.

This very interesting and productive morning was followed by a coffee break rich in networking, knowledge and new faces.

Mid-day conversations were focused on the venture capital and foreign investments in Barcelona and on the innovation debate between Jorge Herrero (Innovation and New Business Development, director at eBay) and Erik Brieva (CEO at Strands, President at BCombinator and 22@Entrepreneurs).

This long morning, took an exotic turn when the CTO of Zinio, Sergio Gago shared with the public how he travelled the world while building a business as a software developer. Sharing the difficulties of enjoying life, working away from the office while trying to scale a business.

 
 

Credit: The New Barcelona Post



Many discussions took place during the rest of the day around 3pm, It was appreciated to hear from the expertise of Eduardo Manchon explaining what made him the ‘’Grandfather of Spanish Startups’’ when he sold Panoramio to Google. Currently CEO of Mailtrack, Eduardo considers himself working within a marketplace of data-robbers and ‘criminals’ where scaling can be challenging. His Chrome-Extension is built on top of Gmail which makes it a sort of time bomb company in the case where Gmail would stop being the mailing empire it is today.

 

 

At the end of the afternoon, Startup Genome made their entry presenting their expertise considering Barcelona’s Startup Ecosystem, this is what we got out of it: 
-Our city is highly connected between founders engaging higher startup performance. Barcelona was compared to a big neighbourhood where all founders know one another and where there is a real positive and engaging ecosystem. 
-The number of hours investors are dedicating to startup development as highly grown in the last couple of years and the interaction between founders of our city and international hubs has highly increased, impacting how fast Barcelona’s startups are scaling. 


J.F. Gauthier noted that Globally focused startups which have 50% of their customers abroad, tend to scale 2.1 times faster than nationally or locally focused enterprises; concluding that your revenue could potentially be doubled if you focus on the global market. 
She used the example of Stockholm, being smaller than Chicago but yet having the highest rate of Unicorns per startup in the World; concluded by the link between their Global Connected and their growth. 
Barcelona could soon be following the example of Stockholm as it’s Global Marketing Reach went from 24% to 40% between 2017 and 2019.
The outstanding presence of Smart Cities, gaming and Biotech technologies were also considered making Barcelona a clear European benchmark for entrepreneurship and startups.

 

2019’s edition of Startup Grind finished by the debate between Shruthi Chinladur (Leading EMEA at Criteo), Scott Mackin (CCO, OneCowork) and Juan Margenat (Co-founder and COO at Marfeel) discussing the importance of sales within startups pointing out the need to face customers, the need for feedback and a clear understanding of the customer’s experience.

 

To conclude, StartupGrind Barcelona was once again a great meet up for techies, startup founders and entrepreneurs that want to innovate and make the world a better a place. Thank you to Alex Rodriguez for the experience and all the hard work put into the organisation of this event by everyone involved.

 

See you next year!

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T.

The story of Nitya’s vocation and dedication for Sales

A Sales profile detected in the Administration department

 

Nitya, Sales Manager in Quipu, has more than 20 years of experience in Sales. She started working very young, as she wanted to be independent as soon as possible. Thanks to her parents, both entrepreneurs, she started doing some administration and accounting very young, helping them in their daily tasks.

But her vocation for Sales was actually born a few years later, while she was working in a real estate agency. Although she was in charge of the administration, she succeeded in selling flats to the clients. This is the reason why she was offered a position in the Sales area in order to benefit from this potential. And here started her career in Sales.

Nitya’s passion for Sales

Today, Nitya has a passion for Sales. She likes being in contact with the clients since the beginning in order to create trust, listening to them and empathizing with them. For Nitya, it is important to understand the clients’ needs to know how to help them using the product she sells. Because if a client does not have the specific needs to be fulfilled by the service offered, they won’t buy it. A seller has to know what he is selling to know who and how he can help, because this is the final satisfaction: closing a deal by helping a client in his business.

A lonely but experienced start in Quipu which led to a team management

Nitya had the opportunity to develop her career in Sales in different firms. This is how Nitya arrived in Quipu with more than 20 years of her professional life dedicated to Sales in SMEs, more precisely in the area of technology and B2B software.

When Nitya started in Quipu, two years ago, she was alone in the Sales department. She was in charge of all the SDR part (Sales Development Representative), she was finding and generating leads, obtaining visits, doing demos of the product, as well as all the follow-up part until closing the sale. Later, people started joining the team as the startup was growing. Today, Nitya is our Sales Manager and she is in charge of the team capturing new firms as potential clients.

Nitya’s definition of the perfect Sales profile

To be able to sell a product to the clients, it is important to have a particular profile. Nitya explained to us what are the most important characteristics according to her to be a perfect salesperson.  

The Sales profile is extroverted and curious. Someone cheeky and shameless who is not embarrassed to ask lots of questions and able to entertain the relationship with the clients through a follow-up. A good salesperson also needs to be able to control their frustration so that if you don’t sell you are not discouraged.

Then, it is important to be flexible and to be able to adapt yourself. However, being able to express yourself and to share your opinion is also important. It is crucial to be able to learn and unlearn, and these are two things totally different according to Nitya. Every person can learn from anyone : juniors, seniors, interns and colleagues from any department.

“There are some things that look good to me, but maybe they aren’t. Sometimes there are new things better than the old ones, and we need to be able to change.”

 

Her daily life in Quipu

Once the acquisition team found people with the needs we cover or people who are looking for our services, these potential clients go to the Sales Team, and a Sales Development Representative listens to them and tries to get to know their business and needs. The aim is to teach them how the software works.

 

Nitya has lots of memories in Quipu. One of her best memories, although, is her first sale. Every time they close a sale, they celebrate it and communicate it to the others by ringing the bell. This is such a satisfaction for her because the whole firm learns of the good news and applause fills the room. She also remembers the first time she called the clients to talk with them about the product, her first demo, etc. Although it was a lot of pressure, it is now a good memory for her.

“In a startup, you have plenty of memories, and they are really good.

This is not a monotonous job, you are in contact with all the teams of the startups.

Things happen every day, this is nothing boring.”

 

As a Sales Manager, Nitya has to make sure the whole Sales Team has all the tools needed to develop the business. Everything needs to be 100% clear so the Sales Team can work. They need to know the pitch to tell to the clients, theirs needs, etc. Individually, they try to achieve common goals.

When Nitya was asked to describe Quipu in three words, she answered that, above all, “eQuipu” is the most important for her.

 

“I could say words like technology, simplifying, etc. But these words you can also find them in many other firms. For me the most important in eQuipu is the energy, vitality, movement, connection, etc.”

 

If you are eager to develop your career in the Sales department of a growing startup and to join this Sales Team which is facing new challenges every day, apply here!