As the founder of a startup, your first priority must be the product itself while you create the MVP (minimum viable product) and validate the product-market fit. But without a solid go-to-market strategy, you still won’t have a viable business.

This interactive discussion will introduce you to the basics of enterprise sales, specifically for entrepreneurs and technical founders. You’ll learn the basics of the typical sales process, how to conduct a value-based conversation, what collateral and marketing inputs you’ll need, and tips for winning competitive sales cycles.

Speaker Bio

Todd Laurence, Managing Director of Thimble Peak Advisors, is a sales leader in the technology industry. He has sold complex enterprise solutions and built sales teams globally for two decades. His industry expertise spans open source software, large scale analytics, robotics and artificial intelligence, supply chain/manufacturing, and even food/ag tech. Todd's sales leadership includes roles at both global technology giants and hardware/software startups, two of which achieved successful IPOs. He has deep expertise in Latin America, where he has closed business deals and delivered keynotes in fluent Spanish at conferences throughout the region. In addition, Todd manages a small family foundation dedicated to "venture philanthropy”, whose mission is to provide seed grants and mentoring to promising early stage non-profit organizations.


Todd received his undergraduate degree in Economics from Princeton University, and earned an MBA from The Anderson School at UCLA, where he was awarded the Carter Fellowship for graduating in the top 2% of his class. He is an avid runner, alpine skier, and outdoor enthusiast. 

Who can attend?

Open to students, postdocs, research scholars, faculty, staff, and alumni.

Registration is required.