Value Network Principles

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Unbank Ventures sells tickets for a variety of events. We are currently offering tickets to four events that will be held in Silicon Valley, New York, Seattle, and Washington D.C.. We are FinTech company. We suggest the events to people from other companies who are decision makers such as directors of marketing, CEOs, CMOs, or business development managers.

First, we do a research on making a list of family offices, FinTech companies, or blockchain companies. Basically I do all this work. After making this list of few hundreds of people, I do the research on each company to see if they are good fit for the events we have. The company should not be too big – the company should have less then 500 employees –  or should be a startup company. This is because we are selling tickets for networking events and if a company is already so big, they might not be very interested in the events; CEOs from startups are more likely to participate in those networking events to inform other companies about themselves.

Going through each one of these companies, one by one, is a hard process. It takes a while to do this because there are more than 500 companies until now. I will have to make another list of another 500 companies in the future. After figuring out if the companies are good fit for the event, I find the emails of one of the company’s decision makers using programs such as Clearbit, Hunter.io, or Dorbell. This has to be done all manually too.

After finding emails, I email them with the template I created. I have about four emails to send each one of them. The first email is an introduction to Unbank Ventures and the events we have. If a company reply to the email saying they are interested, I send them the second email that includes more details about the events. If they are not interested, I send them the fourth email, just to say thanks for listening. If they don’t reply, I send them another email to remind them one more time. If a company is super interested, I set up a call meeting with them and my CEO.  The CEO handle it from there and he tells me who to include in the ‘opportunity’ tab or who to take off the list. That is how we narrow people down from 500 to about 100 people.

We use CRM programs such as Hubspot and Salesforce. Usually, a company use only one CRM progrma; they use either Hubspot or Salesforce. But we are using both because the CEO used to use Hubspot and not he is trying to use Salesforce instead of Hubspot. This makes me a little confused because some companies are in Hubspot and some companies are in Salesforce. I have to make two separate lists to state who are in Salesforce and who are in Hubspot. We also use Gmail to email people so it became super confused. But the good thing about using Gmail is that I can send hundreds of emails at once; it has a program that is called ‘Mail Merge’. Before using Gmail, I emailed each one of them one by one which took me a whole day. But, after using Gmail, it takes about 10 minutes to email hundreds of people with one click. This helped a lot.

There are many companies that show interest in the events we have. We offer them the ticket and that’s how we generate revenue. If we feel like they are deciding whether or not to join in the events, we offer them a 30% discount. If a company wants to join the events but their budget is not enough, we sometimes offer them with the free ticket. But we have limited number of free tickets, so we can’t offer everyone with it.

My work was a hard process that takes too many times. But, as I get used to my work, I tried to find more flexible and efficient way of doing the work. My major is Finance and the work I do might sound nothing related to Finance. But I think it is because everything that people do in the field of finance is based on sales. I consider myself as a student who are learning the very basic stuff. I am sure that this work I do will be more than a plus in the future.

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