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Find, Prospect & Close: §Þ§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §Ñ§ä§Ñ§Ü§Ñ

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Conformato
Conformato

§£§Ñ§ã§Ú§Ý§Ú§Û §³§à§Ý§à§ë§å§Ü §Ó §á§à§ã§Ý§Ö§Õ§ß§Ú§Û §Õ§Ö§ß§î §ß§Ö§Õ§Ö§Ý§Ú §à §Ò§í§ã§ä§â§í§ç §ã§Õ§Ö§Ý§Ü§Ñ§ç §ß§Ñ Conformato Conference 2014 §Ó§í§ã§ä§å§á§Ú§Ý §ã §Õ§à§Ü§Ý§Ñ§Õ§à§Þ §ß§Ñ §ä§Ö§Þ§å "Find, Prospect & Close: §Þ§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §Ñ§ä§Ñ§Ü§Ñ". §°§ã§ß§à§Ó§ß§í§Ö §ä§Ö§Ù§Ú§ã§í §Õ§à§Ü§Ý§Ñ§Õ§Ñ: - §¤§à§ä§à§Ó§Ú§Þ§ã§ñ §Ü §Ñ§ä§Ñ§Ü§Ö: §Ü§Ñ§Ü §á§â§Ñ§Ó§Ú§Ý§î§ß§à §â§Ñ§Ù§Ò§Ú§ä§î §á§â§à§Õ§Ñ§Ø§å §ß§Ñ §ï§ä§Ñ§á§í? - §ª§ë§Ö§Þ §è§Ö§Ý§î: §Ü§Ñ§Ü §Ò§í§ã§ä§â§à §ß§Ñ§Û§ä§Ú, §Ü§à§Þ§å §á§â§à§Õ§Ñ§Ó§Ñ§ä§î? - §¡§ä§Ñ§Ü§å§Ö§Þ: §Ü§Ñ§Ü §Ó§í§Û§ä§Ú §ß§Ñ §ã§Ó§ñ§Ù§î §ã §Ý§Ú§è§Ñ§Þ§Ú §á§â§Ú§ß§Ú§Þ§Ñ§ð§ë§Ú§Þ§Ú §â§Ö§ê§Ö§ß§Ú§ñ? - §©§Ñ§Ü§â§í§Ó§Ñ§Ö§Þ: §Ü§Ñ§Ü §á§â§Ñ§Ó§Ú§Ý§î§ß§à §á§à§Ý§å§é§Ú§ä§î §ß§Ö§Ò§à§Ý§î§ê§à§Û §á§â§à§Ö§Ü§ä, §Ü§à§ä§à§â§í§Û §ã§ä§Ñ§ß§Ö§ä §Õ§à§Ý§Ô§à§ã§â§à§é§ß§í§Þ? =§¹§ä§à§Ò§í §á§à§ã§Þ§à§ä§â§Ö§ä§î §Ó§Ú§Õ§Ö§à§Ù§Ñ§á§Ú§ã§î §Õ§à§Ü§Ý§Ñ§Õ§Ñ, §Ù§Ñ§â§Ö§Ô§Ú§ã§ä§â§Ú§â§å§Û§ä§Ö§ã§î §Ù§Õ§Ö§ã§î: http://goo.gl/O8FaAc =

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? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ §£§Ñ§ã§Ú§Ý§Ú§Û §³§à§Ý§à§ë§å§Ü Chief Executive Officer
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §° §ã§Ö§Ò§Ö ? §²§Ñ§Ù§â§Ñ§Ò§à§ä§Ü§Ú §±§° 14 §Ý§Ö§ä ? CEO §Ó INSART 7 §Ý§Ö§ä ? INSART - Software Engineering and R&D - 50 §é§Ö§Ý§à§Ó§Ö§Ü - Financial Services, e-Commerce, Telecom, Automotive, Security - Java (EE, Spring, Android), JavaScript / HTML5, Ruby on Rails - Enterprise Software, Web, Mobile - §²§í§ß§à§Ü USA, Europe - §´§Ö§Þ§á§í +40% §á§à §Õ§à§ç§à§Õ§å §Ó §Ô§à§Õ ? §·§à§Ò§Ò§Ú: - §³§Ö§Þ§î§ñ §Õ§Ö§ä§Ú - §±§â§Ö§á§à§Õ§Ñ§ð §Ó §·§±§ª 2 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §° §é§Ö§Þ §á§à§Ô§à§Ó§à§â§Ú§Þ §ã§Ö§Ô§à§Õ§ß§ñ ?§¹§ä§à §Þ§í §á§â§à§Õ§Ñ§Ö§Þ? ?§¬§Ñ§Ü §á§â§Ñ§Ó§Ú§Ý§î§ß§à §â§Ñ§Ù§Ò§Ú§ä§î §á§â§à§Õ§Ñ§Ø§å §ß§Ñ §ï§ä§Ñ§á§í? ?§¬§Ñ§Ü §Ò§í§ã§ä§â§à §ß§Ñ§Û§ä§Ú, §Ü§à§Þ§å §á§â§à§Õ§Ñ§Ó§Ñ§ä§î? ?§¬§Ñ§Ü §Ó§í§Û§ä§Ú §ß§Ñ §ã§Ó§ñ§Ù§î §ã §Ý§Ú§è§Ñ§Þ§Ú §á§â§Ú§ß§Ú§Þ§Ñ§ð§ë§Ú§Þ§Ú §â§Ö§ê§Ö§ß§Ú§ñ? ?§¬§Ñ§Ü §á§â§Ñ§Ó§Ú§Ý§î§ß§à §á§â§Ö§Õ§Ý§à§Ø§Ú§ä§î §Ü§à§â§à§ä§Ü§Ú§Û §á§â§à§Ö§Ü§ä, §Ü§à§ä§à§â§í§Û §ã§ä§Ñ§ß§Ö§ä §Õ§Ý§Ú§ß§ß§í§Þ? ?§¬§Ñ§Ü §Ò§í§ã§ä§â§à §Ù§Ñ§Ü§â§í§ä§î §ã§Õ§Ö§Ý§Ü§å? 3 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §¹§ä§à §á§â§à§Õ§Ñ§Ö§Þ? 4 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §±§â§à§è§Ö§ã§ã B2B §á§â§à§Õ§Ñ§Ø§Ú Find ? Lead generation Prospect ? Follow up Close ? Deal closing Account ? Account management Lead Opportunity Contract 5 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 Find: Lead Generation 6 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §¬§à§Ô§à §Ú§ë§Ö§Þ ? §³ §Ü§Ö§Þ §Ú§ë§Ö§Þ §Ü§à§ß§ä§Ñ§Ü§ä: - Decision Makers §Ú§Ý§Ú §­§±§² ¨C §Ý§ð§Õ§Ú, §á§â§Ú§ß§Ú§Þ§Ñ§ð§ë§Ú§Ö §â§Ö§ê§Ö§ß§Ú§ñ - CEO, CTO, VP Technology, VP Engineering ? §®§à§Õ§Ö§Ý§î §â§Ñ§Ò§à§ä§í: - §¥§Ý§ñ §ã§ä§Ñ§â§ä§Ñ: §á§â§à§Ò§ß§í§Û §á§â§à§Ö§Ü§ä (1-3 §Þ§Ö§ã. §ß§Ñ 1 §é§Ö§Ý§à§Ó§Ö§Ü§Ñ) - §¥§à§Ý§Ô§à§ã§â§à§é§ß§Ñ§ñ §è§Ö§Ý§î: dedicated team §à§ä 2+ §é§Ö§Ý§à§Ó§Ö§Ü ? §©§Ñ§Ü§Ñ§Ù§é§Ú§Ü§Ú: §Õ§à§Ý§Ø§ß§í §Ü§à§â§â§Ö§Ý§Ú§â§à§Ó§Ñ§ä§î §ã §ß§Ñ§Þ§Ú - §¯§Ú§ê§Ñ (§ï§Ü§ã§á§Ö§â§ä§Ú§Ù§Ñ): §ä§Ö§ç§ß§à§Ý§à§Ô§Ú§ñ, §ä§Ú§á §â§Ö§ê§Ö§ß§Ú§ñ, §Õ§à§Þ§Ö§ß - §´§Ú§á: software vendors for big industries, software services or products - §²§Ñ§Ù§Þ§Ö§â: ?§Ó§Ù§Ý§Ö§ä§Ö§Ó§ê§Ú§Ö? §ã§ä§Ñ§â§ä§Ñ§á§í (10 ¨C 100 §é§Ö§Ý§à§Ó§Ö§Ü) - §³§ä§Ñ§Õ§Ú§ñ: §ã§ä§Ñ§â§ä§Ñ§á§í §ã §ç§à§â§à§ê§Ö§Û Seed §Ú§Ý§Ú Series A §Ú§ß§Ó§Ö§ã§ä§Ú§è§Ú§Ö§Û 7 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §£§í§Ò§Ú§â§Ñ§Ö§Þ §ß§Ñ§ê§å §ß§Ú§ê§å §á§à §ï§Ü§ã§á§Ö§â§ä§Ú§Ù§Ö ? §´§Ö§ç§ß§à§Ý§à§Ô§Ú§ñ - Java - .NET - PHP - Ruby on Rails - JavaScript / HTML5 - Android - iOS - C - C++ - Python ? §¢§Ú§Ù§ß§Ö§ã §Õ§à§Þ§Ö§ß - Telecom - Financial Services - E-Commerce - Health Care - Digital Marketing ? §´§Ú§á §â§Ö§ê§Ö§ß§Ú§ñ - Web - Mobile - Cloud - Desktop - Embedded 8 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §¤§Õ§Ö: §ã§Ñ§Û§ä §â§Ñ§Ò§à§ä§í §¯§Ñ§ê§Ñ §ï§Ü§ã§á§Ö§â§ä§Ú§Ù§Ñ §á§à §ä§Ö§ç§ß§à§Ý§à§Ô§Ú§Ú: Java, C#, Ruby, PHP, C++, iOS, Android, etc. 9 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 Select non-Outsourcing company: Non Service, Consulting, Office in India 2 offices: Mountain View, San Diego 10 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §©§Ñ§ç§Ó§Ñ§ä §è§Ö§Ý§Ö§Û Vice President of Engineering ¨C §ä§Ö§ç§ß§Ñ§â§î CEO ¨C Business guy 11 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §³§à§Ò§Ú§â§Ñ§Ö§Þ §Ú§ß§æ§à§â§Þ§Ñ§è§Ú§ð §à §á§à§ä§â§Ö§Ò§ß§à§ã§ä§ñ§ç §´§Ñ§Ü§Ø§Ö §ã§Þ§à§ä§â§Ú§Þ §ß§Ñ §Ú§ç §ã§ä§â§Ñ§ß§Ú§è§å §Ü§Ñ§â§î§Ö§â§í §ß§Ñ §Ü§à§â§á§à§â§Ñ§ä§Ú§Ó§ß§à§Þ §ã§Ñ§Û§ä§Ö: http://www.storycloud.co/careers/ §µ Barry §ß§Ñ§á§Ú§ã§Ñ§ß§à §Þ§ß§à§Ô§à §á§à§Ý§Ö§Ù§ß§à§Û §Ú§ß§æ§í. §¹§Ñ§ã§ä§à §ß§Ñ LinkedIn §á§Ú§ê§å§ä §Ò§à§Ý§Ö§Ö §Ñ§Ü§ä§å§Ñ§Ý§î§ß§å§ð §Ú§ß§æ§å, §é§Ö§Þ §ß§Ñ §ã§Ñ§Û§ä§Ö: §¹§Ö§ä§Ü§à §ã§Ü§Ñ§Ù§Ñ§ß§à, §Ü§à§Ô§à §Ú§ë§å§ä §°§á§Ú§ã§Ñ§ß §Ò§Ú§Ù§ß§Ö§ã §Õ§à§Þ§Ö§ß §Ú §ä§Ú§á §ä§Ö§ç§ß§à§Ý§à§Ô§Ú§é§Ö§ã§Ü§à§Ô§à §â§Ö§ê§Ö§ß§Ú§ñ §Ü§à§Þ§á§Ñ§ß§Ú§Ú §¹§Ö§Þ §Ù§Ñ§ß§ñ§ä §ã§Ñ§Þ §¢§Ñ§â§â§Ú ¨C §ç§à§â§à§ê§Ñ§ñ §Ù§Ñ§è§Ö§á§Ü§Ñ §Õ§Ý§ñ §á§Ö§â§Ó§à§Ô§à §Ü§à§ß§ä§Ñ§Ü§ä§Ñ 12 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 Prospect: Follow Up 13 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §±§Ö§â§Ó§í§Û §Ü§à§ß§ä§Ñ§Ü§ä §à§é§Ö§ß§î §Ó§Ñ§Ø§Ö§ß! ? §±§Ú§ê§Ö§Þ §á§â§Ñ§Ó§Ú§Ý§î§ß§à §Ü§Ñ§ã§ä§à§Þ§ß§à§Ö §á§Ú§ã§î§Þ§à §ß§Ñ LinkedIn - §³§ß§Ñ§é§Ñ§Ý§Ñ §Ü§à§ß§ß§Ö§Ü§ä, §á§à§ä§à§Þ §á§Ú§ã§î§Þ§à - §ª§ã§á§à§Ý§î§Ù§å§Ö§Þ Introduction - §¦§ã§Ý§Ú §ß§Ö §ç§à§é§Ö§ä §Ü§à§ß§ß§Ö§Ü§ä§Ú§ä§î, §ä§à §Ó InMail ? §¥§Ý§ñ §å§Ó§Ö§â§Ö§ß§ß§à§ã§ä§Ú §á§Ú§ê§Ö§Þ §à§Ò§à§Ú§Þ - §´§Ö§ç§ß§Ñ§â§ð (CTO) - Business guy (CEO) 14 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §±§â§Ñ§Ó§Ú§Ý§î§ß§à§Ö §á§Ú§ã§î§Þ§à ? §­§Ñ§Ü§à§ß§Ú§é§ß§à (§ß§Ú§Ü§ä§à §ß§Ö §é§Ú§ä§Ñ§Ö§ä §Õ§Ý§Ú§ß§ß§í§Ö §á§Ú§ã§î§Þ§Ñ) ? 90% §à §Ü§Ý§Ú§Ö§ß§ä§Ö §Ú 10% §à §ã§Ö§Ò§Ö (§Ó§ã§Ö §Ý§ð§Ò§ñ§ä §é§Ú§ä§Ñ§ä§î §à §ã§Ö§Ò§Ö) ? §©§Ñ§Ô§à§Ý§à§Ó§à§Ü §Ó§Ñ§Ø§Ö§ß ¨C §à§Ò§â§Ñ§ä§Ú§ä§î§ã§ñ §á§à §Ú§Þ§Ö§ß§Ú (§á§Ö§â§ã§à§ß§Ñ§Ý§Ú§Ù§Ñ§è§Ú§ñ) ? §±§â§Ú§Ù§í§Ó §Ü §Õ§Ö§Û§ã§ä§Ó§Ú§ð ¨C §Ó§í§ç§à§Õ §ß§Ñ §ã§Ó§ñ§Ù§î (§é§ä§à-§ä§à, §é§ä§à §ä§â§Ö§Ò§å§Ö§ä §à§ä§Ó§Ö§ä§Ñ, §ß§à §Ò§í§ã§ä§â§à§Ô§à) ? §ª§Õ§Ö§Ñ§Ý§î§ß§à ¨C §ß§Ö §á§â§à§Õ§Ñ§Ó§Ñ§ä§î §ã§â§Ñ§Ù§å! ? §ª§Õ§Ö§Ñ§Ý§î§ß§à ¨C §Ó§í§ä§ñ§ß§å§ä§î §ß§Ñ §Ó§Ú§Õ§Ö§à §Ù§Ó§à§ß§à§Ü §Ó Skype 15 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §±§â§Ú§Þ§Ö§â §á§Ú§ã§Ö§Þ 16 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §£§í§ä§ñ§Ô§Ú§Ó§Ñ§Ö§Þ §ß§Ñ §Ó§Ú§Õ§Ö§à-§Ù§Ó§à§ß§à§Ü §Ó Skype ? 15-30 §Þ§Ú§ß§å§ä ? §³§Õ§Ö§Ý§Ñ§ä§î §á§Ú§ä§é §á§â§à §ã§Ö§Ò§ñ ? §±§à§Ü§Ñ§Ù§Ñ§ä§î §á§â§Ö§Ù§Ö§ß§ä§Ñ§è§Ú§ð §à §Ü§à§Þ§á§Ñ§ß§Ú§Ú ? §£§Ú§Ù§å§Ñ§Ý§î§ß§í§Û §Ü§à§ß§ä§Ñ§Ü§ä §à§é§Ö§ß§î §Ó§Ñ§Ø§Ö§ß ¨C §á§â§à§Ú§ã§ç§à§Õ§Ú§ä §â§Ñ§á§à§â§ä 17 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 Make an Offering ? §ª§ß§ä§Ö§â§Ó§î§ð §ã §ß§Ñ§ê§Ú§Þ§Ú §ä§Ö§ç§ß§Ú§é§Ö§ã§Ü§Ú§Þ§Ú §ã§á§Ö§è§Ú§Ñ§Ý§Ú§ã§ä§Ñ§Þ§Ú ¨C §é§ä§à§Ò§í §á§à§Ü§Ñ§Ù§Ñ§ä§î §å§â§à§Ó§Ö§ß§î ? §±§â§Ö§Õ§Ý§à§Ø§Ú§ä§î §ã§Õ§Ö§Ý§Ñ§ä§î §ä§Ö§ã§ä§à§Ó§í§Û §á§â§à§Ö§Ü§ä (1-3 §Þ§Ö§ã.) §ß§Ñ fixed price ¨C §é§ä§à§Ò§í §á§à§Ü§Ñ§Ù§Ñ§ä§î §á§â§à§è§Ö§ã§ã ? §±§à§ã§ä§à§ñ§ß§ß§à §Ò§í§ä§î §ß§Ñ §ã§Ó§ñ§Ù§Ú (§Ó§Ü§Ý§ð§é§Ú§ä§î §Ó CRM §Ò§Ñ§Ù§å §Õ§Ñ§ß§ß§í§ç §Ú §á§Ö§â§Ú§à§Õ§Ú§é§Ö§ã§Ü§Ú §á§Ú§ã§Ñ§ä§î §á§Ú§ã§î§Þ§Ñ, §Ó§í§ñ§ã§ß§ñ§ä§î §á§à§ä§â§Ö§Ò§à§ß§à§ã§ä§î) ? §¥§à§ã§ä§Ú§Ô§Ñ§Ö§Þ §ç§à§â§à§ê§Ö§Ô§à §å§â§à§Ó§ß§ñ §Õ§à§Ó§Ö§â§Ú§ñ - §Ô§à§ä§à§Ó§í §â§Ñ§Ò§à§ä§Ñ§ä§î §ã §ß§Ñ§Þ§Ú, §ä§à §á§Ö§â§Ö§ç§à§Õ§Ú§Þ §Ü Deal Closing 18 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 Close: Deal Closing 19 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §±§â§à§Ó§Ö§Õ§Ö§ß §Ý§Ú §Ò§Ú§Ù§ß§Ö§ã §Ñ§ß§Ñ§Ý§Ú§Ù? ? §¦§ã§Ý§Ú §ß§Ö§ä ¨C §á§â§à§Õ§Ñ§Ö§Þ §ß§Ñ§á§Ú§ã§Ñ§ß§Ú§Ö §ã§á§Ö§è§Ú§æ§Ú§Ü§Ñ§è§Ú§Ú ? §¦§ã§Ý§Ú §á§â§à§Ö§Ü§ä §ã§à§Ó§ã§Ö§Þ §ß§Ö§Ò§à§Ý§î§ê§à§Û, §ä§à §Õ§Ö§Ý§Ñ§Ö§Þ §ã§Ñ§Þ§Ú §Ò§Ö§ã§á§Ý§Ñ§ä§ß§à ? §¸§Ö§Ý§î ¨C §Ú§Þ§Ö§ä§î §é§Ö§ä§Ü§à §à§á§Ú§ã§Ñ§ß§ß§í§Û §à§Ò§ì§Ö§Þ §â§Ñ§Ò§à§ä§í §Õ§Ý§ñ §ã§ä§Ñ§â§ä§Ñ §á§â§à§Ö§Ü§ä§Ñ 20 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 Dedicated Team §Ú T&M ? §±§â§à§Õ§Ñ§Ö§Þ Agile Development ? §¤§à§ä§à§Ó§í §Ý§Ú §ã§â§Ñ§Ù§å §Ò§â§Ñ§ä§î §Ý§ð§Õ§Ö§Û §Ü§Ñ§Ü Dedicated Team / T&M? ? §¦§ã§Ý§Ú §Õ§Ñ ¨C §é§Ö§ä§Ü§à §Ó§í§ñ§ã§ß§ñ§Ö§Þ §ä§â§Ö§Ò§à§Ó§Ñ§ß§Ú§ñ §Ü §Ú§ã§Ü§à§Þ§í§Þ §ã§á§Ö§è§Ñ§Þ §Ú §ß§Ñ§é§Ú§ß§Ñ§Ö§Þ §â§Ö§Ü§â§å§ä§Ú§ß§Ô - §¯§à§Ó§í§Ö ¨C §Õ§à§Ý§Ø§Ö§ß §Ò§í§ä§î §ç§à§â§à§ê§à §á§à§ã§ä§Ñ§Ó§Ý§Ö§ß§ß§í§Û §á§â§à§è§Ö§ã§ã §â§Ö§Ü§â§å§ä§Ú§ß§Ô§Ñ - §³ §Ò§Ö§ß§é§Ñ ¨C §à§Ò§í§é§ß§à §Õ§Ý§ñ §Ü§â§å§á§ß§í§ç §Ü§à§Þ§á§Ñ§ß§Ú§Û, §Ú§Þ§Ö§ð§ë§Ú§ç §Ò§Ö§ß§é - §³ §Õ§â§å§Ô§à§Ô§à §á§â§à§Ö§Ü§ä§Ñ ¨C §Õ§Ý§ñ §Ò§í§ã§ä§â§à§Ô§à §ã§ä§Ñ§â§ä§Ñ §ß§à§Ó§à§Ô§à §Ù§Ñ§Ü§Ñ§Ù§é§Ú§Ü§Ñ ? §¥§Ý§ñ §å§Ó§Ö§â§Ö§ß§ß§à§ã§ä§Ú §á§â§Ö§Õ§Ý§Ñ§Ô§Ñ§Ö§Þ §á§â§à§Ò§ß§í§Û §á§Ö§â§Ú§à§Õ (1-3 §Þ§Ö§ã.) §ã §Ó§à§Ù§Þ§à§Ø§ß§à§ã§ä§î§ð §â§Ñ§Ù§à§â§Ó§Ñ§ä§î §à§ä§ß§à§ê§Ö§ß§Ú§ñ §Ó §Ý§ð§Ò§à§Û §Þ§à§Þ§Ö§ß§ä ? §±§â§Ö§Õ§Ý§Ñ§Ô§Ñ§Ö§Þ §á§â§à§ã§à§Ò§Ö§ã§Ö§Õ§à§Ó§Ñ§ä§î §Ü§à§ß§Ü§â§Ö§ä§ß§í§ç §ã§á§Ö§è§à§Ó 21 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 Fixed Price ? §¦§ã§Ý§Ú §ß§Ö §Ô§à§ä§à§Ó§í §ã§â§Ñ§Ù§å §Õ§Ö§Ý§Ñ§ä§î §Ó§Ö§ã§î §á§â§à§Ö§Ü§ä ¨C §Õ§Ö§Ý§Ñ§Ö§Þ §á§â§à§Ò§ß§í§Û MVP (§ß§Ñ 1-3 §Þ§Ö§ã.) ? §°§Ò§ñ§Ù§Ñ§ä§Ö§Ý§î§ß§à §ß§Ñ§Ý§Ú§é§Ú§Ö §é§Ö§ä§Ü§à§Û §ã§á§Ö§è§Ú§æ§Ú§Ü§Ñ§è§Ú§Ú (§Ö§ã§Ý§Ú §ß§Ö§ä ¨C §á§Ú§ê§Ö§Þ) ? §¹§Ö§ä§Ü§Ú§Ö §Ü§â§Ú§ä§Ö§â§Ú§Ú §ã§Õ§Ñ§é§Ú §á§â§à§Ö§Ü§ä§Ñ - Acceptance criteria - Deliverables 22 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §µ§ã§Ý§à§Ó§Ú§ñ §Ü§à§ß§ä§â§Ñ§Ü§ä§Ñ ? §¬§Ñ§Ü §Þ§à§Ø§ß§à §Þ§Ö§ß§î§ê§Ö §ß§Ñ§ê§Ú§ç §â§Ú§ã§Ü§à§Ó (§á§å§ã§ä§î §ã§Ñ§Þ§Ú §Õ§à§Ò§Ñ§Ó§Ý§ñ§ð§ä) ? §±§â§Ö§Õ§à§á§Ý§Ñ§ä§Ñ (§Õ§Ý§ñ fixed price ¨C §à§Ò§ñ§Ù§Ñ§ä§Ö§Ý§î§ß§à §ß§Ñ 1-2 §Þ§Ö§ã. §ã§ä§à§Ú§Þ§à§ã§ä§Ú §Ó§Ñ§ê§Ú§ç §â§Ö§ã§å§â§ã§à§Ó §Õ§Ý§ñ §ï§ä§à§Ô§à §á§â§à§Ö§Ü§ä§Ñ) ? Non-competition ¨C §å§Ü§Ñ§Ù§Ñ§ä§î, §é§ä§à §Þ§à§Ø§Ö§Þ §â§Ñ§Ù§â§Ñ§Ò§Ñ§ä§í§Ó§Ñ§ä§î §á§à§Õ§à§Ò§ß§í§Ö §â§Ö§ê§Ö§ß§Ú§ñ ? §¯§Ö §á§Ö§â§Ö§Þ§Ñ§ß§Ú§Ó§Ñ§ß§Ú§Ö §ß§Ñ§ê§Ú§ç §Ü§Ñ§Õ§â§à§Ó ? Dedicated team: §á§â§Ö§Õ§å§á§â§Ö§Ø§Õ§Ö§ß§Ú§Ö §à§Ò §à§Ü§à§ß§é§Ñ§ß§Ú§Ú §Ù§Ñ 1-2 §Þ§Ö§ã§ñ§è§Ñ ? T&M: §°§á§Ý§Ñ§ä§Ñ §Ó§ã§Ö§Ô§à §Ó§â§Ö§Þ§Ö§ß§Ú, §Õ§Ñ§Ø§Ö §ä§à§Ô§Õ§Ñ, §Ü§à§Ô§Õ§Ñ §ß§Ö §Ò§í§Ý§à §Ù§Ñ§Õ§Ñ§é ? §ª§Ù§Ò§Ö§Ô§Ñ§Ö§Þ §ê§ä§â§Ñ§æ§à§Ó (§Ý§ð§Ò§í§ç) 23 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §±§à§Õ§á§Ú§ã§í§Ó§Ñ§Ö§Þ §Ü§à§ß§ä§â§Ñ§Ü§ä ? §£§ã§Ö§Ô§Õ§Ñ §Õ§à§Ý§Ø§Ö§ß §Ò§í§ä§î §Ô§à§ä§à§Ó §ä§Ú§á§à§Ó§à§Û §Ü§à§ß§ä§â§Ñ§Ü§ä ? §©§Ñ§ã§í§Ý§Ñ§Ö§Þ §Ü§à§ß§ä§â§Ñ§Ü§ä §ß§Ñ §ã§à§Ô§Ý§Ñ§ã§à§Ó§Ñ§ß§Ú§Ö §Ü§Ñ§Ü §ä§à§Ý§î§Ü§à §Ö§ã§ä§î §é§Ö§ä§Ü§Ú§Ö §â§Ñ§Þ§Ü§Ú Opportunity ? §¯§Ö §à§Ò§Ö§ë§Ñ§Ö§Þ §ß§Ö§Ó§í§á§à§Ý§ß§Ú§Þ§à§Ö ? §£§ã§Ö§Ô§Õ§Ñ §á§â§à§Ó§Ö§â§ñ§Ö§Þ §ß§Ñ§Ý§Ú§é§Ú§Ö §â§Ö§ã§å§â§ã§à§Ó ? §³§Ý§Ö§Õ§Ú§Þ §Ù§Ñ §ä§Ö§ç§ß§Ú§é§Ö§ã§Ü§à§Û §Ü§à§Þ§Ñ§ß§Õ§à§Û, §à§ã§à§Ò§Ö§ß§ß§à §ß§Ñ §ï§ä§Ñ§á§Ö §ã§Õ§Ñ§é§Ú §á§â§à§Ö§Ü§ä§Ñ 24 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 Account Management 25 §Ú§Ù 26
? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §³§á§Ñ§ã§Ú§Ò§à §Ù§Ñ §Ó§ß§Ú§Þ§Ñ§ß§Ú§Ö! Vasiliy Soloshchuk INSART, Chief Executive Officer www.insart.com LinkedIn.com/in/vsolo vsolo@insart.com soloshchuk 26 §Ú§Ù 26

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  • 1. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ §£§Ñ§ã§Ú§Ý§Ú§Û §³§à§Ý§à§ë§å§Ü Chief Executive Officer
  • 2. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §° §ã§Ö§Ò§Ö ? §²§Ñ§Ù§â§Ñ§Ò§à§ä§Ü§Ú §±§° 14 §Ý§Ö§ä ? CEO §Ó INSART 7 §Ý§Ö§ä ? INSART - Software Engineering and R&D - 50 §é§Ö§Ý§à§Ó§Ö§Ü - Financial Services, e-Commerce, Telecom, Automotive, Security - Java (EE, Spring, Android), JavaScript / HTML5, Ruby on Rails - Enterprise Software, Web, Mobile - §²§í§ß§à§Ü USA, Europe - §´§Ö§Þ§á§í +40% §á§à §Õ§à§ç§à§Õ§å §Ó §Ô§à§Õ ? §·§à§Ò§Ò§Ú: - §³§Ö§Þ§î§ñ §Õ§Ö§ä§Ú - §±§â§Ö§á§à§Õ§Ñ§ð §Ó §·§±§ª 2 §Ú§Ù 26
  • 3. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §° §é§Ö§Þ §á§à§Ô§à§Ó§à§â§Ú§Þ §ã§Ö§Ô§à§Õ§ß§ñ ?§¹§ä§à §Þ§í §á§â§à§Õ§Ñ§Ö§Þ? ?§¬§Ñ§Ü §á§â§Ñ§Ó§Ú§Ý§î§ß§à §â§Ñ§Ù§Ò§Ú§ä§î §á§â§à§Õ§Ñ§Ø§å §ß§Ñ §ï§ä§Ñ§á§í? ?§¬§Ñ§Ü §Ò§í§ã§ä§â§à §ß§Ñ§Û§ä§Ú, §Ü§à§Þ§å §á§â§à§Õ§Ñ§Ó§Ñ§ä§î? ?§¬§Ñ§Ü §Ó§í§Û§ä§Ú §ß§Ñ §ã§Ó§ñ§Ù§î §ã §Ý§Ú§è§Ñ§Þ§Ú §á§â§Ú§ß§Ú§Þ§Ñ§ð§ë§Ú§Þ§Ú §â§Ö§ê§Ö§ß§Ú§ñ? ?§¬§Ñ§Ü §á§â§Ñ§Ó§Ú§Ý§î§ß§à §á§â§Ö§Õ§Ý§à§Ø§Ú§ä§î §Ü§à§â§à§ä§Ü§Ú§Û §á§â§à§Ö§Ü§ä, §Ü§à§ä§à§â§í§Û §ã§ä§Ñ§ß§Ö§ä §Õ§Ý§Ú§ß§ß§í§Þ? ?§¬§Ñ§Ü §Ò§í§ã§ä§â§à §Ù§Ñ§Ü§â§í§ä§î §ã§Õ§Ö§Ý§Ü§å? 3 §Ú§Ù 26
  • 4. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §¹§ä§à §á§â§à§Õ§Ñ§Ö§Þ? 4 §Ú§Ù 26
  • 5. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §±§â§à§è§Ö§ã§ã B2B §á§â§à§Õ§Ñ§Ø§Ú Find ? Lead generation Prospect ? Follow up Close ? Deal closing Account ? Account management Lead Opportunity Contract 5 §Ú§Ù 26
  • 6. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 Find: Lead Generation 6 §Ú§Ù 26
  • 7. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §¬§à§Ô§à §Ú§ë§Ö§Þ ? §³ §Ü§Ö§Þ §Ú§ë§Ö§Þ §Ü§à§ß§ä§Ñ§Ü§ä: - Decision Makers §Ú§Ý§Ú §­§±§² ¨C §Ý§ð§Õ§Ú, §á§â§Ú§ß§Ú§Þ§Ñ§ð§ë§Ú§Ö §â§Ö§ê§Ö§ß§Ú§ñ - CEO, CTO, VP Technology, VP Engineering ? §®§à§Õ§Ö§Ý§î §â§Ñ§Ò§à§ä§í: - §¥§Ý§ñ §ã§ä§Ñ§â§ä§Ñ: §á§â§à§Ò§ß§í§Û §á§â§à§Ö§Ü§ä (1-3 §Þ§Ö§ã. §ß§Ñ 1 §é§Ö§Ý§à§Ó§Ö§Ü§Ñ) - §¥§à§Ý§Ô§à§ã§â§à§é§ß§Ñ§ñ §è§Ö§Ý§î: dedicated team §à§ä 2+ §é§Ö§Ý§à§Ó§Ö§Ü ? §©§Ñ§Ü§Ñ§Ù§é§Ú§Ü§Ú: §Õ§à§Ý§Ø§ß§í §Ü§à§â§â§Ö§Ý§Ú§â§à§Ó§Ñ§ä§î §ã §ß§Ñ§Þ§Ú - §¯§Ú§ê§Ñ (§ï§Ü§ã§á§Ö§â§ä§Ú§Ù§Ñ): §ä§Ö§ç§ß§à§Ý§à§Ô§Ú§ñ, §ä§Ú§á §â§Ö§ê§Ö§ß§Ú§ñ, §Õ§à§Þ§Ö§ß - §´§Ú§á: software vendors for big industries, software services or products - §²§Ñ§Ù§Þ§Ö§â: ?§Ó§Ù§Ý§Ö§ä§Ö§Ó§ê§Ú§Ö? §ã§ä§Ñ§â§ä§Ñ§á§í (10 ¨C 100 §é§Ö§Ý§à§Ó§Ö§Ü) - §³§ä§Ñ§Õ§Ú§ñ: §ã§ä§Ñ§â§ä§Ñ§á§í §ã §ç§à§â§à§ê§Ö§Û Seed §Ú§Ý§Ú Series A §Ú§ß§Ó§Ö§ã§ä§Ú§è§Ú§Ö§Û 7 §Ú§Ù 26
  • 8. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §£§í§Ò§Ú§â§Ñ§Ö§Þ §ß§Ñ§ê§å §ß§Ú§ê§å §á§à §ï§Ü§ã§á§Ö§â§ä§Ú§Ù§Ö ? §´§Ö§ç§ß§à§Ý§à§Ô§Ú§ñ - Java - .NET - PHP - Ruby on Rails - JavaScript / HTML5 - Android - iOS - C - C++ - Python ? §¢§Ú§Ù§ß§Ö§ã §Õ§à§Þ§Ö§ß - Telecom - Financial Services - E-Commerce - Health Care - Digital Marketing ? §´§Ú§á §â§Ö§ê§Ö§ß§Ú§ñ - Web - Mobile - Cloud - Desktop - Embedded 8 §Ú§Ù 26
  • 9. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §¤§Õ§Ö: §ã§Ñ§Û§ä §â§Ñ§Ò§à§ä§í §¯§Ñ§ê§Ñ §ï§Ü§ã§á§Ö§â§ä§Ú§Ù§Ñ §á§à §ä§Ö§ç§ß§à§Ý§à§Ô§Ú§Ú: Java, C#, Ruby, PHP, C++, iOS, Android, etc. 9 §Ú§Ù 26
  • 10. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 Select non-Outsourcing company: Non Service, Consulting, Office in India 2 offices: Mountain View, San Diego 10 §Ú§Ù 26
  • 11. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §©§Ñ§ç§Ó§Ñ§ä §è§Ö§Ý§Ö§Û Vice President of Engineering ¨C §ä§Ö§ç§ß§Ñ§â§î CEO ¨C Business guy 11 §Ú§Ù 26
  • 12. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §³§à§Ò§Ú§â§Ñ§Ö§Þ §Ú§ß§æ§à§â§Þ§Ñ§è§Ú§ð §à §á§à§ä§â§Ö§Ò§ß§à§ã§ä§ñ§ç §´§Ñ§Ü§Ø§Ö §ã§Þ§à§ä§â§Ú§Þ §ß§Ñ §Ú§ç §ã§ä§â§Ñ§ß§Ú§è§å §Ü§Ñ§â§î§Ö§â§í §ß§Ñ §Ü§à§â§á§à§â§Ñ§ä§Ú§Ó§ß§à§Þ §ã§Ñ§Û§ä§Ö: http://www.storycloud.co/careers/ §µ Barry §ß§Ñ§á§Ú§ã§Ñ§ß§à §Þ§ß§à§Ô§à §á§à§Ý§Ö§Ù§ß§à§Û §Ú§ß§æ§í. §¹§Ñ§ã§ä§à §ß§Ñ LinkedIn §á§Ú§ê§å§ä §Ò§à§Ý§Ö§Ö §Ñ§Ü§ä§å§Ñ§Ý§î§ß§å§ð §Ú§ß§æ§å, §é§Ö§Þ §ß§Ñ §ã§Ñ§Û§ä§Ö: §¹§Ö§ä§Ü§à §ã§Ü§Ñ§Ù§Ñ§ß§à, §Ü§à§Ô§à §Ú§ë§å§ä §°§á§Ú§ã§Ñ§ß §Ò§Ú§Ù§ß§Ö§ã §Õ§à§Þ§Ö§ß §Ú §ä§Ú§á §ä§Ö§ç§ß§à§Ý§à§Ô§Ú§é§Ö§ã§Ü§à§Ô§à §â§Ö§ê§Ö§ß§Ú§ñ §Ü§à§Þ§á§Ñ§ß§Ú§Ú §¹§Ö§Þ §Ù§Ñ§ß§ñ§ä §ã§Ñ§Þ §¢§Ñ§â§â§Ú ¨C §ç§à§â§à§ê§Ñ§ñ §Ù§Ñ§è§Ö§á§Ü§Ñ §Õ§Ý§ñ §á§Ö§â§Ó§à§Ô§à §Ü§à§ß§ä§Ñ§Ü§ä§Ñ 12 §Ú§Ù 26
  • 13. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 Prospect: Follow Up 13 §Ú§Ù 26
  • 14. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §±§Ö§â§Ó§í§Û §Ü§à§ß§ä§Ñ§Ü§ä §à§é§Ö§ß§î §Ó§Ñ§Ø§Ö§ß! ? §±§Ú§ê§Ö§Þ §á§â§Ñ§Ó§Ú§Ý§î§ß§à §Ü§Ñ§ã§ä§à§Þ§ß§à§Ö §á§Ú§ã§î§Þ§à §ß§Ñ LinkedIn - §³§ß§Ñ§é§Ñ§Ý§Ñ §Ü§à§ß§ß§Ö§Ü§ä, §á§à§ä§à§Þ §á§Ú§ã§î§Þ§à - §ª§ã§á§à§Ý§î§Ù§å§Ö§Þ Introduction - §¦§ã§Ý§Ú §ß§Ö §ç§à§é§Ö§ä §Ü§à§ß§ß§Ö§Ü§ä§Ú§ä§î, §ä§à §Ó InMail ? §¥§Ý§ñ §å§Ó§Ö§â§Ö§ß§ß§à§ã§ä§Ú §á§Ú§ê§Ö§Þ §à§Ò§à§Ú§Þ - §´§Ö§ç§ß§Ñ§â§ð (CTO) - Business guy (CEO) 14 §Ú§Ù 26
  • 15. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §±§â§Ñ§Ó§Ú§Ý§î§ß§à§Ö §á§Ú§ã§î§Þ§à ? §­§Ñ§Ü§à§ß§Ú§é§ß§à (§ß§Ú§Ü§ä§à §ß§Ö §é§Ú§ä§Ñ§Ö§ä §Õ§Ý§Ú§ß§ß§í§Ö §á§Ú§ã§î§Þ§Ñ) ? 90% §à §Ü§Ý§Ú§Ö§ß§ä§Ö §Ú 10% §à §ã§Ö§Ò§Ö (§Ó§ã§Ö §Ý§ð§Ò§ñ§ä §é§Ú§ä§Ñ§ä§î §à §ã§Ö§Ò§Ö) ? §©§Ñ§Ô§à§Ý§à§Ó§à§Ü §Ó§Ñ§Ø§Ö§ß ¨C §à§Ò§â§Ñ§ä§Ú§ä§î§ã§ñ §á§à §Ú§Þ§Ö§ß§Ú (§á§Ö§â§ã§à§ß§Ñ§Ý§Ú§Ù§Ñ§è§Ú§ñ) ? §±§â§Ú§Ù§í§Ó §Ü §Õ§Ö§Û§ã§ä§Ó§Ú§ð ¨C §Ó§í§ç§à§Õ §ß§Ñ §ã§Ó§ñ§Ù§î (§é§ä§à-§ä§à, §é§ä§à §ä§â§Ö§Ò§å§Ö§ä §à§ä§Ó§Ö§ä§Ñ, §ß§à §Ò§í§ã§ä§â§à§Ô§à) ? §ª§Õ§Ö§Ñ§Ý§î§ß§à ¨C §ß§Ö §á§â§à§Õ§Ñ§Ó§Ñ§ä§î §ã§â§Ñ§Ù§å! ? §ª§Õ§Ö§Ñ§Ý§î§ß§à ¨C §Ó§í§ä§ñ§ß§å§ä§î §ß§Ñ §Ó§Ú§Õ§Ö§à §Ù§Ó§à§ß§à§Ü §Ó Skype 15 §Ú§Ù 26
  • 16. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §±§â§Ú§Þ§Ö§â §á§Ú§ã§Ö§Þ 16 §Ú§Ù 26
  • 17. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §£§í§ä§ñ§Ô§Ú§Ó§Ñ§Ö§Þ §ß§Ñ §Ó§Ú§Õ§Ö§à-§Ù§Ó§à§ß§à§Ü §Ó Skype ? 15-30 §Þ§Ú§ß§å§ä ? §³§Õ§Ö§Ý§Ñ§ä§î §á§Ú§ä§é §á§â§à §ã§Ö§Ò§ñ ? §±§à§Ü§Ñ§Ù§Ñ§ä§î §á§â§Ö§Ù§Ö§ß§ä§Ñ§è§Ú§ð §à §Ü§à§Þ§á§Ñ§ß§Ú§Ú ? §£§Ú§Ù§å§Ñ§Ý§î§ß§í§Û §Ü§à§ß§ä§Ñ§Ü§ä §à§é§Ö§ß§î §Ó§Ñ§Ø§Ö§ß ¨C §á§â§à§Ú§ã§ç§à§Õ§Ú§ä §â§Ñ§á§à§â§ä 17 §Ú§Ù 26
  • 18. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 Make an Offering ? §ª§ß§ä§Ö§â§Ó§î§ð §ã §ß§Ñ§ê§Ú§Þ§Ú §ä§Ö§ç§ß§Ú§é§Ö§ã§Ü§Ú§Þ§Ú §ã§á§Ö§è§Ú§Ñ§Ý§Ú§ã§ä§Ñ§Þ§Ú ¨C §é§ä§à§Ò§í §á§à§Ü§Ñ§Ù§Ñ§ä§î §å§â§à§Ó§Ö§ß§î ? §±§â§Ö§Õ§Ý§à§Ø§Ú§ä§î §ã§Õ§Ö§Ý§Ñ§ä§î §ä§Ö§ã§ä§à§Ó§í§Û §á§â§à§Ö§Ü§ä (1-3 §Þ§Ö§ã.) §ß§Ñ fixed price ¨C §é§ä§à§Ò§í §á§à§Ü§Ñ§Ù§Ñ§ä§î §á§â§à§è§Ö§ã§ã ? §±§à§ã§ä§à§ñ§ß§ß§à §Ò§í§ä§î §ß§Ñ §ã§Ó§ñ§Ù§Ú (§Ó§Ü§Ý§ð§é§Ú§ä§î §Ó CRM §Ò§Ñ§Ù§å §Õ§Ñ§ß§ß§í§ç §Ú §á§Ö§â§Ú§à§Õ§Ú§é§Ö§ã§Ü§Ú §á§Ú§ã§Ñ§ä§î §á§Ú§ã§î§Þ§Ñ, §Ó§í§ñ§ã§ß§ñ§ä§î §á§à§ä§â§Ö§Ò§à§ß§à§ã§ä§î) ? §¥§à§ã§ä§Ú§Ô§Ñ§Ö§Þ §ç§à§â§à§ê§Ö§Ô§à §å§â§à§Ó§ß§ñ §Õ§à§Ó§Ö§â§Ú§ñ - §Ô§à§ä§à§Ó§í §â§Ñ§Ò§à§ä§Ñ§ä§î §ã §ß§Ñ§Þ§Ú, §ä§à §á§Ö§â§Ö§ç§à§Õ§Ú§Þ §Ü Deal Closing 18 §Ú§Ù 26
  • 19. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 Close: Deal Closing 19 §Ú§Ù 26
  • 20. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §±§â§à§Ó§Ö§Õ§Ö§ß §Ý§Ú §Ò§Ú§Ù§ß§Ö§ã §Ñ§ß§Ñ§Ý§Ú§Ù? ? §¦§ã§Ý§Ú §ß§Ö§ä ¨C §á§â§à§Õ§Ñ§Ö§Þ §ß§Ñ§á§Ú§ã§Ñ§ß§Ú§Ö §ã§á§Ö§è§Ú§æ§Ú§Ü§Ñ§è§Ú§Ú ? §¦§ã§Ý§Ú §á§â§à§Ö§Ü§ä §ã§à§Ó§ã§Ö§Þ §ß§Ö§Ò§à§Ý§î§ê§à§Û, §ä§à §Õ§Ö§Ý§Ñ§Ö§Þ §ã§Ñ§Þ§Ú §Ò§Ö§ã§á§Ý§Ñ§ä§ß§à ? §¸§Ö§Ý§î ¨C §Ú§Þ§Ö§ä§î §é§Ö§ä§Ü§à §à§á§Ú§ã§Ñ§ß§ß§í§Û §à§Ò§ì§Ö§Þ §â§Ñ§Ò§à§ä§í §Õ§Ý§ñ §ã§ä§Ñ§â§ä§Ñ §á§â§à§Ö§Ü§ä§Ñ 20 §Ú§Ù 26
  • 21. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 Dedicated Team §Ú T&M ? §±§â§à§Õ§Ñ§Ö§Þ Agile Development ? §¤§à§ä§à§Ó§í §Ý§Ú §ã§â§Ñ§Ù§å §Ò§â§Ñ§ä§î §Ý§ð§Õ§Ö§Û §Ü§Ñ§Ü Dedicated Team / T&M? ? §¦§ã§Ý§Ú §Õ§Ñ ¨C §é§Ö§ä§Ü§à §Ó§í§ñ§ã§ß§ñ§Ö§Þ §ä§â§Ö§Ò§à§Ó§Ñ§ß§Ú§ñ §Ü §Ú§ã§Ü§à§Þ§í§Þ §ã§á§Ö§è§Ñ§Þ §Ú §ß§Ñ§é§Ú§ß§Ñ§Ö§Þ §â§Ö§Ü§â§å§ä§Ú§ß§Ô - §¯§à§Ó§í§Ö ¨C §Õ§à§Ý§Ø§Ö§ß §Ò§í§ä§î §ç§à§â§à§ê§à §á§à§ã§ä§Ñ§Ó§Ý§Ö§ß§ß§í§Û §á§â§à§è§Ö§ã§ã §â§Ö§Ü§â§å§ä§Ú§ß§Ô§Ñ - §³ §Ò§Ö§ß§é§Ñ ¨C §à§Ò§í§é§ß§à §Õ§Ý§ñ §Ü§â§å§á§ß§í§ç §Ü§à§Þ§á§Ñ§ß§Ú§Û, §Ú§Þ§Ö§ð§ë§Ú§ç §Ò§Ö§ß§é - §³ §Õ§â§å§Ô§à§Ô§à §á§â§à§Ö§Ü§ä§Ñ ¨C §Õ§Ý§ñ §Ò§í§ã§ä§â§à§Ô§à §ã§ä§Ñ§â§ä§Ñ §ß§à§Ó§à§Ô§à §Ù§Ñ§Ü§Ñ§Ù§é§Ú§Ü§Ñ ? §¥§Ý§ñ §å§Ó§Ö§â§Ö§ß§ß§à§ã§ä§Ú §á§â§Ö§Õ§Ý§Ñ§Ô§Ñ§Ö§Þ §á§â§à§Ò§ß§í§Û §á§Ö§â§Ú§à§Õ (1-3 §Þ§Ö§ã.) §ã §Ó§à§Ù§Þ§à§Ø§ß§à§ã§ä§î§ð §â§Ñ§Ù§à§â§Ó§Ñ§ä§î §à§ä§ß§à§ê§Ö§ß§Ú§ñ §Ó §Ý§ð§Ò§à§Û §Þ§à§Þ§Ö§ß§ä ? §±§â§Ö§Õ§Ý§Ñ§Ô§Ñ§Ö§Þ §á§â§à§ã§à§Ò§Ö§ã§Ö§Õ§à§Ó§Ñ§ä§î §Ü§à§ß§Ü§â§Ö§ä§ß§í§ç §ã§á§Ö§è§à§Ó 21 §Ú§Ù 26
  • 22. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 Fixed Price ? §¦§ã§Ý§Ú §ß§Ö §Ô§à§ä§à§Ó§í §ã§â§Ñ§Ù§å §Õ§Ö§Ý§Ñ§ä§î §Ó§Ö§ã§î §á§â§à§Ö§Ü§ä ¨C §Õ§Ö§Ý§Ñ§Ö§Þ §á§â§à§Ò§ß§í§Û MVP (§ß§Ñ 1-3 §Þ§Ö§ã.) ? §°§Ò§ñ§Ù§Ñ§ä§Ö§Ý§î§ß§à §ß§Ñ§Ý§Ú§é§Ú§Ö §é§Ö§ä§Ü§à§Û §ã§á§Ö§è§Ú§æ§Ú§Ü§Ñ§è§Ú§Ú (§Ö§ã§Ý§Ú §ß§Ö§ä ¨C §á§Ú§ê§Ö§Þ) ? §¹§Ö§ä§Ü§Ú§Ö §Ü§â§Ú§ä§Ö§â§Ú§Ú §ã§Õ§Ñ§é§Ú §á§â§à§Ö§Ü§ä§Ñ - Acceptance criteria - Deliverables 22 §Ú§Ù 26
  • 23. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §µ§ã§Ý§à§Ó§Ú§ñ §Ü§à§ß§ä§â§Ñ§Ü§ä§Ñ ? §¬§Ñ§Ü §Þ§à§Ø§ß§à §Þ§Ö§ß§î§ê§Ö §ß§Ñ§ê§Ú§ç §â§Ú§ã§Ü§à§Ó (§á§å§ã§ä§î §ã§Ñ§Þ§Ú §Õ§à§Ò§Ñ§Ó§Ý§ñ§ð§ä) ? §±§â§Ö§Õ§à§á§Ý§Ñ§ä§Ñ (§Õ§Ý§ñ fixed price ¨C §à§Ò§ñ§Ù§Ñ§ä§Ö§Ý§î§ß§à §ß§Ñ 1-2 §Þ§Ö§ã. §ã§ä§à§Ú§Þ§à§ã§ä§Ú §Ó§Ñ§ê§Ú§ç §â§Ö§ã§å§â§ã§à§Ó §Õ§Ý§ñ §ï§ä§à§Ô§à §á§â§à§Ö§Ü§ä§Ñ) ? Non-competition ¨C §å§Ü§Ñ§Ù§Ñ§ä§î, §é§ä§à §Þ§à§Ø§Ö§Þ §â§Ñ§Ù§â§Ñ§Ò§Ñ§ä§í§Ó§Ñ§ä§î §á§à§Õ§à§Ò§ß§í§Ö §â§Ö§ê§Ö§ß§Ú§ñ ? §¯§Ö §á§Ö§â§Ö§Þ§Ñ§ß§Ú§Ó§Ñ§ß§Ú§Ö §ß§Ñ§ê§Ú§ç §Ü§Ñ§Õ§â§à§Ó ? Dedicated team: §á§â§Ö§Õ§å§á§â§Ö§Ø§Õ§Ö§ß§Ú§Ö §à§Ò §à§Ü§à§ß§é§Ñ§ß§Ú§Ú §Ù§Ñ 1-2 §Þ§Ö§ã§ñ§è§Ñ ? T&M: §°§á§Ý§Ñ§ä§Ñ §Ó§ã§Ö§Ô§à §Ó§â§Ö§Þ§Ö§ß§Ú, §Õ§Ñ§Ø§Ö §ä§à§Ô§Õ§Ñ, §Ü§à§Ô§Õ§Ñ §ß§Ö §Ò§í§Ý§à §Ù§Ñ§Õ§Ñ§é ? §ª§Ù§Ò§Ö§Ô§Ñ§Ö§Þ §ê§ä§â§Ñ§æ§à§Ó (§Ý§ð§Ò§í§ç) 23 §Ú§Ù 26
  • 24. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §±§à§Õ§á§Ú§ã§í§Ó§Ñ§Ö§Þ §Ü§à§ß§ä§â§Ñ§Ü§ä ? §£§ã§Ö§Ô§Õ§Ñ §Õ§à§Ý§Ø§Ö§ß §Ò§í§ä§î §Ô§à§ä§à§Ó §ä§Ú§á§à§Ó§à§Û §Ü§à§ß§ä§â§Ñ§Ü§ä ? §©§Ñ§ã§í§Ý§Ñ§Ö§Þ §Ü§à§ß§ä§â§Ñ§Ü§ä §ß§Ñ §ã§à§Ô§Ý§Ñ§ã§à§Ó§Ñ§ß§Ú§Ö §Ü§Ñ§Ü §ä§à§Ý§î§Ü§à §Ö§ã§ä§î §é§Ö§ä§Ü§Ú§Ö §â§Ñ§Þ§Ü§Ú Opportunity ? §¯§Ö §à§Ò§Ö§ë§Ñ§Ö§Þ §ß§Ö§Ó§í§á§à§Ý§ß§Ú§Þ§à§Ö ? §£§ã§Ö§Ô§Õ§Ñ §á§â§à§Ó§Ö§â§ñ§Ö§Þ §ß§Ñ§Ý§Ú§é§Ú§Ö §â§Ö§ã§å§â§ã§à§Ó ? §³§Ý§Ö§Õ§Ú§Þ §Ù§Ñ §ä§Ö§ç§ß§Ú§é§Ö§ã§Ü§à§Û §Ü§à§Þ§Ñ§ß§Õ§à§Û, §à§ã§à§Ò§Ö§ß§ß§à §ß§Ñ §ï§ä§Ñ§á§Ö §ã§Õ§Ñ§é§Ú §á§â§à§Ö§Ü§ä§Ñ 24 §Ú§Ù 26
  • 25. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 Account Management 25 §Ú§Ù 26
  • 26. ? INSART, 1993-2014 Find, Prospect & Close: §®§à§Ý§ß§Ú§Ö§ß§à§ã§ß§Ñ§ñ §¡§ä§Ñ§Ü§Ñ ¨C §¬§à§ß§æ§Ö§â§Ö§ß§è§Ú§ñ Conformato, §¡§á§â§Ö§Ý§î, 2014 §³§á§Ñ§ã§Ú§Ò§à §Ù§Ñ §Ó§ß§Ú§Þ§Ñ§ß§Ú§Ö! Vasiliy Soloshchuk INSART, Chief Executive Officer www.insart.com LinkedIn.com/in/vsolo vsolo@insart.com soloshchuk 26 §Ú§Ù 26