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Clarity

Nacho Harriague

Canada

15 years of experience in technology (B2C and B2B), gaming, media, and SaaS. Focus on Business Development, Sales and Marketing. At Fortune 500 (Disney), niche startups (Wayin/Flowics) and hyper-growth startups (Klue).

I've had the privilege to work for and with amazing executives and entrepreneurs: founders of "Unicorns", VPs at massive entertainment companies Disney, and relentless bootstrappers.
And I've learned a lot from them.

I've also co-founded 2 tech startups. The last of which we open-sourced with Google to help news organizations in Latin America. I've had first-hand experience building, selling, failing, learning, and succeeding with new projects.

Now I'm focused on strategy & building bridges to future technologies (Metaverse & Web3).

$3.33/min

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9 Reviews

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Entrepreneurship Strategy Sales Strategy Tech startups and entrepreneurship SaaS Business Strategy New Business Development

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Strategy

From fundraising to key metrics, I've had failures and successes and seen many more up close. And learned from all of them

Navigating Sales Objections

10 years in business development working for startups and Fortune companies (Disney). Sold services and products from startups to Coca Cola, BBC, The Wall Street Journal, Movistar, Ogilvy and many others.

Metaverse & Web3 Strategy

Not everyone needs to jump into the Metaverse and Web3 now. But most B2C endeavours, and some B2B need to keep close tabs on it. Can work with you to think through the Why? When? And How? to use these technologies

Answers 3
Reviews 9

Answers

Nacho Harriague answered

Should I offer free trials to get users on the platform to build credibility? The system relies on data sharing between users.

Hi Brian. If there is perceived value in shared data and that value as you say actually grows exponentially I'd say focusing your user base first is the right way to go since the costs are minimal. I've done this before in two companies (one that ended up in bankrupcy, and my current one in which we succeded). I'd be wary about a few things along the way:
- Make sure you talk to your customers (potential customers in this case) every day.
- Make sure to validate your hipothesis that the perceived value actually grows as you believe.
- Don't take the "budget for FY" as a valid answer. If this is something that solves a big problem for them and you are providing 10x the value any other solution is, then you should be able to convert them in less than 12 months.
- Don't think your expectations of revenue are correct. They are not. Until you've talked to over 100 potential customers and signed a few, you have no idea of the willingness to pay for your product.

Tread carefully, but I do think this is the right approach. Good luck!

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Sales

SaaS

Marketing Strategy

Nacho Harriague answered

How do I move along a slow sales pipeline?

Hi there,

I think there may be an issue with qualification in your process and these prospects you are targeting may not actually be hot leads but people in a research phase. Any qualification process, even simple ones like BANT could give you a better understanding on which leads are closer to making a decision vs. just looking around.

Have these been inbound or outbound leads? How many customers have you closed with the previous 2 month process, and were they inbound or outbound?

I may be wrong, but I believe you are trying to close leads that have not been properly qualified. I would need a bit more background to give you a better answer.

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Sales

Sales Strategy

Marketing Agency

Nacho Harriague answered

What are some products or strategies that can help my remote team work more collaboratively in terms of communication and documenting knowledge?

There are a number of companies that are extremely successful at working fully remotely like InVision or Zapier, and one great thing they share is that they've actually done "manuals" on remote work. Check this out for example: https://zapier.com/learn/remote-work/ .

One thing many people will tell you is the importance of over-sharing. Try to share as much as possible and have ways of doing it. Besides the typical Slack, Zoom or Trello to work remotely I highly suggest you check out Mural.co for design teams.

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Managing Creative Teams

Virtual Teams

Reviews

Ignacio participated in a Start-Up competition organized by the City Government of Buenos Aires. His company exceeded all our expectations, and the results were remarkable. He's a very capable professional and he always demonstrated an excelent predisposition towards work. Their team is definitely at the avant-gard of the gamification technology industry in our local market. I recommend him for any job related to both gamification and social media.

Victor Barrionuevo Source: LinkedIn

It is a pleasure to recommend Nacho - very kind, responsive, pragmatic with a no-nonsense mentality. I hope to work with Nacho again.

Marcos Leite Source: LinkedIn

I had the privilege of working w/ Nacho while he was Playdom's business development lead in Latin America. Nacho showed tremendous initiative in engaging with potential partners in the region. A natural self starter, Nacho was able to work with partners swiftly and decisively. He is a pleasure to work with and was a huge asset to the team. I would not hesitate to work with him again!

Alicia Wang Source: LinkedIn

My company wanted to develop a social game and to work with Playdom to do so. I could not have been luckier that Ignacio was assigned to work with me. I was new to social gaming and he provided a wealth of information about and insight into the space. He took his time to walk me through the process of how we could best exploit the opportunity for my brand. He is truly an expert in social games and, more broadly, the growing area of gamification. What's more, he is also possesses a high degree of integrity. He continued to provide valuable perspective on my game well after it was determined the fit was not right between Playdom and my company. Most importantly, even though we worked together only briefly, I'm proud to call him a friend. I highly recommend Ignacio and would welcome the opportunity to work with him again.

Chris Greco Source: LinkedIn

Nacho is fantastic, a real bus dev asset. What I really like about Nacho is he is the perfect combination of enthusiasm and creativity. He's willing to put in the effort that is needed in bus dev (and sales) but also can think out of the box. He will find new bus dev opportunities where most would give up and often find a win-win solution with a partner. Nacho is a pleasure to manage.

Lloyd Melnick Source: LinkedIn

Ignacio is not just another talented person, his passion and self motivation makes him one of a kind professional in the business of making games

Ezequiel D'Amico Source: LinkedIn

I meet Ignacio wile working in a really big Social Gaming project we held during 2010 and I must say I was amassed by the efficiency and results he was able to achieve in all times. He is not only a result driven and reliable person but he is the type of guy you want to have in any working environment. He'll for sure have an astonishing carrier.

Agustin Rinaldi Source: LinkedIn

Throughout these past months I’ve been in touch with Ignacio for the Bola Social Soccer endeavor and I can easily say he is the perfect person to be partners with. One could not raise questions about his integrity and commitment to deliverables. I’m having a blast working on this project with Ignacio and his peers taking care of product development and improvements while we handle the sales strategy at Fox. I’m sure he will be one of the leaders pushing Three Melons one step further in the social games space very shortly.

Miguel Dorneles Source: LinkedIn

Ignacio cuenta con un alto nivel de responsabilidad y compromiso, destacando su gran calidez humana.

Ivana Echavarria Source: LinkedIn

Member since July 2013