We’ll explore key differences between IT product and IT service sales at every stage – from lead generation to deal closure. Learn how to tailor sales processes for SMB and Enterprise, use metrics for revenue forecasting, and prioritize effectively.

A talk on how to build an effective international team, overcome cultural differences, and the importance of personal branding for leaders. The session covers strategies for combining personal and company brands for mutual growth.

How can a service-based IT company scale without chaos? We'll explore key GTM strategies: from defining the ICP and choosing effective lead generation channels to optimizing sales and shortening deal cycles. We'll analyze real-world cases, typical mistakes, and how to avoid them.

Since there is no single formula for rebranding, this presentation will explore best practices for aligning business strategy and communication to achieve business goals. What is the role of rebranding in business strategy? When and why is rebranding necessary? What problems does rebranding solve, and what does it not address?

Strong teams are not just about execution - they are the foundation for sustainable business growth. They create a safe space, accelerate decision-making, adapt to change, and solve problems before they become critical. This talk will explore how to develop leaders and leadership circles within an organization, build a culture of accountability, prevent burnout, and protect teams from toxic individuals who can destabilize systems from within. Key points: How to build teams that drive business results, not just complete tasks. What leadership maturity means and how to cultivate it. Delegating responsibility without creating chaos or burnout. How to identify and neutralize toxic players (narcissists, psychopaths) in the system, and why they are important for business success. Managing emotional load during times of crisis. Practical tools for leaders to structure chaos and maintain focus on outcomes.

In this lecture, we will explore the key aspects of developing a B2B direction: from understanding the differences between B2B and B2C, validating potential, to choosing the right growth models, automating processes, and avoiding common mistakes. Based on my experience at Headway and working with international companies, I will share real case studies that will help you build and scale B2B sales more effectively. Lecture agenda: - B2B vs. B2C – key differences, monetization models, and sales approaches. - Validating B2B potential – how to understand if there is a market and demand for the product. - B2B product growth models – PLG/PLS/SLG, partnerships, and other strategies. - Tools and automation – Leadgen, email automation, AI tools for sales. - What (not) to do? – common mistakes and recommendations from real experience. - Q&A – answering questions and analyzing audience cases. Who this lecture is for: - Startup founders looking to develop their B2B direction. - Product managers working on B2B products. - Business developers and salespeople who want to improve their sales processes and strategies.