Company Description

Miro is a visual collaboration platform revolutionizing the way teams work together. This intuitive software offers an engaging, in-person collaboration experience for teams of all sizes and industries. At its core, Miro is designed to transform traditional workspaces into innovation hubs, providing opportunities for team members to share ideas, comment, and collaborate in real time.

Founded in 2011 by CEO Andrey Khusid and Oleg Shardin, Miro started as a solution to a common problem faced by many businesses – the challenge of presenting work to clients and collaborators from distant locations. From its humble beginnings in Perm, Russia, the company has grown into a global enterprise co-headquartered in San Francisco and Amsterdam.

As of January 2022, Miro boasts an impressive valuation of $17.5 billion, following a successful round of funding that raised $400 million. This is a noteworthy leap from 2018, when the company, then known as RealtimeBoard, Inc., raised $25 million in a Series A venture round.

Miro’s software facilitates easy sign-in using various accounts including Office 365, Slack, Google, and Facebook. It allows users to add ideas, digitize sticky notes, and leave comments, fostering a dynamic and interactive workspace. Pushing the idea of innovation further, Miro also encourages third-party developers to build new add-ons, thereby opening up endless workflow improvement possibilities for teams and companies alike.

Today, Miro employs a team of approximately 2,600 people globally, creating tools and features that continue to enhance their product, helping teams worldwide to navigate and flourish in the evolving landscape of work. Embracing the future of work, Miro remains committed to improving and expanding its product to meet the evolving needs of its customers.

Company Overview

Company: Miro
Website: miro.com
Industry: Information technology & services, computer software, internet
Size: Estimated 2600 employees

1. Objective

To provide Miro, an industry-leading digital whiteboard software company, comprehensive solutions that aid in seamless third-party integrations, enhance user workflows, improve global user engagement, increase data security, manage third-party developer programs, and optimize resource allocation.

2. Strategy

2.1 Customer Prospecting

• Leverage decision-maker contacts from various sources, e.g., Crunchbase.
• Identify key stakeholders within Miro through networking, social media, and industry events.
• Utilize Miro's interest in third-party integrations as a conversation starter in initial meetings.

2.2 Solution Positioning

• Focus on the industry-specific advantages provided by our B2B SaaS solution in order to address Miro's key pain points.
• Highlight case studies where our solutions have delivered similar improvements for other companies in the IT sector to reinforce the effectiveness of our product.

2.3 Communication Plan

• Develop personalized communication and presentations that resonate with Miro's corporate strategy and vision.
• Pitch our solution as a strategic asset for achieving Miro's goal of expanding and diversifying product offerings to cater to the global user base without compromising data security, platform stability, and user experience.

3. Sales Tactics

3.1 Sales Meetings

• Conduct a product demonstration during initial sales meetings highlighting how our solution can help Miro overcome their challenges.
• Showcase in-depth capabilities of seamless integrations, enhancing user experience, and ensuring maximum data privacy and security.

3.2 Counter Objections

• Anticipate potential objections from Miro stakeholders and equip our sales team with strong counter-arguments and case study references.
• Address concerns around the integration with Miro's existing technology infrastructure, and impact on platform stability.

3.3 Follow-up Strategy

• Arrange follow-up meetings to answer additional queries, provide more in-depth demonstrations, or escalate discussions to higher management levels.
• Continue the conversation by engaging stakeholders with relevant content such as white papers, articles, or industry research.

4. Deal Closing

• Tailor contracts to cater to Miro's specific needs, such as adding clauses around data security, integration support, and regular software updates.
• Offer a flexible pricing structure that scales with user growth and feature utilization.

5. After-Sales Support Plan

• Implement feedback mechanisms and regular performance reviews to ensure our solutions effectively meet Miro's business needs.
• Offer dedicated customer support to assist with integrations, updates, and resolving any technical issues.
• Deliver ongoing training for Miro teams to ensure they derive maximum value from our solution.

6. Review and Improve Strategy

• Continually monitor and analyze sales performance against objectives and adjust the strategy as necessary.
• Incorporate feedback from Miro and lessons learned from this sales process to improve our approach for future prospects.

By implementing this sales plan, we aim to provide Miro with not just a product, but a partnership that helps them drive and achieve their sustainable growth objectives.