Strategizing B2B with Ariel

Ariel Avitan, co-founder of percepto robotics https://percepto.co/, who produce drones for big manufacturing sites.


We spoke about B2B selling strategies, and we can all learn Ariel and his rich and successful background





Tell us about the percepto product, what value it bring to the manufacturer world


We started percepto as a machine vision company, the value of what we do, is we enable companies know what actually happens in their sites, we have an AI based drone that helps those companies enjoy a lot of value in the end of the day, it’s growing in demand that heavy sites needs to deploy our technology, we’re growing fast because of those reasons.


What are the difficulties in a deep tech R&D, assembly line, and how easy is it for you guys at the moment to improve your product repeatedly and why?


Everytime that you’re creating a startup you need to think twice about the value that you provide if you decide to do hardware, because hardware takes a lot of time to change and create something new, especially in our market it’s even harder because we work with heavy sites that move slow, you need to have very good management and mid management teams to allow the “flow” in and let the company run.


How does Percepto maintain their capabilities within so many markets?


It’s all about adoption, when we first started, we knew that we’re going to face a lot of difficulties trying to adapt to other markets and that’s why we developed our product in a different way and that allows us to make easier adoption to other markets and we always adopt....


What is, in your opinion the best B2B marketing method and how do you go to the customer and tell them, “Hey, I have this amazing solution, come and see...”


It’s heavy B2B, it’s all about getting to know the shareholders of the company which is the easy part, the hardest part is to actually influence them


We first find a potential client, then we provide them with value, the client is our number 1.


How do you influence the decision makers of the company and suit their needs?


We have 2 ways:


The first one is all about inbound and outbound, we make sure that we offer so much value on linkedin and we make people want having percepto and then it’s easier to come to the decision maker and make a sale with our outbound team which is our sales managers and high management teams



The second one is we ask our existing clients for reference and we do cold calls. We know who he is and the value that we can bring him and that's how we make our marketing efficient to our needs...


Let’s talk a bit about fundraising, what are the crucial steps to follow when you raise for a deep tech company?


We raised 71 million, as long as you grow you need to bring up more results to prove that you’re legit.


Most entrepreneurs forget that they need to interview the investor as well because if not, you’ll face so many difficulties and it could close the company