Episode 269: Learn how to land billion dollar clients using revenue based sales strategies.

In this episode, Stephen Roche shares his proven approach for landing enterprise clients in the competitive financial industry. He reveals why tying products to new revenue generation, rather than just cost savings is the secret to winning major clients like BlackRock and JP Morgan. Stephen explains how building trust through thought leadership, leveraging strategic PR, and using authentic LinkedIn engagement creates a powerful sales ecosystem that makes you the safer choice for potential clients.

Stephen Roche is the Co-Founder and President of Saphyre, a patented AI-powered platform that streamlines pre- and post-trade processes for financial institutions. Founded in 2017 with his identical twin brother Gabino, Saphyre has revolutionized the industry by enabling T+1 and even T-Zero trade settlements, helping financial institutions meet new SEC mandates while eliminating the traditional web of manual tasks. The company raised $18.7M in Series A funding in 2022 and boasts an impressive client roster including BlackRock, JP Morgan, and Citigroup.

KEY TAKEAWAYS:

• Tie your product to new revenue generation rather than just cost savings to make it irresistible to potential clients.
• Create a “safer option” by building market validation through visible client partnerships and thought leadership.
• Be authentic on LinkedIn by balancing industry insights with personal content instead of just corporate messaging.
• Use event sponsorships strategically to gain speaking opportunities that establish thought leadership in your industry.
• Leverage PR by negotiating press releases with clients and repurposing that content across multiple channels.
• Document your journey authentically rather than relying on corporate-approved marketing materials that feel impersonal.
• Use “social proof” from major clients to create FOMO among their competitors who aren’t using your solution yet.
• Consider offering warrant structures tied to performance metrics for strategic partnerships instead of giving away equity upfront.

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