Business Unusual – Selling the product vs. selling the team
An agency seller and a SaaS seller compare notes on what changes when you sell expertise instead of a product, and what each side can learn from the other.
November 26
Thursday
18:00
CET
Zagreb
Infinum Office, Strojarska 22, 13th floor
EVENT INFO
Business Unusual, Infinum’s BizDev meetup, is back, this time as a fireside chat.
On paper, selling SaaS and selling agency services have the same job description. Both involve prospecting, discovery calls, proposals and negotiation.
In practice, the deals behave very differently. A product comes with a price list, a demo and a free trial. An agency sells something that doesn’t exist yet: a team, a way of working, and a promise about what you’ll build together.
For this edition, two sellers from either side of that line sit down for an honest conversation. Jakov Zrnčević sells SaaS at Productive, which builds software for agencies and consultancies. Vanja Jeršek has spent a decade closing deals at Infinum. Nikola Vrabec moderates. Afterwards, stay for networking with fellow sales and BD professionals.
What we’ll cover
We will start with the basics: how long a deal really takes on each side, and what slows it down. From there, they’ll get into what actually convinces a buyer.
They’ll also talk about pricing, with list prices and discounts on one side and scope, estimates and change requests on the other. They’ll cover who really signs the deal, and who can quietly stop it.
Finally, they’ll look at life after the contract, where SaaS deals turn on renewals and churn and agency deals on repeat projects and referrals. Expect a few ideas each side could borrow from the other.
| AGENDA | |
| 18:00 | Doors open |
| 18:30 | Fireside chat + Q&A |
| 19:30 | Networking and drinks |
Speakers
Jakov Zrnčević
Account Executive, Productive
Jakov has spent the past seven years in sales, six of them selling SaaS. For almost four years he has been part of the team at Productive, where he works with agencies and consultancies around the world. That puts him in an unusual spot for this conversation: he sells a product, but his buyers are companies that sell services. He knows the agency side of the table almost as well as his own. He is a regular at industry conferences and has been recognised for consistently hitting his targets.
Vanja Jeršek
Director of Business Development, Infinum
Vanja has more than 15 years in tech, over 10 of them at Infinum. He covers European markets and works across the full life of a deal, from first outreach and discovery calls to proposals, negotiation and signing. In his decade at Infinum, he has watched the company grow from a Zagreb agency into an international one. His deals grew with it, from single apps to multi-year programs for enterprise clients across Europe.
Moderator
Nikola Vrabec
Business Development Manager, Infinum
Nikola has been a key member of Infinum’s Business Development team for over three years, specializing in outbound strategies and optimizing presales processes. His hands-on experience with AI-enhanced sales tactics has given him a practical understanding of the best approach to land a deal.
The event will be recorded, and photos or videos may be used for promotional purposes on our website and social media. For more information, please see our Privacy Policy.
