The VC Perspective of B2B Sales

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Traction, distribution, ACV, LTV, Magic Number, inside vs. outside sales. All are topics that often come up in board rooms, investor pitches, and conversations between founders and investors, but what do VC's really think of the world of B2B sales? Our panel of top-tier investors share their views and experiences of what really matter in the process of vetting potential investments and in supporting their existing portfolio companies.

Our esteemed investor panelists include:

• George Krautzel (, Co-Founder & Managing Partner, MissionOG

• Holly Flanagan (, Managing Director of Gabriel Investments

• Matt Johnson (, Founder & CEO at elemental ME

• Lawrence Delgatto (, Co-Founder of HeavyWater

We look forward to hearing more about their though process around investing in B2B tech companies, how they evaluate sales and revenue traction, and what things they have seen that works and does not work. We will also touch on the topic of "sales of the future" and how they view sales teams, sales technologies, and the state of sales over the next few years.

This will be a valuable session for anyone in a startup, from founders to startup sales leaders and reps. As always, please share our event and community with your colleagues and friends in sales. You can also share our event on LinkedIn ( and Twitter­­ ( Our hashtag is #PhillySales (­­ and Twitter account is @Enterprise_Sale (­­.

We will be serving up great IPA beers and snacks. Come out and mingle and get your sales game on! We look forward to seeing you in October to hear our amazing panelists!



George Krautzel ( is a driven entrepreneur and former executive who has a passion for building innovative business solutions to solve market challenges. At MissionOG, he works with partner companies on go-to-market strategy, product development, demand generation, and social business. Prior to MissionOG, George co-founded and bootstrapped ITtoolbox, an online community for IT executives and professionals. As a leader in best practice knowledge sharing, the company pioneered concepts for online community building and social media marketing. ITtoolbox was acquired by CEB, where George ran the business unit post-acquisition. Prior to starting ITtoolbox, he co-founded an IT services firm that specialized in the implementation of enterprise software and as a business analyst with Accenture. George serves as a board member of portfolio companies Cloudamize and Journey Sales.George graduated with a B.S. in Finance from Villanova University.

Holly Flanagan ( is Managing Director of Gabriel Investments. Her career includes 20 years of business development experience including senior sales roles at 4 venture-backed companies, 1 of which had a successful IPO and another that was acquired by Barclays Bank for close to $300mm. She has deep experience in channel / partnership sales and was responsible for signing and managing many multi-million dollar customers. At Gabriel Investments, Holly is responsible for our business development and due diligence efforts as well as actively working with our portfolio of companies on growth strategies and tactics. She is a member of the Alliance of Women Entrepreneurs, the Forum of Executive Women, and represents Gabriel Investments on the board of DailyWorth, LLC. Additionally, Holly is an Eisenhower Fellow, recently studying entrepreneurship, investment, and the impact of those factors on women entrepreneurs in China. Holly holds a BA and MBA from the University of Delaware.

Matt Johnson ( is Founder & CEO at elemental ME, where he drives the company strategy as well as leading business development efforts. Prior to founding elemental ME in July of 2015, Matt was a top producer in the enterprise engagement industry for more than ten years. Matt’s expertise in partnering with his clients’ consisted of strategy and execution for internal communications, training and human capital motivation initiatives. Matt’s clients consisted of F500 companies comprised of GSK, Teva, Merck, Pfizer, Shire, Endo, AmerisourceBergen and DuPont. Prior to this, Matt spent twelve years in leadership positions within the health and wellness industry. Matt is an Advisory Board member of the Greater Philadelphia HBA, an active volunteer for SHRM, and a Limited Partner in MissionOG, a Philadelphia based venture capital fund. Matt received his BA in Business Management from Gettysburg College and MBA from Pennsylvania State University. He is an avid tennis player, musician and collector of antiques.

Lawrence Delgatto ( has 30 years in IT strategy, sales, delivery, and executive leadership. He currently is a co-founder of HeavyWater Solutions which is a Philadelphia based start-up specializing in Robotic Process Automation (RPA). Prior to founding HeavyWater, Lawrence served as the EVP and CIO of the Radian Group for 13 years where he was responsible for overall technology vision, strategy and global delivery. Before joining Radian in 2003 Mr. DelGatto was a Senior Client Executive at EDS for 18 years where he held multiple leadership positions including large scale global clients (GM and Freddie Mac), and was also responsible for leading the Credit Services division with responsibility for setting overall vision, strategy, and pursuing new client relationships. Lawrence has a Bachelors of Science in Computer Science from Villanova University.


Thank you to Jon Stein of Liberty Fox Tech ( & Industrious ( for helping to support our B2B sales community!

Liberty Fox ( is a fast-growing technology consulting firm conducting business in the Philadelphia Metro Area. They have been proudly servicing the area’s technology needs since 2010 and continue to strive for exceptional service.

Industrious ( is COWORKING REDEFINED with stunning offices, inviting hospitality & an inspiring community. They have a beautiful panoramic view of the city and we are sure you will be inspired just being there!


The Philly Enterprise Sales Meetup is a B2B sales community for sales professionals to share ideas, network with peers, and learn innovative approaches from proven sales leaders. The community has grown to over 10,000 sales professionals across local communities in the US, Europe and Asia If you wish to be a sponsor, please reach out to Mark Birch at [masked] for more information.