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The SOSA-CNI -EMBRAPII
Going Global Program
SOSA, CNI, and EMBRAPII are excited to have you onboard. To ensure a smooth and productive program, we have gathered all the materials you may need: the program schedule, basic guidelines, details about the speakers, and session links.
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Program Guidelines
Ask questions, participate, and feel free to reach out to the SOSA team with any feedback or thoughts.
Attend the sessions from a quiet, non-distracting environment, keep your webcam on, and join meetings on time.
Review the program schedule in advance, submit questions & suggest additional topics you wish us to cover.
Program Schedule
All times are in Brazil Time
Week 01 | Group Sessions | October 3rd
Welcoming Remarks and Cohort Introduction| 1:00-2:00 PM
Go to Market Strategies for Early Stage Startups | 2:00-4:00 PM
With Kenan Rappuchi, Founder, CEO & Chief Growth Officer at Sellerant
You successfully launched your business. Now, can you scale it abroad? Can better systems and processes replace the heroic efforts to grow sales revenue more efficiently and effectively in the U.S. market? Is hiring more people and adding to your overhead really the answer? How can revenue projections become more predictable and accurate?
Kenan will delve into how to accurately identify and fix gaps in your marketing and sales while creating a logical strategy and growth path to bring measurable outcomes as you prepare to enter the U.S. market.
About Kenan and Sellerant
Kenan Rappuchi is the Founder and Chief Growth Officer of Sellerant, an Austin-based sales, and marketing growth accelerator. Working closely with founders and investors since 1995, Kenan specializes in helping startups effectively navigate GTM (Go-To-Market) and early customer acquisition, all the way through scaleup and emerging enterprise stages.
Sellerant serves founders, executives, and investors by validating product/market fit and accelerating growth with a proven suite of systems, processes, and expertise developed and refined over decades of real-world experience. Sellerant’s stage-aligned, budget-aligned services, and solutions help companies scale, pivot, or fail faster with less cost, burden, and risk.
Program Overview | 4:15-4:30 PM
With Lee Sfadya, Government Partnerships Manager at SOSA
Lee will give an overview of the program, define program expectations and elaborate on the available resources for the cohort.
Week 02 | 1:1 Sessions | October 10th-14th
Throughout the week
* Each company will schedule individually using a link we will provide
1:1 Go-to-Market Strategy Workshop #1
With Kenan Rappuchi, Founder, CEO & Chief Growth Officer at Sellerant
1:1 Storytelling and Messaging Workshop [Sales/Investor Deck] #1
With Ori Luzia, Messaging, Storytelling, and Public Speaking Expert
Week 03 | Group Sessions | October 20th
Gathering | 2:00-2:15 PM
Becoming Visible with “Scoutable” Marketing for Tech Companies| 2:15-3:15 PM
With Jonathan Kaplan, Senior Lead Analyst at SOSA
Corporate innovation managers, venture capitalists and innovation analysts are always on the lookout for the next tech company to collaborate with. How do they analyse a startup’s online materials and decide whether it matches their scouting criteria or not?
Jonathan Kaplan, Senior Lead Analyst at SOSA will answer this question and elaborate on the practical approach recommended to tech companies, looking to become visible to multinational enterprises and investors via their own website, social media and global tech databases.
About Jonathan
Senior Lead Analyst at SOSA. Joined the company in late 2016 after serving in analytical roles in Israeli startups and scaleups. As the first analyst at SOSA, Jonathan took a major role in defining and populating the company’s unique database, which serves as the knowledge base of SOSA’s Corporate Innovation activities. Jonathan supports the development and execution of SOSA's solution-oriented, tech scouting and research methods.
Break | 3:15-3:30 PM
Best SaaS Platforms for PreSale| 3:30-4:30 PM
With Olivier Attia, Founder of Gershon Consulting
We cannot count the number of SaaS-based platforms available to create lead opportunities when entering the US market. Those are amazing cooking utensils to reach those who are in your ICP's alley when you want to grab the low-hanging fruit of your addressable market.
For the last 9 years, Gershon Consulting helped over 200 companies from abroad to softly reach out to this iCPs and turn social content, social selling, and lead generation tools into very effective sales machines.
During this session, the founder of the company will walk you through some of his tools and tricks to show how to create effective lead generation campaigns.
About Olivier Attia
Olivier Attia is a leading technological entrepreneur. His last title is Managing Director of Gershon Consulting.
At Gershon Consulting since 2013, Attia helped over 200 companies in Tech, Retail and Industrial industries to expand their businesses in the US. Attia became a Certified Mediator with the National Association of Professional Mediators in 2019 and earned a Negotiator Mastery with Harvard Business School in 2020.
Week 04 | 1:1 Sessions | October 24th-28th
Throughout the week
* Each company will schedule individually using a link we will provide
1:1 Go-to-Market Strategy Workshop #2
With Kenan Rappuchi, Founder, CEO & Chief Growth Officer at Sellerant
1:1 Sync with SOSA
Week 05 | 1:1 Sessions | Oct 31st- Nov 4th
Throughout the week
* Each company will schedule individually using a link we will provide
1:1 Storytelling and Messaging Workshop #2
With Ori Luzia, Messaging, Storytelling, and Public Speaking Expert
1:1 Lead Generation workshop #1
With Olivier Attia, Founder of Gershon Consulting
Week 06 | 1:1 Sessions | November 7th-11th
Throughout the week
* Each company will schedule individually using a link we will provide
1:1 Go-to-Market Strategy Workshop #3
With Kenan Rappuchi, Founder, CEO & Chief Growth Officer at Sellerant
1:1 Lead Generation workshop #2
With Olivier Attia, Founder of Gershon Consulting
1:1 Sync with SOSA
Break | November 14th - December 2nd
Program In-Person Schedule
Location: NYC
Week 01
December 5th
Gathering and opening breakfast| 9:30 am
NY Innovation Ecosystem| 10:15-11:00 am
With Matan Ben Gigi, Head of Innovation SOSA NYC
The Entrepreneurial Journey in the U.S.: Context, Strategy, and Advice | 11:00 am- 12:00 pm
With Amadeus Orleans, Entrepreneur and consultant for Nike and Stanford University
The United States economy is the largest, most innovative, and most competitive in the world. It’s the Premier League of the business world. As attractive as the U.S. markets may look to an entrepreneur, however, they are also filled with challenges and pitfalls — especially for foreign founders and companies.
In this session, we will cover the state of affairs of the early-stage ecosystem in the U.S., from its cultural particularities and business dynamics, all the way to concrete tips on fundraising from VCs, building and managing a team, operating remotely, and successfully growing your company.
About Amadeus
Amadeus is an entrepreneur and innovation consultant to Nike and Stanford University. He graduated from the Stanford Graduate School of Business in 2017, when he became a fellow at Stanford’s Center for Entrepreneurial Studies and wrote reports and case studies about companies such as Survey Monkey, Glassdoor, Floodgate, AB Inbev, Daimler, Cerebras, and Uber. In 2019, Amadeus founded Dub, a new platform for live audio commentary, and more recently was the COO at Pando, a Series-A financial technology startup based in San Francisco, California
December 6th
Founder's Roundtable | 9:30-10:30 am
With Lia Kislev, Founder of Wishi
An insider's view of US CVCs and VCs (virtual session)| 11:00-12:00 pm
With Terrance Orr, Entrepreneur in Residence at Mach49.
About the session
This topic will go in-depth on different ways in which entrepreneurs can gain access to funds and find capital to grow an existing start-up or fund a new start-up in the US market.
About Terrance
Terrance is a dynamic operator, startup advisor, and early-stage investor with expertise in venture building, product management, fundraising, and business development across startups, scale-ups, and large corporations. Propelled by his passion for mentoring entrepreneurs, Terrance brings energy and focus to the teams he leads as an Entrepreneur-in-Residence at Mach49 — a venture builder helping global businesses build a portfolio of new ventures and design corporate venture groups.
He is an active advisor at multiple venture firms, studios, and accelerators, including Antler, Visible Hands, and High Alpha Innovation. He is also a Venture Partner at NextGen Venture Partners, Startup Mentor at Forum Ventures and WEVE Acceleration, and an emerging leader in venture capital as recognized by HBCUvc.
Prior to joining Mach49, Terrance spent time as an Entrepreneur-in-Residence at SAP.iO — SAP’s venture fund and studio — where he developed solutions for enterprise software pains related to supply chain and logistics. He also served as a Venture Partner at Republic, the full-stack investment platform spun out of AngelList, and advised early-stage companies on business development and growth at seed accelerator Techstars Chicago. Before he worked with founders, Terrance was known as an intrapreneur at Dell Technologies, where he helped launch new business functions and conceptualize novel business models, and drove post-merger integration projects during the largest technology acquisition in history (between Dell and EMC).
Terrance graduated from Northwestern University’s Pritzker School of Law, Johnson & Wales University, and Claflin University.
How To: Marketing for International Startups in the US | 2:00-3:00 pm
With Dr. Maria Blekher, Investor & Startup Growth Expert, Founding Director, YU Innovation Lab
About the session
You've launched your startup, raised funds, recruited a team, and developed your product; now you want the world to know about it. This is where marketing comes in. In this session, we'll talk about how marketing for startups works: how to develop your value proposition, when you should start, and how to make the most of limited resources.About Maria
December 7th
Creating Winning Buying Experiences| 10:00-12:00 pm
With Amy Hrehovcik, Podcast Host & Showrunner at Revenue Real HotlineRevenue.
About the session
Consistent success in sales boils down to the buyer's experience with you. Not your product. Not your company. You.
In this workshop, we’ll dive deeper into the knowledge, skills, mindset, and technique required to meet your buyers where they’re at, understand what is most important to them, and guide them through the ever-changing buying process.
Together we will focus on how to:
- Conduct Powerful Discovery Conversations
- Identify and Understand the “Most Important Thing” To Buyers
- Create Winning Buying Experiences
Get ready to roll up your sleeves, friends. This one promises to be a great time!
About Amy
Amy Hrehovcik is a revenue human for life.
After selling enterprise tech for a decade, including one storied LegalTech exit, Amy pivoted to Sales Enablement where she specializes with category-defining technology and enterprise sales motions. She delights in supporting humans who aspire to bring these change initiatives to market.
Amy is the co-founder of Selling School. She’s also the host of her own hit podcast, Revenue Real Hotline. When she’s not working, Amy can be found chilling at the beach with her dog Lola and a book.
Legal focused day at Fenwick & West (902 Broadway #18)| 1:30-3:30 pm
Happy Hour (location TBD)| 6:00-7:30 pm
December 8th
A Strategic Framework for Partnerships (@ Monday.com office- 111 East 18th Street)| 10:00-11:00 am
With Sarit Chalamish, Sr. Channel Partner Manager at Monday.com.
Break | 11:00- 11:15 am
Customer Success 101 (@ Monday.com office- 111 East 18th Street)| 11:15 am-12:15 pm
With Rebecca Mass, Team Manager, Customer Success at monday.com
Lean User Research (@ SOSA) | 2:00-4:30 pm
With Tomer Sharon, Author of Validating Product Ideas Through Lean User Research and co-founder at Anywell
About the session
The fast adoption of the Lean Startup management approach among startups, enterprises, and government agencies worldwide has brought to light new (and renewed) user research methods. These methods help answer burning questions people, teams, and organizations have about their customers. A key aspect of Lean User Research is that it creates a shared understanding among research stakeholders and that it provides fast, reliable results. This talk will introduce attendees to lean user research starting from understanding what it is, what it is good for, when to use and not use it, through quick, practical guidance on implementing the most useful lean research technique - interviewing users
About Tomer
Tomer Sharon is a leading voice on the topics of design thinking, user experience, and lean research methodology. Tomer is cofounder and Chief Experience Officer at anywell and formerly, Managing Director, Head of User Research & Metrics at Goldman Sachs. He is the author of three books: Measuring User Happiness (2020), Validating Product Ideas (2016), and It’s Our Research (2012). Previously, Tomer was Head of User Experience at WeWork and Sr. User Experience Researcher at Google Search. He has mentored hundreds of organizations on user research methodology, has given keynotes in multiple international conferences, and facilitated workshops in 13 countries and the UN. Tomer holds a master’s degree in Human Factors in Information Design from Bentley University in Waltham, MA, and is an advisory board member of its program.
December 9th
HR in the U.S.| 10:00 am- 11:15 am
We will be speaking on what you need to know to make your first hire in the United States. We will touch on two main points: Recruiting- Defining and implementing a process that supports your business goals, values, and company culture Hiring and Onboarding- Building employee engagement and shortening the learning curve for your new hires.
About Red Clover
We are an HR Consulting firm that focuses on strategic HR to drive your business forward. We specialize in Interim HR management, Recruitment Process Outsourcing, Change Management and Organizational Restructuring and HR Support services. We work with businesses with under 500 employees and act as a resource to business leaders to help support and leverage their people function as they grow and scale. We serve clients in many different industries: startups, technology, construction, law firms, non-profits, architecture and engineering to name a few.
About the Speakers
Jennifer L’Estrange
Jen is the owner and Managing Director of Red Clover. She has previously worked with Altria, Philip Morris International, and Accenture in both IT and HR leadership roles where she had the opportunity to live and work in over 10 countries. She is a subject matter expert in financially-driven organizational change management, employee engagement during disruption, values based talent management, variable compensation strategies, and leading through change.
Caitlin Weiser
Caitlin is a certified Human Resources Professional through the Human Resources Certification Institute. She comes from a background in high volume retail management where she was tasked with restructuring failing locations to make them profitable. Her expertise lies in helping clients achieve their ambitious recruiting goals, behavioral-based interviewing, integrating new employees into an organization using high-touch onboarding plans, and leadership training for people managers.
Guided Tour in NYC!| 1:45-3:45 pm
Closing | 4:00-5:00 pm
About SOSA
SOSA is a global open innovation company. We work with innovation teams and business units in corporations, governments, and cities. We scout and validate startups in order to bring our clients precisely the solutions they need to solve use cases, identify opportunities, or build new products. Think noise-canceling headphones but for the endless supply of startups.
Since 2014, we’ve literally been in the room facilitating discussions between large organizations and tech companies. From the first touchpoint all the way to pilots, implementations, and investments, we bring our clients the technologies they need to advance innovation. SOSA's website.
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About CNI
The Brazilian National Confederation of Industry (CNI) is the organization that represents the Brazilian industry. It represents 27 state federations of industry and 1.280 trade unions, to which almost 700 thousand industries are affiliated. It is directly in charge of the Industrial Social Service (SESI), the National Service of Industrial Training (SENAI), and Instituto Euvaldo Lodi (IEL). Together, these three organizations form the Industry System, which yet assembles the state-level industry federations and trade unions. CNI's website.
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About EMBRAPII
EMBRAPII (Brazilian Association of Industrial Research and Innovation) is a Social Organization qualified by the Federal Government. Since 2013, supports technological research institutions promoting innovation in the Brazilian industry. EMBRAPII works through cooperation with public or private scientific and technological research institutions, focusing on business demands and risk sharing in the pre-competitive phase of innovation. By sharing project risks with companies, it aims to encourage the industrial sector to innovate more and with greater technological intensity, thus enhancing the competitive strength of companies both in the domestic and international markets. EMBRAPII's website.
If you have any inquiries, please feel free to contact us.