What Sponsors Want Hacks for Raising and Retaining Sponsorship Hackcon V Vice President, Customer Development Major League Hacking Hi, I’m Alex Timbas MLH’s Mission is to Empower Hackers Sales is HARD. *If you hear NO, you’re doing something right. Keep asking. * Denotes pro tip Table of Contents » 1 Who Do I Call? 2 What Should I Say? 3 How Do I Get Organized? 4 What Sponsors Want 5 Closing Thoughts, Q&A WHO DO I CALL? MLH 3 BUYING CENTERS “GOOD FIT” CRITERA • Past Relationship • Company Objectives • Title • Timing/FYE pros·pect noun A potential buyer or customer.