2. These slides are from a live keynote
by Dharmesh Shah (@dharmesh)
at INBOUND 2017
Full Video: aligningvectors.com
3. Sequoia Capital
to Brian, me
legendary founders
Brian & Dharmesh,
Buried deep in the hills between our Menlo Park office
gathering of our most
and the Pacific Ocean, we’re hosting a small (n=100)
(both current & alumni) on May 13-14, 2016.
We’d be honored if you could join us.
10/12/15
4. Sequoia Capital
to Brian, me
legendary founders
Brian & Dharmesh,
Buried deep in the hills between our Menlo Park office
gathering of our most
and the Pacific Ocean, we’re hosting a small (n=100)
(both current & alumni) on May 13-14, 2016.
We’d be honored if you could join us.
10/12/15
6. hosting a small (n=100)
Buried deep in the hills between our Menlo Park office
legendary foundersgathering of our most
and the Pacific Ocean, we’re
(both current & alumni) on May 13-14, 2016.
We’d be honored if you could join us.
Sequoia Capital
to Brian, me
10/12/15
Brian & Dharmesh,
8. Sequoia Capital
to Brian, me
and the Pacific Ocean, we’re hosting a
Buried deep in the hills between our Menlo Park office
legendary foundersgathering of our most
small (n=100)
(both current & alumni) on May 13-14, 2016.
We’d be honored if you could join us.
10/12/15
Brian & Dharmesh,
30. A W E S O M E I N B O U N D E R
September 26, 2017
In honor of outstanding awakeness during
V E C T O R A L I G N M E N T C L A S S
we present
with this certificate of recognition
33. MAKESMAKES
E A S I E RE A S I E R
A G R E ATA G R E AT
CultureCulture
RECRUITINGRECRUITING
34. SCALINGSCALING
ExperienceExperience
E A S I E RE A S I E R
MAKES
A G R E ATA G R E AT
MAKESMAKES
E A S I E RE A S I E R
A G R E ATA G R E AT
CultureCulture
RECRUITINGRECRUITING
52. 20% of posts = 93% of leads
from top
20%
93% 7%
From other
80%
53. Posts DOWN, views per post UP.
Cut Blog
Volume by 50%
Aug Sept Oct Nov Dec Jan Feb Mar Apr May June July
ViewsperPost
54. C O N T E N T / C O N T E N T / C O N T
T / C O N T E N T / C O N T E N T / C O N
N T / C O N T E N T / C O N T E N T / C O
T E N T / C O N T E N T / C O N T E N T /
N T E N T / C O N T E N T / C O N T E N
O N T E N T / C O N T E N T / C O N T E
/ C O N T E N T / C O N T E N T / C O N
N T / C O N T E N T / C O N T E N T / C O
T E N T / C O N T E N T / C O N T E N T /
N T E N T / C O N T E N T / C O N T E N
O N T E N T / C O N T E N T / C O N T E
/ C O N T E N T / C O N T E N T / C O N
N T / C O N T E N T / C O N T E N T / C O
T E N T / C O N T E N T / C O N T E N T /
N T E N T / C O N T E N T / C O N T E N
C N T E N T
DOUBLEDOWNon
55. C O N T E N T / C O N T E N T / C O N T
T / C O N T E N T / C O N T E N T / C O N
N T / C O N T E N T / C O N T E N T / C O
T E N T / C O N T E N T / C O N T E N T /
N T E N T / C O N T E N T / C O N T E N
O N T E N T / C O N T E N T / C O N T E
/ C O N T E N T / C O N T E N T / C O N
N T / C O N T E N T / C O N T E N T / C O
T E N T / C O N T E N T / C O N T E N T /
N T E N T / C O N T E N T / C O N T E N
O N T E N T / C O N T E N T / C O N T E
/ C O N T E N T / C O N T E N T / C O N
N T / C O N T E N T / C O N T E N T / C O
T E N T / C O N T E N T / C O N T E N T /
N T E N T / C O N T E N T / C O N T E N
quality
not quantity
C N T E N T
DOUBLEDOWNon
56. We have a 10%
bigger marketing
budget for next year.
How should we spend it?
67. DOUBLEDOWNon
S A L E S C O N V E R S A T
C O N V E R S A T I O N SC O N V E R S A T I O N SC O N V E R S A T I O N S
C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A
L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L /
/ C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A
A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L
L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C
C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A
L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L /
/ C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A
A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L
L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C
C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A
L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L /
/ C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A
A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L
L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C
C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A
68. DOUBLEDOWNon
S A L E S C O N V E R S A T
C O N V E R S A T I O N SC O N V E R S A T I O N SC O N V E R S A T I O N S
C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A
L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L /
/ C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A
A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L
L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C
C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A
L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L /
/ C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A
A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L
L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C
C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A
L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L /
/ C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A
A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L
L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C
C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A L L / C A
quality
not quantity
76. What Sources of Information Do You Rely On
When Making Purchase Decisions?
Source: 2017 State of Inbound
C-level executive (CEO, CMO)
Word-of-mouth referrals
Customer references
Vendor-authored materials
Analyst reports
Salesperson
59%
49%
43%
33%
18%
77. ¯_(ツ)_/¯
HELPHELPC U S T O M E R SC U S T O M E R S
HOWEVERHOWEVER WHENEVERWHENEVER WHATEVERWHATEVERtheytheyW A N TW A N T
W I T HW I T H
theytheyW A N TW A N T
theytheyW A N TW A N T
78. HELPHELPC U S T O M E R SC U S T O M E R S
HOWEVERHOWEVERtheytheyW A N TW A N T
83. If I tweet you, tweet me back.
If I message you on Facebook,
message me back.
84. If I tweet you, tweet me back.
If I message you on Facebook,
message me back.
If I call you on the phone, send
help, there’s something wrong
with me.
102. ¯_(ツ)_/¯
HELPHELPC U S T O M E R SC U S T O M E R S
HOWEVERHOWEVER WHENEVERWHENEVER WHATEVERWHATEVERtheytheyW A N TW A N T
W I T HW I T H
theytheyW A N TW A N T
theytheyW A N TW A N T
126. believe,believe,
dodo
say,say,
W H A T Y O UW H A T Y O U
W H A T Y O UW H A T Y O U
W H A T Y O UW H A T Y O U
W H E N
A N D
ALIGNMENTALIGNMENT
A R E I NA R E I N
GROWGROWbetterbetter
Y O UY O U
h/t: Gandhi