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Live & Let Die
October 16, 2019
Sydney Sloan, CMO
How abandoning a 7 million business
turned into a billion dollar market
@sydsloan

© 2019. SalesLoft. All Rights Reserved.
In the Beginning - Our VIsion
Build a great company founded on common values
and a desire to develop new generation of leaders.
Today’s Plot & Twists
The Pivot - Death to Prospector
Walking away from a profitable business for
renewed passion.
Future Path - Rise of Sales Engagement
Do not make the copy so small that it becomes
illegible.

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The
OGs
Rob
Kyle

© 2019. SalesLoft. All Rights Reserved.
Sellers Are Loved
by the Buyers They Serve
#saleslove
BIAS TOWARDS ACTION
CUSTOMERS FIRST
GLASS HALF FULL
TEAM OVER SELF
FOCUS ON RESULTS

© 2019. SalesLoft. All Rights Reserved.
SalesLoft Prospector
Fastest and easiest way on the
internet to get to get the most
targeted and accurate list of leads.
Gather information on the internet
and sent it back to SalesLoft for
use in campaigns and CRMs.
2012

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Prospector Success Path
2012 2014 2015
Launch $1M $7M

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The Pivot - Death to Prospector

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No Longer Aligned to our Vision
Customers were using our data to
spam prospects, which was not
aligned to our vision.
There was a flaw in our monetization
model.
We weren’t in full control of our
product.
1
2
3

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END OF LIFE

© 2019. SalesLoft. All Rights Reserved.

© 2019. SalesLoft. All Rights Reserved.© 2019. SalesLoft. All Rights Reserved.
Future Path - Rise of Sales Engagement

© 2019. SalesLoft. All Rights Reserved.
Calculating the Risks
Workflow product integrating email, phone,
calendaring and integrations with other systems..
Impact to Product
Complex sale requiring change management. We
were selling a new approach to a new role.
We had to accept that we may lose some of our
loyal customers.
Impact to Sales
Impact to Customers

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Kyle Porter, CEO SalesLoft
“Sales engagement is the
consistent and systematic
execution of your living
sales playbook.”
2014

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Creating a Category

Revenue Goal + Customer NPS + Employee NPS
Our
Vision
Core
Strategies
Our
Mission
Metrics
Customers First - Glass Half Full - Bias Toward Action - Team Over Self - Focus On Results
Our
Values
LEVERAGE CULTURE
Invest in organization
health
DELIGHT USERS
Be the easiest product to
use
COMMAND UPMARKET
Serve the enterprise
market
GROWTHENABLING
DELIVER FULL CYCLE
Develop solutions for all
customer facing roles
OWN INTERNATIONAL
Establish footholds in key
markets
% Employee Engagement # NPS Score Enterprise ARR ARR by Team Outside US ARR
Goals #1 Market Leader + Revenue Goal
1-YEAR 3-YEAR
Equip companies to maximize revenue by creating a fantastic buying experience
Every seller is loved by the buyers they serve #saleslove
INTERNAL USE ONLY

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SalesLoft Success Path
This Year
> $50M
Next Year
$100M
(+ 125% expansion)
Start, Yr 1
$200K

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We are Proud to Serve Our Customers

© 2019. SalesLoft. All Rights Reserved.
#1 in Best Sales Engagement
Software
#7 Fastest Growing in the
Industry
#6 best cloud company to
work for
#1 Place to Work
Supporting
50,000+
Sales professionals
2,300+
Organizations
32+
Countries
185,000+
Phone calls every day
1,200,000+
Customer interactions
every day
Industry-Leading
First ever:
● Engagement Platform
with Native Dialer
● Public API
● App Directory
● LinkedIn Sales
Navigator Integration
● Engagement +
Conversational
Intelligence offering
● Sales Engagement
conference
● Mobile app

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The End!