Place Your Bets : Demand Gen Tactics that Pay Off Big with Lever, Sales Impact Academy, Stage 2 Capital, and Zendesk
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Sydney Sloan, Limited Partner @ Stage 2 Capital Keshila Shannon, SVP, Head of Marketing @ Lever Mark Jung, VP of Marketing @ Sales Impact Academy Prelini Udayan-Chiechi, SVP Global Marketing @ Zendesk The most commonly asked questions from investors & CEO’s to heads of marketing is, “If I were to give you a million dollars how would you spend it?” The answer is, “it depends.” Putting the right demand generation strategy in place isn’t as easy as putting a coin in the slot machine. In this session, each of our panelists will share how they have developed techniques to increase the odds of demand gen success from growth hacking, media takeovers and integrated campaign strategies that scale globally.
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Place Your Bets : Demand Gen Tactics that Pay Off Big with Lever, Sales Impact Academy, Stage 2 Capital, and Zendesk
- 1. Sydney Sloan Stage2 Capital Scaled Ventures @sydsloan Mark Jung VP Marketing Sales Impact Academy @TheMarkJung Keshila Vallot Shannon SVP Marketing Lever @keshila Place Your Bets Demand Gen Strategies That Pay Off Big! Prelini Udayan-Chiechi SVP Global Marketing Zendesk @prelini 1
- 2. The Million Dollar Question
- 3. 3
- 4. Sydney Sloan Stage2 Capital Scaled Ventures @sydsloan Mark Jung VP Marketing Sales Impact Academy @TheMarkJung Keshila Vallot Shannon SVP Marketing Lever @keshila Prelini Udayan-Chiechi SVP Global Marketing Zendesk @prelini
- 5. Demandgen strategies that pay off big G2 Stars #Dammit Gartner Let’s Play bigger Siriusly forrester? Trust the radius Idc % $200 $400 $600 $800 $1000 $200 $400 $600 $800 $1000 $200 $400 $600 $800 $1000 $200 $400 $600 $800 $1000 $200 $400 $600 $800 $1000 $200 $400 $600 $800 $1000
- 6. Sydney Sloan LP Stage2 Capital @sydsloan Mark Jung VP Marketing Sales Impact Academy @TheMarkJung Keshila Vallot Shannon SVP Marketing Lever @keshila Prelini Udayan-Chiechi SVP Global Marketing Zendesk @prelini 6
- 7. Investments Strategies That Pay Off ● Invest in building the brand as soon as you can ● Data & benchmarks are highly leveraged ● Account based marketing works ● Category leadership matters ● Time your global expansion 7
- 8. THANK YOU!
Editor's Notes
- WELCOME!! I am so excited for today’s session and what you’re going to learn from our distinguished panelists. What I love that is unique about each of today’s panelists Kesh Shannon is a demand gen PHD, having led efforts at Taleo, Jive (where we met) Fitbit and now she is SVP and head of marketing at Lever. Kesh’s deep expertise and experience helps her diagnose the customer problem and prescribe just the right demand gen strategies to work, be it B2B or B2C. Mark Jung is the master at building digital presence and buzz for Saas startups, formerly first marketer at Dooly and now the VP Marketing at Stage 2 funded company, Sales Impact Academy. Last year the Dooly team ran a promotion for tickets to see the Chainsmokers, if you were here at Saastr last year you know exactly what I mean about Mark creating buzz! Prelini Udayan-Chiechi I’ve known for 20 years and admired how she elevates the brands of the companies she represents and makes them stand out in the global market. We first met when she was running Demand Gen for Adobe in Northern Europe. She's led global demand gen for Lithium, Bazaarvoice and currently is the Global SVP of Global DemandGen for ZenDesk. Prelini’s superpower is standing out by using innovative high quality programs, most recently her team won the Vimeo Marketing program of the year for the ZenDesk Morning Show. I’m Sydney Sloan, your moderator for today’s session. I was most recently the CMO at Salesloft taking them from 15M to over 135M in 3 ½ years, with a 2.3 billion valuation and investment from Vista last December. Right now I’m spend time advising CEOs & G2M teams at Scaled Ventures as an LP at Stage 2 Capital.
- 1. Let’s start with the most asked, million dollar question! If you have a million dollars how would you invest it? (asking all)
- 2. Quick fire: What are the 3 bets marketers should make that pay off? (follow up question for each person – tell me more about…)
- 3. Mark - tell us more about the brand strategy you use for the early stage? 4. Prelini: Talk to me about why the MQL is no longer relevant. 5. Kesh -I know you do have a strategy that you like! Tell me about data & benchmarks!
- 6. What about the category game? It’s an expensive investment, is it worth it?
- 7. Last Question! This is a pretty global panel, Mark is from Canada, Prelini is from London, and I know you’ve done a lot globally Kesh. I want to specifically talk about how to scale globally.