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Reaccelerating Growth at Scale with Box's CRO

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Reaccelerating Growth at Scale with Box's CRO

  1. 1. Reaccelerating Growth at Scale Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Jason Lemkin CEO SaaStr @jasonlk Mark Wayland Chief Revenue Officer Box @mtwayland
  2. 2. ● Improved Hiring rubric ● Enablement investments ● Tighter alignment between Enablement and Product Marketing Metrics that Matter Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Note: Box fiscal year ends January 31 1. Percent improvement based on 2 year period from 1H FY20 to 1H FY22
  3. 3. Box by the Numbers Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. 67% Fortune 500 100K+ Customers
  4. 4. Reaccelerating Growth Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Quarterly Revenue Growth ($M) +14% YoY Quarterly Net Retention Rate Note: Box fiscal year ends January 31
  5. 5. Five Things Driving Reacceleration of Growth Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  6. 6. 1) Master the Message Welcome to the Content Cloud ● Simplified GTM message: It says what it does and does what it says ● Shared language across all teams ● Product Roadmap aligned with Messaging
  7. 7. 2) Moving to Multi-Products % of Total Revenue from customers who have purchased at least 1 additional product
  8. 8. Focusing on driving larger deals 3) Go Big or Go Home
  9. 9. 4) We’re all on the Renewals team Product Sales Customer Success Marketing Renewals Do not place text, or graphics in any of the red space Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Your faces will be here Product Sales Customer Success Marketing Renewals
  10. 10. ● Improved Hiring rubric ● Enablement investments ● Tighter alignment between Enablement and Product Marketing 5) AE Productivity Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Note: Box fiscal year ends January 31 1. Percent improvement based on 2 year period from 1H FY20 to 1H FY22
  11. 11. Key Takeaways 1. If growth is a problem, find the root cause. It may not primarily be a sales problem. 2. Renewals are the most important motion in SaaS. 3. Sales productivity is paramount. Do not place text, or graphics in any of the red space Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Your faces will be here
  12. 12. Q&A Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
  13. 13. THANK YOU Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.

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