This presentation was shared at Dreamforce 2016 to help early-stage cloud business application startup teams understand how investors will evaluate their markets so they can plan the right financing strategy from the beginning.
SaaS partnerships, business application marketplaces and ecosystem growth str...Judy Loehr
Secrets to successful SaaS product integrations and partnerships. Details how to select the right strategic partnership opportunities and leverage business application marketplaces to reach new customers.
Originally presented at Openview's 2017 Product Leadership Forum.
From the MarTech Conference in San Francisco, California, March 31-April 1, 2015. SESSION: The Martech Blueprint Imperative. PRESENTATION: The Martech Blueprint Imperative - Given by Cynthia Gumbert, @Cyngumbert - CA Technologies, VP of Digital & New Accounts Marketing
From the MarTech Conference in San Francisco, California, March 31-April 1, 2015. SESSION: It'S A Martech, Martech, Martech, Martech World. PRESENTATION: How The Marketing Technology Landscape is Blooming - Given by Scott Brinker, @chiefmartec - Ion Interactive, Conference Chair & Author
Recruiting + Sales = Success: The Salesforce.com Story | Talent Connect Vegas...LinkedIn Talent Solutions
One organization that truly embraces the philosophy that Recruiting = Sales is Salesforce.com. In this session Mike Euglow and Jesper Bendtsen will share Salesforce.com’s talent acquisition strategy, tactics, and results.
Subscribe to the LinkedIn Talent Blog: http://linkd.in/18yp4Cg
Follow the LinkedIn company page: http://linkd.in/1f39JyH
Tweet with us: http://bit.ly/HireOnLinkedIn
Learn more about LinkedIn Talent Solutions: http://linkd.in/1bgERGj
The MarTech Cocktail: Selecting and Implementing the Right Technology for you...MarTech Conference
From the MarTech Conference in London, UK, October 20-21, 2015. SESSION: The Digital Marketing Cocktail: What is the Right Mix?. PRESENTATION: The MarTech Cocktail: Selecting and Implementing the Right Technology for your Brand - Given by Theresa Regli - @TheresaRegli - Principal Analyst & Managing Partner - Real Story Group. #MarTech DAY2
SaaS partnerships, business application marketplaces and ecosystem growth str...Judy Loehr
Secrets to successful SaaS product integrations and partnerships. Details how to select the right strategic partnership opportunities and leverage business application marketplaces to reach new customers.
Originally presented at Openview's 2017 Product Leadership Forum.
From the MarTech Conference in San Francisco, California, March 31-April 1, 2015. SESSION: The Martech Blueprint Imperative. PRESENTATION: The Martech Blueprint Imperative - Given by Cynthia Gumbert, @Cyngumbert - CA Technologies, VP of Digital & New Accounts Marketing
From the MarTech Conference in San Francisco, California, March 31-April 1, 2015. SESSION: It'S A Martech, Martech, Martech, Martech World. PRESENTATION: How The Marketing Technology Landscape is Blooming - Given by Scott Brinker, @chiefmartec - Ion Interactive, Conference Chair & Author
Recruiting + Sales = Success: The Salesforce.com Story | Talent Connect Vegas...LinkedIn Talent Solutions
One organization that truly embraces the philosophy that Recruiting = Sales is Salesforce.com. In this session Mike Euglow and Jesper Bendtsen will share Salesforce.com’s talent acquisition strategy, tactics, and results.
Subscribe to the LinkedIn Talent Blog: http://linkd.in/18yp4Cg
Follow the LinkedIn company page: http://linkd.in/1f39JyH
Tweet with us: http://bit.ly/HireOnLinkedIn
Learn more about LinkedIn Talent Solutions: http://linkd.in/1bgERGj
The MarTech Cocktail: Selecting and Implementing the Right Technology for you...MarTech Conference
From the MarTech Conference in London, UK, October 20-21, 2015. SESSION: The Digital Marketing Cocktail: What is the Right Mix?. PRESENTATION: The MarTech Cocktail: Selecting and Implementing the Right Technology for your Brand - Given by Theresa Regli - @TheresaRegli - Principal Analyst & Managing Partner - Real Story Group. #MarTech DAY2
Attribution: Weaving the Red Thread of Marketing By Gary VersterMarTech Conference
From the MarTech Conference in London, UK, October 20-21, 2015. SESSION: Attribution: Weaving the Red Thread of Marketing. PRESENTATION: Attribution: Weaving the Red Thread of Marketing - Given by Gary Verster - @the_other_GaryV - Marketing Technologist & Senior Marketing Operations Manager - Trend Micro EMEA Ltd. #MarTech DAY1
This was our final Series A deck. Read more about raising the round in this blog post:
https://medium.com/@DanielleMorrill/welcome-brad-feld-to-the-mattermark-team-announcing-our-6-5m-series-a-dd9532fc1b39
Roll Your Own Customer Experience Platform By Cleve GibbonMarTech Conference
From the MarTech Conference in London, UK, October 20-21, 2015. SESSION: Rolling Your Own Customer Experience Platform. PRESENTATION: Rolling Your Own Customer Experience Platform - Given by Cleve Gibbon - @cognifide - Chief Marketing Technology Officer - Cognifide. #MarTech DAY1
From the MarTech Conference in San Francisco, California, March 31-April 1, 2015. SESSION: Building A Marketing Technology Organization From The Ground Up. PRESENTATION: How AETNA Built A Marketing Technology Focused Office - Given by Joseph Kurian - Aetna, Head of Marketing Technology & Innovation
State of the Cloud 2021: The Age of Cloud Unicorns with Bessemer Venture Part...saastr
Unicorn birth rate is at an all-time high and the cloud economy is officially entering the age of decacorns. Bessemer Venture Partners shares the industry trends that led to the creation of these massive private cloud companies. Releasing vital insights for founders with big ambitions, Byron Deeter, Elliott Robinson, and Mary D'Onofrio share the insights from benchmark data and key frameworks that power the fastest-growing businesses in technology.
Digital transformation Online guide to expert analyses and digital strategy d...Miodrag Kostic, CMC
Digital transformation consulting workshop training course
How to create expert analyses, digital road map and strategy?
Miodrag Kostic, CMC, CDC
Certified digital transformation expert, consultant - Serbia, Belgrade
http://www.businessknowledge.biz/
http://www.miodragkostic.com/
How to Effectively Build a Martech Stack & Integrate Your Marketing ToolsPinpointe On-Demand
Is your organization falling short when it goes to effectively managing and integrating new tools into your marketing technology stack?
Marketing technology can offer many benefits, but the real value is uncovered when it’s integrated with the other tools and processes that enable you to run your business better. Yet, for many, this can be a daunting and overwhelming task.
This slide deck from Pinpointe and Effin Amazing’s CEO, Dan McGaw for shows you how to create and document a marketing stack that easily integrates with your website, products and business tools so you can effortlessly scale your business, be more resilient, increase productivity, and create more revenue.
What you’ll learn:
- What the integration process for different tools looks like and how you should set up integrations for faster data transfer and less redundancy
- What tag management is and why how it controls and manages your customer data
- Whether or not you should be using a customer data platform for integration
- How to build a taxonomy and schema sheet
- The proper way to name the actions your users take
- How to store important demographic, technographic, and firmographic data
- How to maintain data governance in your marketing stack
If you are looking to build the operation’s foundation for long-term growth through an optimized martech strategy, view these slides and the accompanying webinar.
View webinar at http://email-marketing.pinpointe.com/webinar-how-to-build-martech-stack-mcgaw
Over 5,000 executives were recently asked in Winning with Customers session polls this important question: Do your customers make more money doing business with you? An alarming 2% of these executives could answer YES to the question.
As a C-Suite executive, answering YES to the question above is the first critical step to improve your company’s value proposition and help you WIN with you customers.
"How to Win With Your Customers: Become the Go-To Organization in Your Industry"
This presentation by D. Keith Pigues, Past Chairman of BMA National Board of Directors, co-author of “Winning With Customers: A B2B Playbook", and Partner at Keen Strategy, was delivered at SoCal BMA’s 2nd Annual Regional Conference: The Integrated Leadership Summit — held January 21, 2015, in Long Beach, CA. The event, organized and hosted by Business Marketing Association, Southern California Chapter, was part of the third annual BMA Global B2B Regional Conference Series, and SoCal Chapter’s ‘The Leading Edge' executive signature series. http://www.SoCalBMA.org/Events
Journey to Fully Integrated Digital Marketing By Gijs van KersenMarTech Conference
From the MarTech Conference in London, UK, October 20-21, 2015. SESSION: Juniper Networks' Journey to Integrated Digital Marketing Campaigns. PRESENTATION: Journey To Fully Integrated Digital Marketing - Given by Gijs van Kersen - @gijsvk - Senior Manager Marketing Operations EMEA - Juniper Networks. #MarTech DAY2
Marks and Spencer's Martech Makeover By Pinak Kiran VedalankarMarTech Conference
From the MarTech Conference in London, UK, October 20-21, 2015. SESSION: Marks & Spencer's Martech Makeover: A 130-Year-Old Main Street Retailer's Journey to a Digital Native. PRESENTATION: Marks and Spencer's Martech Makeover - Given by Pinak Vedalankar - @sapientnitro - Director of Technology - SapientNitro. #MarTech DAY1
The State of Software Buying: From SMB to Enterprise with G2's CMOsaastr
Today’s software buyers possess consumer expectations. They are conducting more independent research and move quickly through the buying process, making the buying cycle shorter than ever. The growing consumerization of software buying presents new opportunities for software marketers and salespeople alike.
G2 CMO Amanda Malko will discuss findings from the software marketplace’s annual buyer behavior study, which details buyer behavior and trends across SMB, mid-market and enterprise buyers represented on G2.com. Amanda will unveil the data and discuss these new findings:
- How to adapt the marketing playbook when buyers are in the driver's seat
- Why sales and marketing teams must focus on education before selling.
- How software buying is evolving to be a team sport
- How the influx of new products and resources makes trust more difficult to establish, while expectations for software companies remain high.
An effective MarTech stack can help you execute, evaluate and expand marketing efforts across the entire customer lifecycle. Listen in to this webinar to how to optimize your MarTech stack.
Strategies And Technologies To Build And Measure Business Success By Paul Roe...MarTech Conference
From the MarTech Conference in Boston, Massachusetts, August 19-20, 2014. SESSION: The Marketing Performance Blueprint PRESENTATION: Strategies And Technologies To Build And Measure Business Success Given By Paul Roetzer, @PaulRoetzer - CEO, PR20/20. #MARTECH
With the advent of digital marketing, a growing number of marketing software is released. This is what we call MarTech for Marketing Technologies. But there is a problem...
Read the related article (French) here: http://www.afelio.be/fr/news/le-probleme-avec-les-martech
Mobile Apps: No Longer a Black Box of Digital MeasurementEnsighten
David Johnson, VP Account Development, Stratigent
Marie-Pierre Dery, Manager, Measurement Solutions and Data Governance, TD Bank
Since the dawn of the Internet, digital marketers have been a notoriously analytics focused bunch. But when it comes to mobile apps, most marketers are unable to work their powers of digital insight. In fact, 57 percent of business professionals say they use no analytics whatsoever to measure their mobile apps, according to a recent Forrester survey. So what are the challenges and how can brands overcome this measurement gap? Learn how Stratigent is using Ensighten Mobile to simplify mobile app analytics for major brands, enabling better optimization, deeper customer engagement and improved ROI.
Nailing Your Go-To-Market Positioning presented at Zuora Subscribed15 Growth ...Judy Loehr
In this session, presented in the Growth Summit at Zuora's Subscribed 2015 conference, Judy Loehr provides a very structured framework designed to help cloud business app companies focus their go-to-market strategy and nail their positioning.
Subscribed 2015: The Changing Role of the CEO & Exec Team As Your Company ScalesZuora, Inc.
If you’re a CEO and you start off with a few direct reports, the relationship is pretty simple. You’re a team lead. Things change once you get to fifty people, and you become a two-tiered organization. At 100 you’ve got managers of managers, and the role of CEO starts to change dramatically. If you’re not careful, people can start griping about siloed organizations, and your structure can collapse in the middle. Well, leadership starts at the top. Tien Tzuo and Tom Mohr will discuss what causes leaders to "top out" as their company grows, how to avoid those traps, and how to continue to evolve and grow as the needs of your organization change. Learn some hard-won truths about scaling effective management.
Attribution: Weaving the Red Thread of Marketing By Gary VersterMarTech Conference
From the MarTech Conference in London, UK, October 20-21, 2015. SESSION: Attribution: Weaving the Red Thread of Marketing. PRESENTATION: Attribution: Weaving the Red Thread of Marketing - Given by Gary Verster - @the_other_GaryV - Marketing Technologist & Senior Marketing Operations Manager - Trend Micro EMEA Ltd. #MarTech DAY1
This was our final Series A deck. Read more about raising the round in this blog post:
https://medium.com/@DanielleMorrill/welcome-brad-feld-to-the-mattermark-team-announcing-our-6-5m-series-a-dd9532fc1b39
Roll Your Own Customer Experience Platform By Cleve GibbonMarTech Conference
From the MarTech Conference in London, UK, October 20-21, 2015. SESSION: Rolling Your Own Customer Experience Platform. PRESENTATION: Rolling Your Own Customer Experience Platform - Given by Cleve Gibbon - @cognifide - Chief Marketing Technology Officer - Cognifide. #MarTech DAY1
From the MarTech Conference in San Francisco, California, March 31-April 1, 2015. SESSION: Building A Marketing Technology Organization From The Ground Up. PRESENTATION: How AETNA Built A Marketing Technology Focused Office - Given by Joseph Kurian - Aetna, Head of Marketing Technology & Innovation
State of the Cloud 2021: The Age of Cloud Unicorns with Bessemer Venture Part...saastr
Unicorn birth rate is at an all-time high and the cloud economy is officially entering the age of decacorns. Bessemer Venture Partners shares the industry trends that led to the creation of these massive private cloud companies. Releasing vital insights for founders with big ambitions, Byron Deeter, Elliott Robinson, and Mary D'Onofrio share the insights from benchmark data and key frameworks that power the fastest-growing businesses in technology.
Digital transformation Online guide to expert analyses and digital strategy d...Miodrag Kostic, CMC
Digital transformation consulting workshop training course
How to create expert analyses, digital road map and strategy?
Miodrag Kostic, CMC, CDC
Certified digital transformation expert, consultant - Serbia, Belgrade
http://www.businessknowledge.biz/
http://www.miodragkostic.com/
How to Effectively Build a Martech Stack & Integrate Your Marketing ToolsPinpointe On-Demand
Is your organization falling short when it goes to effectively managing and integrating new tools into your marketing technology stack?
Marketing technology can offer many benefits, but the real value is uncovered when it’s integrated with the other tools and processes that enable you to run your business better. Yet, for many, this can be a daunting and overwhelming task.
This slide deck from Pinpointe and Effin Amazing’s CEO, Dan McGaw for shows you how to create and document a marketing stack that easily integrates with your website, products and business tools so you can effortlessly scale your business, be more resilient, increase productivity, and create more revenue.
What you’ll learn:
- What the integration process for different tools looks like and how you should set up integrations for faster data transfer and less redundancy
- What tag management is and why how it controls and manages your customer data
- Whether or not you should be using a customer data platform for integration
- How to build a taxonomy and schema sheet
- The proper way to name the actions your users take
- How to store important demographic, technographic, and firmographic data
- How to maintain data governance in your marketing stack
If you are looking to build the operation’s foundation for long-term growth through an optimized martech strategy, view these slides and the accompanying webinar.
View webinar at http://email-marketing.pinpointe.com/webinar-how-to-build-martech-stack-mcgaw
Over 5,000 executives were recently asked in Winning with Customers session polls this important question: Do your customers make more money doing business with you? An alarming 2% of these executives could answer YES to the question.
As a C-Suite executive, answering YES to the question above is the first critical step to improve your company’s value proposition and help you WIN with you customers.
"How to Win With Your Customers: Become the Go-To Organization in Your Industry"
This presentation by D. Keith Pigues, Past Chairman of BMA National Board of Directors, co-author of “Winning With Customers: A B2B Playbook", and Partner at Keen Strategy, was delivered at SoCal BMA’s 2nd Annual Regional Conference: The Integrated Leadership Summit — held January 21, 2015, in Long Beach, CA. The event, organized and hosted by Business Marketing Association, Southern California Chapter, was part of the third annual BMA Global B2B Regional Conference Series, and SoCal Chapter’s ‘The Leading Edge' executive signature series. http://www.SoCalBMA.org/Events
Journey to Fully Integrated Digital Marketing By Gijs van KersenMarTech Conference
From the MarTech Conference in London, UK, October 20-21, 2015. SESSION: Juniper Networks' Journey to Integrated Digital Marketing Campaigns. PRESENTATION: Journey To Fully Integrated Digital Marketing - Given by Gijs van Kersen - @gijsvk - Senior Manager Marketing Operations EMEA - Juniper Networks. #MarTech DAY2
Marks and Spencer's Martech Makeover By Pinak Kiran VedalankarMarTech Conference
From the MarTech Conference in London, UK, October 20-21, 2015. SESSION: Marks & Spencer's Martech Makeover: A 130-Year-Old Main Street Retailer's Journey to a Digital Native. PRESENTATION: Marks and Spencer's Martech Makeover - Given by Pinak Vedalankar - @sapientnitro - Director of Technology - SapientNitro. #MarTech DAY1
The State of Software Buying: From SMB to Enterprise with G2's CMOsaastr
Today’s software buyers possess consumer expectations. They are conducting more independent research and move quickly through the buying process, making the buying cycle shorter than ever. The growing consumerization of software buying presents new opportunities for software marketers and salespeople alike.
G2 CMO Amanda Malko will discuss findings from the software marketplace’s annual buyer behavior study, which details buyer behavior and trends across SMB, mid-market and enterprise buyers represented on G2.com. Amanda will unveil the data and discuss these new findings:
- How to adapt the marketing playbook when buyers are in the driver's seat
- Why sales and marketing teams must focus on education before selling.
- How software buying is evolving to be a team sport
- How the influx of new products and resources makes trust more difficult to establish, while expectations for software companies remain high.
An effective MarTech stack can help you execute, evaluate and expand marketing efforts across the entire customer lifecycle. Listen in to this webinar to how to optimize your MarTech stack.
Strategies And Technologies To Build And Measure Business Success By Paul Roe...MarTech Conference
From the MarTech Conference in Boston, Massachusetts, August 19-20, 2014. SESSION: The Marketing Performance Blueprint PRESENTATION: Strategies And Technologies To Build And Measure Business Success Given By Paul Roetzer, @PaulRoetzer - CEO, PR20/20. #MARTECH
With the advent of digital marketing, a growing number of marketing software is released. This is what we call MarTech for Marketing Technologies. But there is a problem...
Read the related article (French) here: http://www.afelio.be/fr/news/le-probleme-avec-les-martech
Mobile Apps: No Longer a Black Box of Digital MeasurementEnsighten
David Johnson, VP Account Development, Stratigent
Marie-Pierre Dery, Manager, Measurement Solutions and Data Governance, TD Bank
Since the dawn of the Internet, digital marketers have been a notoriously analytics focused bunch. But when it comes to mobile apps, most marketers are unable to work their powers of digital insight. In fact, 57 percent of business professionals say they use no analytics whatsoever to measure their mobile apps, according to a recent Forrester survey. So what are the challenges and how can brands overcome this measurement gap? Learn how Stratigent is using Ensighten Mobile to simplify mobile app analytics for major brands, enabling better optimization, deeper customer engagement and improved ROI.
Nailing Your Go-To-Market Positioning presented at Zuora Subscribed15 Growth ...Judy Loehr
In this session, presented in the Growth Summit at Zuora's Subscribed 2015 conference, Judy Loehr provides a very structured framework designed to help cloud business app companies focus their go-to-market strategy and nail their positioning.
Subscribed 2015: The Changing Role of the CEO & Exec Team As Your Company ScalesZuora, Inc.
If you’re a CEO and you start off with a few direct reports, the relationship is pretty simple. You’re a team lead. Things change once you get to fifty people, and you become a two-tiered organization. At 100 you’ve got managers of managers, and the role of CEO starts to change dramatically. If you’re not careful, people can start griping about siloed organizations, and your structure can collapse in the middle. Well, leadership starts at the top. Tien Tzuo and Tom Mohr will discuss what causes leaders to "top out" as their company grows, how to avoid those traps, and how to continue to evolve and grow as the needs of your organization change. Learn some hard-won truths about scaling effective management.
Social Supply Chain and Sales Pipeline BridgeSteelwedge
Social Supply Chain: Linking Sales Intelligence to Supply Chain and Finance What Do Cloud, Your Demand Plan, S&OP and Sales Pipeline Have in Common?
Undoubtedly, you have a lot of good information in your CRM system. But do you know how to best leverage it to manage your entire business, from Sales to Supply to Finance?
Join Bruce Richardson, Chief Enterprise Strategist at salesforce.com for the webinar, "Social Supply Chain: Linking Sales Intelligence to Supply Chain and Finance - What Do Cloud, Your Demand Plan, S&OP and Sales Pipeline Your Have in Common?"
This webinar will provide guidance on how to fill the "missing link" in your sales and operations planning (S&OP) process-leveraging the intelligence contained in your sales pipeline to inform your consensus demand planning process. This is an important step towards the Social Supply Chain. Bruce will explain how you can:
1. Evolve your operations into a Social Supply Chain
2. Aggregate pipeline information for supply/demand balancing and operations planning decisions
3. Provide visibility and insight into significant pipeline assumptions, expectations and changes
4. Translate pipeline confidence into accurate revenue and margin projections for better Integrated Business Planning (IBP)
To learn more about S&OP or IBP please visit: http://www.steelwedge.com/solutions/
Raise your Brand's Analytics IQ with Salesforce EinsteinGib Bassett
From Salesforce Connections 2019: Advanced analytics like Machine Learning are typically the purview of only large companies with Data Science and Data Engineering teams. Einstein is all about bringing the power of data science to everyone, at scale, and often transparently so you don’t know it’s there working to improve a critical business process. Whether your company has a Chief Data Officer or not, chances are it’s interested in partaking in the AI revolution. Companies that achieve the greatest value from analytics look across their business for improvement opportunities – and Consumer Goods companies are no exception. In this session, see all the use cases enabled by Einstein that help you deliver more seamless and profitable consumer experiences. Take away a plan to chart your own course to raising your company’s analytics IQ with Salesforce!
Build an AI Roadmap and Win the Consumer Goods Intelligence RaceGib Bassett
My presentation from Salesforce Connections 2018. In it, I describe why it's important to think about a use case driven strategy for advanced analytics and AI.
Diapositivas presentadas por Rene Lima, Sr. Sales Director de Salesforce ExactTarget Marketing Cloud, en el eRetail Day México 2014 en la plenaria "eMARKETING EN RETAIL >> MARKETING ONLINE APLICADO AL RETAIL: ¿CUÁLES SON LAS ESTRATEGIAS MÁS EFECTIVAS PARA GENERAR ALTO IMPACTO EN LAS VENTAS MINORISTAS?".
Using Pardot and Communities: Marketing with Partner and Dealer NetworksMatt Dillon
If you sell through a dealer or partner network, you know the importance of supporting those channels with resources and insights needed to win more deals and keep customers coming back for more. However, this proves challenging without a mechanism to share data and provide seamless access to product experts and marketing libraries.
Enter Salesforce Partner Communities. Partner Communities integrate with your existing Salesforce org, giving partners unprecedented ability to collaborate on deals in a secure environment. What’s more, through the common thread of Salesforce, you can use Partner Communities and Pardot as powerful tools to gain insights needed to find, win and keep customers.
Join Matt Dillon, Co-Founder of Nuvem Consulting, as he shares valuable information on how to leverage these technologies to grow your business.
Using Pardot and Communities: Marketing with Partner and Dealer Networks Stephanie Gaughen
If you sell through a dealer or partner network, you know the importance of supporting those channels with resources and insights needed to win more deals and keep customers coming back for more. However, this proves challenging without a mechanism to share data and provide seamless access to product experts and marketing libraries.
Enter Salesforce Partner Communities. Partner Communities integrate with your existing Salesforce org, giving partners unprecedented ability to collaborate on deals in a secure environment. What’s more, through the common thread of Salesforce, you can use Partner Communities and Pardot as powerful tools to gain insights needed to find, win and keep customers.
Join Matt Dillon, Co-Founder of Nuvem Consulting, as he shares valuable information on how to leverage these technologies to grow your business.
This presentation, created by Syed Faiz ul Hassan, explores the profound influence of media on public perception and behavior. It delves into the evolution of media from oral traditions to modern digital and social media platforms. Key topics include the role of media in information propagation, socialization, crisis awareness, globalization, and education. The presentation also examines media influence through agenda setting, propaganda, and manipulative techniques used by advertisers and marketers. Furthermore, it highlights the impact of surveillance enabled by media technologies on personal behavior and preferences. Through this comprehensive overview, the presentation aims to shed light on how media shapes collective consciousness and public opinion.
Acorn Recovery: Restore IT infra within minutesIP ServerOne
Introducing Acorn Recovery as a Service, a simple, fast, and secure managed disaster recovery (DRaaS) by IP ServerOne. A DR solution that helps restore your IT infra within minutes.
0x01 - Newton's Third Law: Static vs. Dynamic AbusersOWASP Beja
f you offer a service on the web, odds are that someone will abuse it. Be it an API, a SaaS, a PaaS, or even a static website, someone somewhere will try to figure out a way to use it to their own needs. In this talk we'll compare measures that are effective against static attackers and how to battle a dynamic attacker who adapts to your counter-measures.
About the Speaker
===============
Diogo Sousa, Engineering Manager @ Canonical
An opinionated individual with an interest in cryptography and its intersection with secure software development.
Sharpen existing tools or get a new toolbox? Contemporary cluster initiatives...Orkestra
UIIN Conference, Madrid, 27-29 May 2024
James Wilson, Orkestra and Deusto Business School
Emily Wise, Lund University
Madeline Smith, The Glasgow School of Art
This presentation by Morris Kleiner (University of Minnesota), was made during the discussion “Competition and Regulation in Professions and Occupations” held at the Working Party No. 2 on Competition and Regulation on 10 June 2024. More papers and presentations on the topic can be found out at oe.cd/crps.
This presentation was uploaded with the author’s consent.
Have you ever wondered how search works while visiting an e-commerce site, internal website, or searching through other types of online resources? Look no further than this informative session on the ways that taxonomies help end-users navigate the internet! Hear from taxonomists and other information professionals who have first-hand experience creating and working with taxonomies that aid in navigation, search, and discovery across a range of disciplines.
Eureka, I found it! - Special Libraries Association 2021 Presentation
Bootstrap, Angel or Venture: Determining the Right Financing Strategy for Your Startup
1. Matt Holleran
General Partner, Cloud Apps Capital
mholleran@cacptrs.com
@cloudappsvc
Bootstrap, Angel or Venture:
Determining the Right Financing Strategy for Your Startup
Judy Loehr
Venture Partner, Cloud Apps Capital
jloehr@cacptrs.com
@cloudappsvc
2. Forward-Looking Statements
Statement under the Private Securities Litigation Reform Act of 1995:
This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any
of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking
statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or
service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for
future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts
or use of our services.
The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our
service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth,
interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible
mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our
employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com
products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of
salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most
recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information
section of our Web site.
Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not
be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available.
Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
3. Speakers
3
Melissa Burnell
Senior Regional Manager,
ISV & Channel Alliances
Matt Holleran
General Partner
Judy Loehr
Venture Partner
Blakely Graham
Product Design and
co-founder
Rupert Mayer
CEO and founder
Ray Hein
CEO and co-founder
4. Agenda
Modern cloud business application startups
The new market landscape
3 financing myths
2 financing realities
3 cloud business application financing options
The new venture financing model for cloud business app startups
Framing your market size
Venture math
Panel discussion
Q&A
1
2
3
4
5
6
7
8
9
10
5. 5
IF multi-billion $ market,
THEN venture to MOVE FAST
IF < multi-billion $ market,
THEN bootstrap and accelerate
The short answer
- someone who’s never built a cloud
business application company
Sounds like a
lifestyle business
“
”
6. Modern cloud business application startups
look different than ten years ago
6
BUILD ON CLOUD
PLATFORMS
ENTERPRISE-READY
Enterprise customization, security,
reliability & performance
LEVERAGE APP
MARKETPLACES
AWARENESS & CREDIBILITY
Get in front of Salesforce Admins and users
Trust from being AppExchange certified
AND SOME THINGS STAY THE SAME
MUST BE GREAT PRODUCT
Solve a real problem
Good user experience
MUST SELL YOUR PRODUCT
Clear messaging & GTM strategy
Your own sales team
MAKE CUSTOMERS SUCCESSFUL
Provide great customer support
5-star ratings matter
7. There are a growing # of
business software markets
7
CRM
HCM/HRM
ERP
Finance & Accounting
Marketing
PLM
Billing
PSA
GRC
IT Management
Analytics
Collaboration & Productivity
Customer Success
Project Management
IP Management
Risk Management
Tax Management
MORE CATEGORIES
Client server
1990’s
SaaS 1.0
2000’s
Modern cloud
business
applications
2010+
Sold
to IT
Sold to
VPs
Available to all
business
users
8. Four ways investors view the different types of cloud business app companies within SaaS
The new cloud business app market landscape
Complex and
mission-critical
enterprise apps
Apps for a broad
range of departments
and specific business
users
Apps and tools that
solve a repetitive
use case and save
business users time
Business solutions
built for a specific
ecosystem of SaaS
users
Enterprise Cloud
New cloud business
application markets
SaaS Tools Ecosystem Apps
8
9. Startup financing myth #1: “IPO or Bust”
9
Series CSeries ASeed
$50M$6 – 8M$500k - $1M
Not the right financing strategy for every
cloud business software startup
Series B
$25M
Series D
$75M
IPO
Modern cloud application companies no
longer need $150M+ capital to get to IPO
TRADITIONAL VENTURE FINANCING PATH
10. Startup financing myth #2:
Angel funding means my company is a
good fit for venture financing
10
“Look Ma – I got
angel funding so
Series A will be a breeze.”
11. Startup financing myth #3:
you can bootstrap your way to a
global category leading company
11
“I’ll just take a little Seed
funding and go win in my
big competitive market.”
12. Reality #1: venture funding isn’t right for every startup
ECOSYSTEM APPS < $ BILLION MARKETS
“Killer Features”
Requires ecosystem expertise
Important functionality
Single ecosystem solutions
Specialized Markets
Real value for specific business
users
Not a big enough market to
support a future public company
12
> $ BILLION MARKETS
Multi-Billion Category
Large global serviceable market
Robust product & roadmap
Path to be a $100M ARR
company
VENTURE-BACKABLENOT VENTURE-BACKABLE
13. Reality #2: Angel or Seed isn’t enough if you’re going after a
big market; big markets require venture to go faster
Can’t go after the global
market quickly enough
Gives competitors a chance to gain
momentum and solidify a leadership
position in the market
13
Frame &
deliver on GTM
strategy
Hire key
executives
Expand your
product
$3-6M
IT TAKES
To hire the right
executives and lay the
right foundation for future
category leadership
17
14. VENTUREBOOTSTRAP “ACCELERATE”
There are different paths to financing modern cloud business app startups today
3 cloud business application financing options
• <$1B serviceable market, or
• Single ecosystem products
• $2B+ serviceable market
• Potential to be a global
category leading company
• Path to $100M ARR
Grow more slowly, but
keep 100% ownership
Seek ~$1M financing to
accelerate customer
acquisition & revenue growth
IMPLICATIONS
Need $3 - $6M to hire key
executives, build full product
and demonstrate customer
success – the foundation for a
future global category leading
company.
13
Founders elbow grease until revenue
can fund hires & GTM investment
15. The new venture financing model
for modern cloud business application companies
Series CClassic Series A Series B Series D
Classic Series A is the
right amount to hire
key executives,
demonstrate customer
success and refine
your CAC model.
Series B goes toward
hiring more executives
and team members
and scaling your
customer acquisition
and success model.
Series C enables you
to invest in large
enterprise customer
acquisition and
success – globally.
Series D is where you
prepare your company
for the public markets.
$8-10m $20m$3-6m $50m
Primary capital Primary capitalPrimary capital Primary and secondary capital
19
16. BOTTOMS UP
Best for clarity & conviction
MARKET RESEARCH
“What do others say?”
% of TOTAL MARKET
How big is your slice?
It’s important to size your market the same way investors will
So how big is your market?
• Analyst firms
• Published research
• Press releases
• Analyst firms
• Published research
• Press releases
• Conventional wisdom
• Government statistics
• Detailed NAICS codes
• LinkedIn research
• Industry-specific research
10%
category spend on analytics
Example:
14
17. Venture math: bottoms up # users example
# users
# sweet spot
users
Avg
Price
TAM
%
Serviceable
SAM
In U.S. 2,078,420 415,684 $1,200
$498,820,800
90% $448,938,720
Global 6,235,260 1,247,052 $1,200 $1,496,462,400 80% $1,197,169,920
User-based approach, apply
reasonable “sweet spot” % for your
product, ex: 20%
Use 3x for global estimates
Use average annual user price
TAM = # users or companies x
ACV $
% Serviceable = those who are able
to buy (aren’t under a rock and don’t
already have something)
SAM = TAM & % serviceable
Bottoms-up approach is the most compelling and actionable
GUIDELINES
15
18. Venture math: bottoms up # companies example
#
employees
# U.S.
companies
$ACV per
company
$ TAM (U.S.)
%
Serviceable
$ SAM (U.S.)
1 to 9 150,000 $3,000 $450,000,000 40% $180,000,000
10 to 49 50,000 $12,000 $600,000,000 50% $300,000,000
50 to 100 35,000 $50,000 $1,750,000,000 80% $1,400,000,000
101 to 499 10,000 $100,000 $1,000,000,000 80% $800,000,000
500+ 5,000 $200,000 $1,000,000,000 80% $800,000,000
TOTAL 250,000 $ 4,800,000,000 $ 3,480,000,000
This approach allows you to be realistic about how much different size companies will pay for
your product and how realistic it is to reach prospects in different segments
16
19. VENTURE
$2B+ SAM
BOOTSTRAP
<$500M SAM
“ACCELERATE”
$500M - $1B SAM
Pursuing the right financing strategy will save you time and result in the best outcome for your startup
Recommended cloud business application financing
strategies
• Get initial customers to fund your
development
• Typically no stock plans
• Founders own 100% of company
• Assume minimal income for first 1
– 2 years
• Self-fund until you can
demonstrate customer success &
revenue
• Take ~$1-2M to grow faster
• Ownership depends on source of
financing
• $2B+ serviceable market
• Path to $100M ARR
• Potential to be a global category
leading company
Revenue-based loans
($15k+ MRR)
High-value angels
17
$3-6m
Classic Series A
21. Bracket Labs: modern productivity apps built on Lightning
21
• TaskRay solves post-sales project and process
management for Salesforce customers
• Top 10 paid app on the AppExchange
• 1200+ customers; 140+ 5-star reviews
Bootstrap
• $40k personal investment
• Privately held S Corp
• Employees have options
• First revenue within 6 months,
now profitable
OUR TEAM CLOUD PLATFORM FINANCING STRATEGY
Sales,
co-founder
Product
Design,
co-founder
Lead
Developer,
co-founder
22. Ipfolio: modern cloud IP management software
22
• Going after $500M IP portfolio software market
• Compete against incumbent on-premise systems
Rupert Mayer
CEO & founder
15 years experience in IP
management industry
“Accelerated” financing
• Personal investment
• Value-add angels
• Revenue-based financing
OUR TEAM CLOUD PLATFORM FINANCING STRATEGY
23. Propel PLM: enterprise cloud product lifecycle management
23
• Going after $17B global PLM software market
• Compete against Oracle and a handful of SaaS PLM providers
CEO
co-founder
VP PM
co-founder
CTO
co-founder
OUR TEAM CLOUD PLATFORM FINANCING STRATEGY
$4.2M
Classic Series A venture financing