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Ever wondered how unit economics affect your growth rate? Quantitative analysis is the most essential part of successful growth hacking. Here is a specific example.
Wharton Disruptive Decisions Summit SF 2017Robert Sibo
I had the pleasure to speak at the DD Summit in SF this fall on the topic of building Customer Engagements teams from the ground up leveraging disruptive technologies like Big Data, Machine Learning and the right mix of MarTech platforms.
Columbia Business School: Creating Stronger Connections Using ExactTarget Mar...Salesforce.org
By providing meaningful and relevant messages, you can create rich life-long relationships with your students, alumni and donors. Join us to learn how you can unlock Salesforce CRM data to engage your customers with the right message through the right channels at the right time by leveraging the ExactTarget Marketing Cloud. Our special guest, Columbia Business School, will share how they are utilizing Salesforce CRM with the ExactTarget Marketing Cloud to improve communications, increase marketing efficiency, and track results. You'll leave this session inspired to create stronger more meaningful connections with your constituents!
Speakers:
Jason Belland, Senior Associate Director, Online Media and Technology, Columbia Business School
Jason Belland currently serves as Senior Associate Director of Online Technology at Columbia Business School Executive Education. His career in higher education spans 13 years, during which he has led innovation on projects including distance and online learning, CRM implementation, and website management. Jason speaks and consults internationally on the role of IT in delivering customer relationship management solutions to organizations.
Gordon Evans, VP of Marketing, ExactTarget Marketing Cloud, salesforce.com
Gordon Evans is the VP of Product Marketing for the Salesforce ExactTarget Marketing Cloud, where he and his team are responsible for messaging, positioning and go to market strategy. In the past eight years at salesforce.com, Gordon helped build salesforce.com’s award-wining public relations and social media teams, and launched some of the company’s most exciting initiatives, including the AppExchange and Force.com. Gordon has more than 20 years of experience in enterprise software and cloud computing product marketing, social media and PR, and has held a variety of positions at Epiphany, Digital Island and Novell.
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Dynamics 365 - Introduction to Voice of the Customerandrewbibby
Slides for Andrew Bibby and Simon Whitson's presentation from CRMUG Summit EMEA 2017. Learn how to get started with Voice of the Customer in Dynamics 365 / CRM and best practices for designing surveys.
Only salesforce.com offers an on-demand solution that meets the varied needs of everyone from small businesses to large, global organizations. Salesforce SFA provides your sales team with a complete customer view that is shared with support and marketing in real time, so you can track and optimize your pipeline and ultimately close more deals. At a glance, here is some of the key features of Sales Cloud:
1. Account & Contact Management
2. Marketing and Lead Management
3. Opportunities Management
4. Activity management.
5. Report and Analytic
6. Forecasting
7. Approvals and workflow
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– Identify the key data migration players
– Understand and break down the data migration process
– Develop the solution that works for your organization
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Implement strategies to put the customer first to create better user experiences.
How to improve your data intelligence maturity to increase ROI.
Getting executive buy-in to increase the importance of data quality within your organization.
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International Guest Speaker and Author of World Class Selling Dr Brian Lambert
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What You're Going to Learn
- How These 4 Leaks Force You To Work Longer And Harder in order to grow your income… improve just one of these and the impact could be life changing.
- How to SHUT DOWN the revolving door of Income Stagnation… you know, where new sales come into your magazine while at the same time existing sponsors exit.
- How to transform your magazine business by fixing the 4 “DON’Ts”...
#1 LEADS Don’t Book
#2 PROSPECTS Don’t Show
#3 PROSPECTS Don’t Buy
#4 CLIENTS Don’t Stay
- How to identify which leak to fix first so you get the biggest bang for your income.
- Get actionable strategies you can use right away to improve your bookings, sales and retention.
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Reflect Festival Limassol May 2024.
Michael Economou is an Entrepreneur, with Business & Technology foundations and a passion for Innovation. He is working with his team to launch a new venture – Exyde, an AI powered booking platform for Activities & Experiences, aspiring to revolutionize the way we travel and experience the world. Michael has extensive entrepreneurial experience as the co-founder of Ideas2life, AtYourService as well as Foody, an online delivery platform and one of the most prominent ventures in Cyprus’ digital landscape, acquired by Delivery Hero group in 2019. This journey & experience marks a vast expertise in building and scaling marketplaces, enhancing everyday life through technology and making meaningful impact on local communities, which is what Michael and his team are pursuing doing once more with Exyde www.goExyde.com
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Also Intelisync, our cutting-edge service designed to streamline and optimize your marketing efforts, leveraging data-driven insights and innovative strategies to drive growth and visibility for your project.
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2. 2
Team
Mukesh Ranjan
Designer
• EW MBA 2015
• PhD , CS – U. Cincinnati
• Program Manager, Intel
Mohamad Charafeddine
Picker
• EW MBA 2015
• PhD, Elec. Eng. – Stanford U.
• Principal Solutions Architect,
ASSIA Inc
Kartik Shah
Hacker
• EW MBA 2014
• MS, CS – USC
• Software Engineer,
Cisco
Swaroop Sayeram
Hacker, Hustler
• EW MBA 2015
• MS, CS – U. Wisconsin - Madison
• Group Product Manager, McAfee
Steve Adelman
Managing Director
Nexus Partners
Peter Lee
VP, Bessemer
Venture Partners
Mentors
Dheera Prabhakar
Hacker
MIMS Student, UC Berkeley
3.
4. Innovation
Time
Sales Automation: Salesforce
Marketing Automation: Marketo, Eloqua,
Hubspot, Act-on
2.0 | Descriptive
What’s happening?
Vision | Sales & Marketing 3.0
4
CloudSlate,
Infer, Mintigo,
Lattice Engine,..
3.0 | Prescriptive
What to do?
Big Data Explosion
Cloud Computing
Large Scale
Machine Learning
5. 5
• 102 Interviews in 10 weeks
• 62 Unique Companies
• 39 CEOs/Founders, CTOs,
(S)VPs, Directors
• 4 Interested in a paid
high-volume trial
• 1 Pilot
6. Value Prop | Learning & Evolution
6
Database of
companies and
installed
technologies
Lead Management
and Scoring of
Leads in the
Funnel
New Leads
Recommendation
“Lookalikes” based on
existing customer base
Finding Influencers
and Decision
Makers
15+ players in
Lead Management
7. 7
MVP | Applied to McAfee Security
product
Actual real data McAfee’s data is obfuscated
8. Cust. Segments | Learning & Evolution
8
SalesOps
Dept
Demand Gen
within Marketing
Mid-market & including big
companies with specific product
segments (like Cisco)
Sales
Dept
Marketing
Dept
for B2B focusing on mid-market
& excluding big oligopolies
Week 1
Week 10
Archetypes
in Appendix
9. Channels | Evolution & Learning
9
Week 1
Own website
Sales partnering with
marketing automation
companies
Week 3-10
SalesforceAppExchange
Marketo LaunchPoint
EloquaAppCloud
Salesforce takes 15-25% Rev share.
Eloqua and Marketo channels are free – in order to
attract adopters.
10. 10
Cust. Relationship | Learning
Network
Effect
Algorithm performance improves
the more the customer uses it.
Performance also improves as other
“similar” customers use CloudSlate –
CloudSlate owns the models and
does clustering on its own customers
to run parallel learning experiments
Vs serial.
13. 13
Partners & Data Suppliers | Learning
Data Suppliers
(Content)
Algorithms
Layer
Negotiation power now
Data Suppliers
(Content)
Algorithms
Layer
Negotiation power in the future
Data will get more restricted or more expensive in the future
strategic plan to create our own data
(similar to Netflix’s content strategy).
14. Activities & Resources | Learning
14
Algorithms
Data Sources
Delivery
Phase I:
High-Volume MVP
in 3 months
Phase II:
SalesforceAppExchange
and Marketo LaunchPoint
15. Metrics that Matter
Annual
Revenue per
Customer
$50k-$120K
Annual
COGS per
Customer
$33K
15
CloudSlate
Amplificatio
n Factor
3x Y1
4x Y3
Annual
Churn Rate
20% Initially
10% Steady
State
LTV
> $250k
($50K gross
profit x 5 yrs)
C.A.C
for CloudSlate
$5K(Salesforce) to
$16K (Marketo)
(less in steady state)
16. What’s Next?
We believe strongly there is real opportunity!
1. Develop high-volume prototype over the next 3 months working closely
with McAfee
2. Then, re-engage with the early adopter pipeline - Cisco,Adaptive
Insights, and Gainsight
16
22. Customer Archetypes
Account
Manager
(B2B company)
SVP Marketing
(B2B company)
Sr Dir Sales
(B2B company)
Demand Gen
Manager
(B2B company)
Pain
Quote
Pain Meter 5 4 3 4
User Buyer Influencer Decision Maker
Dave Jill Dan Susan
Cust. Segments | Archetypes
Most leads in
the system are
useless
ROI from lead
gen campaigns is
weak
Pressure to meet
Sales target
Collects leads
through laborious
methods, but Sales
never seem to
convert them
“Only 40% of
the leads I close
are provided by
Marketing. I
have to hunt for
the other 60%
myself”
“My marketing
budget is just
$250K/quarter,
and I can get
very little done
with it”
“I don't want
my sales reps
wasting their
time chasing
dead-ends”
“Difficult to satisfy
Sales”
23. Finance and Operations TimelineCashDev.
Channel&
Customer
Financial
Year 1
Q1 Q2 Q3 Q4
Year 2
Q1 Q2 Q3 Q4
Year 3
Q1 Q2 Q3 Q4
Seed $1M
Series A $3M
Amplification = 3x
Salesforce
AppExchange
Demographic,Tech
Install Data
Marketo
Launchpoint
Behavioral, Business
News & Financial Data
Amplification = 3.5x Amplification = 4x
Jobs posts DevelopTech Install Database
Microsoft Dynamics,
Oracle CRM,Website
First 5
cust., $50k
Rev
Next 10 cust.,
$500k Rev
Next 25
cust., $1.5M+ Rev
Eloqua, SugarCRM
Next 40 cust., $5M+ Rev;
Profitable
23
24. Why we chose the Lean LaunchPad
24
Not because it is easy, but because it is hard, because that goal will serve to
organize and measure the best of our energies and skills, because that challenge is
one that we are willing to accept, one we are unwilling to postpone, and one
which we intend to win…
Borrowed from John F. Kennedy
“We Choose to go the Moon”
speech in Sept 1962