SlideShare a Scribd company logo
Building successful b2b
product for global market
- lessons learned!
Ragnar Sass 
Co-founder 
Estonia & Silicon Valley
Estonia,Tallinn
Dia1 11 keynote_ragnar_sass_pipedrive_criando um crm com escala global
Pipedrive: 50 000 + users from
120 + countries
Dia1 11 keynote_ragnar_sass_pipedrive_criando um crm com escala global
Don’t be afraid to fail!
100 000 $
200 000 $
300 000 $
400 000 $
0
3 000
6 000
9 000
12 000
# of paying customers
MRR
2011 2012
!
First
code
Public
launch
1,000
customers
Round 0.7M
2013
$1M ARR
Round 2.5M
Pipedrive history
2014
Angelpad
Dia1 11 keynote_ragnar_sass_pipedrive_criando um crm com escala global
Dia1 11 keynote_ragnar_sass_pipedrive_criando um crm com escala global
Pipedrive CRM
System to help you sell better
Pipedrive founders
Martin Henk 
Former CTO of Uniteddogs.com, Hacker with
10+ years experience. BA in Marketing. 
!
!
Martin Tajur
Former Senior Web Front-End Developer at Skype

Founder Listhings, Co-founder of world 2nd pet
owners sn uniteddogs.com. Hacker with 10+ years
experience.
Ragnar Sass 
Serial startup entrepreneur. Co-founder of
world 2nd pet owners sn uniteddogs.com
& Garage48.org.
Urmas Purde 
Salestrainer and Co-Founder in Vain &
Partners (trained over 20k
salespersons) for 15 years
Timo Rein 
Co-Founder Vain & Partners (leading
Sales Training company in the
Baltics), Top 1% door-to-door
Salesman with Southwestern Comp

Founders with 10 years direct
B2B sales experience
Almost half (42%) CRM software
licenses go unused (Gartner)
PRODUCT
✔
 Your team should have somebody who knows
EVERYTHING about market
!
✔
 FOCUS 100% to product development in first
years …
!
and revenue!!! 
!
✔
 Be super clear - what problem you are solving!
!
CUSTOMER
✔
You have to treat your
customers like your good friend
!
✔
Focus: How to make
CUSTOMERS HAPPY
Word of Mouth
Great software, beats
anything else I've
used including
Salesforce
Pipedrive is
changing the way
that CRMs actually
work
I can honestly say this is
the best CRM I have
seen
I've used a number of
different CRM and
sales pipeline
systems, but yours is
by far the most user
friendly and simple to
use
I love it. 
I just made a
presentation to my
company about it.
I just added my
boss as a user
Think global from first
day!
✔
 Live next to your customers
!
✔
 Best customers live in US - listen their
feedback!
!
✔
 Look only for world class advisors &
investors
Don’t give up!
Dia1 11 keynote_ragnar_sass_pipedrive_criando um crm com escala global
Useful reading
Thank you!
Ragnar@pipedrive.com
@ragnars
N.B. Special offer for all event
participants !

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Dia1 11 keynote_ragnar_sass_pipedrive_criando um crm com escala global

  • 1. Building successful b2b product for global market - lessons learned! Ragnar Sass Co-founder Estonia & Silicon Valley
  • 4. Pipedrive: 50 000 + users from 120 + countries
  • 6. Don’t be afraid to fail!
  • 7. 100 000 $ 200 000 $ 300 000 $ 400 000 $ 0 3 000 6 000 9 000 12 000 # of paying customers MRR 2011 2012 ! First code Public launch 1,000 customers Round 0.7M 2013 $1M ARR Round 2.5M Pipedrive history 2014 Angelpad
  • 10. Pipedrive CRM System to help you sell better
  • 11. Pipedrive founders Martin Henk Former CTO of Uniteddogs.com, Hacker with 10+ years experience. BA in Marketing. ! ! Martin Tajur Former Senior Web Front-End Developer at Skype Founder Listhings, Co-founder of world 2nd pet owners sn uniteddogs.com. Hacker with 10+ years experience. Ragnar Sass Serial startup entrepreneur. Co-founder of world 2nd pet owners sn uniteddogs.com & Garage48.org. Urmas Purde Salestrainer and Co-Founder in Vain & Partners (trained over 20k salespersons) for 15 years Timo Rein Co-Founder Vain & Partners (leading Sales Training company in the Baltics), Top 1% door-to-door Salesman with Southwestern Comp Founders with 10 years direct B2B sales experience
  • 12. Almost half (42%) CRM software licenses go unused (Gartner)
  • 13. PRODUCT ✔ Your team should have somebody who knows EVERYTHING about market ! ✔ FOCUS 100% to product development in first years … ! and revenue!!! ! ✔ Be super clear - what problem you are solving! !
  • 14. CUSTOMER ✔ You have to treat your customers like your good friend ! ✔ Focus: How to make CUSTOMERS HAPPY
  • 16. Great software, beats anything else I've used including Salesforce Pipedrive is changing the way that CRMs actually work I can honestly say this is the best CRM I have seen I've used a number of different CRM and sales pipeline systems, but yours is by far the most user friendly and simple to use I love it. I just made a presentation to my company about it. I just added my boss as a user
  • 17. Think global from first day! ✔ Live next to your customers ! ✔ Best customers live in US - listen their feedback! ! ✔ Look only for world class advisors & investors
  • 21. Thank you! Ragnar@pipedrive.com @ragnars N.B. Special offer for all event participants !