From Hackathon to Unicorn with Talkdesk Founder and CEO Tiago Paiva and SaaStr CEO Jason Lemkin

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In 2011, Tiago Paiva won a Twilio hackathon by embracing the overlooked call center industry. 7 years later that hackathon project achieved Unicorn status while transforming the call center space. Join Tiago as he shares Talkdesk's unconventional journey and what it takes to build a top-valued brand.

Business

FROM HACKATHON TO
UNICORN: TALKDESK
GOING FROM VERY SMB …
TO VERY ENTERPRISE … VERY
FAST

• Path to $1b+: first 2 years, no revenue
• Market Pull: What Is It, When Do You Know It’s
Real?
• Going Upmarket: the pain, the gain
• Partners: Salesforce, Zendesk, Twilio, and more
• Old Competitors, New Competitors
• Coming to SF? Still worth it?

• What did it take to
get product-
market fit?

$0
$250,000,000
$500,000,000
$750,000,000
$1,000,000,000
$1,250,000,000
2011 2012 2013 2014 2015 2016 2017 2018

• How did you
possibly get to
$1m in ARR
with 6
employees?

• Why decide to go from
SMB to Enterprise?
• What were biggest
mistakes?
• How did teams & execs
change?

• Integration
Partners
• How role change
over time?
• GTM changes
• Platform partners
like Twilio

• Cloud has changed
everything
• Interestingly, has
killed some, but
reinvigorated
others

• Is SF still “worth it?”
• Would you move to
SF and start
Talkdesk here in
2019?

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From Hackathon to Unicorn with Talkdesk Founder and CEO Tiago Paiva and SaaStr CEO Jason Lemkin

2. FROM HACKATHON TO UNICORN: TALKDESK GOING FROM VERY SMB … TO VERY ENTERPRISE … VERY FAST

3. • Path to $1b+: first 2 years, no revenue • Market Pull: What Is It, When Do You Know It’s Real? • Going Upmarket: the pain, the gain • Partners: Salesforce, Zendesk, Twilio, and more • Old Competitors, New Competitors • Coming to SF? Still worth it?

4. • What did it take to get product- market fit?

5. $0 $250,000,000 $500,000,000 $750,000,000 $1,000,000,000 $1,250,000,000 2011 2012 2013 2014 2015 2016 2017 2018

6. Early Days

8. • How did you possibly get to $1m in ARR with 6 employees?

9. • Why decide to go from SMB to Enterprise? • What were biggest mistakes? • How did teams & execs change?

10. • Integration Partners • How role change over time? • GTM changes • Platform partners like Twilio

11. • Cloud has changed everything • Interestingly, has killed some, but reinvigorated others

12. • Is SF still “worth it?” • Would you move to SF and start Talkdesk here in 2019?

From Hackathon to Unicorn with Talkdesk Founder and CEO Tiago Paiva and SaaStr CEO Jason Lemkin

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