Henry Schuck, founder and CEO of ZoomInfo, presented on the company's go-to-market strategy. ZoomInfo developed a data-driven approach that optimizes every stage of the sales cycle from lead generation and qualification to customer onboarding and retention. Key aspects of the strategy include using response time data to improve lead follow-up, optimizing demo routing, tracking sales metrics to plug leaks in the funnel, and segmenting accounts to balance workloads. The system aims to scale the business while maintaining industry-leading customer lifetime value to customer acquisition cost and renewal rates.
From Customer Success Summit 2017 - Somit Goyal, Global Head of Customer Success at Microsoft discusses, "Customer Success at the Enterprise".
Learn more about Customer Success Summit: http://customersuccesssummit.com
Totango is the leading enterprise- grade customer success platform that helps recurring revenue businesses proactively impact business outcomes with customer success. With solutions to empower Customer Success Teams or entire companies, Totango enables everyone to participate in customer success.
Learn more at www.totango.com.
List Of Achievements PowerPoint Presentation SlidesSlideTeam
This complete deck covers various topics and highlights important concepts. It has PPT slides which cater to your business needs. This complete deck presentation emphasizes List Of Achievements Powerpoint Presentation Slides and has templates with professional background images and relevant content. This deck consists of total of twenty three slides. Our designers have created customizable templates, keeping your convenience in mind. You can edit the colour, text and font size with ease. Not just this, you can also add or delete the content if needed. Get access to this fully editable complete presentation by clicking the download button below.
Transformation Plan Powerpoint Presentation SlidesSlideTeam
"You can download this product from SlideTeam.net"
Business transformation is extremely important in today’s rapidly evolving and increasingly global economy. Keeping this view point in mind our team of designers have crafted this transformation plan PowerPoint template. Our transformation plan PPT slideshow has pre-designed set of various business slides which can help in aligning your people, processes and technology to your business strategy and vision. No matter what industry you are working in, you need to transform and plan your business activities to survive in the long run. All the slides are fully modifiable, so these can be altered as per the needs of your business organization. If you want to achieve your goals and targets in the changing business environment, you need to incorporate these business transformation slide designs to capture the attention of your suppliers, stakeholders, customers, etc. When you are thinking of changing your business plans and don’t know how, you can simply use our amazing PowerPoint visuals and create meaningful PPT slide designs. Our Business change plan presentation graphic slides will certainly be the best way to display the business information in a professional manner. Hurry up and download now. Our Transformation Plan Powerpoint Presentation Slides seek new horizons. They will take your vision to new frontiers. https://bit.ly/3vXgr4A
Sales Strategy and Plan Template in Powerpoint | By ex-McKinsey ConsultantsAurelien Domont, MBA
Sales Strategy and Plan Template in Powerpoint and Excel | Created by ex-McKinsey & Deloitte Consultants
The Editable version can be fully downloaded at www.slidebooks.com
Easily define & implement the Sales Strategy & Plan of your Organization.
Be more productive & save yourself hundreds of hours of work with this fully editable Sales Strategy & Plan Template.
Impress your stakeholders with a world-class approach to define & execute your Sales Strategy & Plan.
Um eine Restrukturierung nachhaltig umzusetzen, müssen Mitarbeiter eingebunden werden und frühzeitig positive Ziele gesetzt werden. Die Präsentation stellt einen Auszug für ein mögliches Vorgehen dar.
Bei einer akuten Liquidtätskrise bleibt meist keine Zeit für langfristige Mitarbeitereinbindung. Ein typisches Vorgehen in einem solchen Fall ist ebenfalls beschrieben, um auch hier die Nachhaltigkeit und den langfristigen Erfolg der Sanierung sicherzustellen.
From Customer Success Summit 2017 - Somit Goyal, Global Head of Customer Success at Microsoft discusses, "Customer Success at the Enterprise".
Learn more about Customer Success Summit: http://customersuccesssummit.com
Totango is the leading enterprise- grade customer success platform that helps recurring revenue businesses proactively impact business outcomes with customer success. With solutions to empower Customer Success Teams or entire companies, Totango enables everyone to participate in customer success.
Learn more at www.totango.com.
List Of Achievements PowerPoint Presentation SlidesSlideTeam
This complete deck covers various topics and highlights important concepts. It has PPT slides which cater to your business needs. This complete deck presentation emphasizes List Of Achievements Powerpoint Presentation Slides and has templates with professional background images and relevant content. This deck consists of total of twenty three slides. Our designers have created customizable templates, keeping your convenience in mind. You can edit the colour, text and font size with ease. Not just this, you can also add or delete the content if needed. Get access to this fully editable complete presentation by clicking the download button below.
Transformation Plan Powerpoint Presentation SlidesSlideTeam
"You can download this product from SlideTeam.net"
Business transformation is extremely important in today’s rapidly evolving and increasingly global economy. Keeping this view point in mind our team of designers have crafted this transformation plan PowerPoint template. Our transformation plan PPT slideshow has pre-designed set of various business slides which can help in aligning your people, processes and technology to your business strategy and vision. No matter what industry you are working in, you need to transform and plan your business activities to survive in the long run. All the slides are fully modifiable, so these can be altered as per the needs of your business organization. If you want to achieve your goals and targets in the changing business environment, you need to incorporate these business transformation slide designs to capture the attention of your suppliers, stakeholders, customers, etc. When you are thinking of changing your business plans and don’t know how, you can simply use our amazing PowerPoint visuals and create meaningful PPT slide designs. Our Business change plan presentation graphic slides will certainly be the best way to display the business information in a professional manner. Hurry up and download now. Our Transformation Plan Powerpoint Presentation Slides seek new horizons. They will take your vision to new frontiers. https://bit.ly/3vXgr4A
Sales Strategy and Plan Template in Powerpoint | By ex-McKinsey ConsultantsAurelien Domont, MBA
Sales Strategy and Plan Template in Powerpoint and Excel | Created by ex-McKinsey & Deloitte Consultants
The Editable version can be fully downloaded at www.slidebooks.com
Easily define & implement the Sales Strategy & Plan of your Organization.
Be more productive & save yourself hundreds of hours of work with this fully editable Sales Strategy & Plan Template.
Impress your stakeholders with a world-class approach to define & execute your Sales Strategy & Plan.
Um eine Restrukturierung nachhaltig umzusetzen, müssen Mitarbeiter eingebunden werden und frühzeitig positive Ziele gesetzt werden. Die Präsentation stellt einen Auszug für ein mögliches Vorgehen dar.
Bei einer akuten Liquidtätskrise bleibt meist keine Zeit für langfristige Mitarbeitereinbindung. Ein typisches Vorgehen in einem solchen Fall ist ebenfalls beschrieben, um auch hier die Nachhaltigkeit und den langfristigen Erfolg der Sanierung sicherzustellen.
These are slides I used to keynote the inaugural MarTech Delhi event in India. It covers the topic of CX (Customer Experience) and provides practical advice to build a roadmap and strategy for your organization.
value stream mapping and metrics based process mappingTKMG, Inc.
Since Mike Osterling and I released our latest book, Value Stream Mapping, we've received a lot of questions about which level of mapping--value stream vs. process--people should opt for and why/when. We've also continued to hear people claim that value stream mapping team members should include the front-line staff. Not so.
These are the slides for a webinar delivered on 12-17-2015. The recording is available at:
http://www.slideshare.net/KarenMartinGroup/value-stream-and-process-mapping-when-you-opt-for-each or http://ksmartin.com/webinars.
For more information, we invite you to consider http://bit.ly/VSM-AMZ for VSM and http://bit.ly/MBPM-AMZ for MBPM. (Please note: MBPM is priced high because it includes an extensive Excel tool to document maps and auto-calculate results.)
Understand your Customer: Functional vs Emotional NeedsUXDXConf
What customer needs are you actually addressing with your product? If you think that question is hard to answer, you're not alone! With constantly emerging digital technologies, customers have more needs and expectations than ever before. Navigating these needs and identifying the right ones can be a challenge. In this talk, Tobias will dig into the two primary types of customer needs: functional and emotional. With concrete examples from Blackboard, Tobias will guide you through how to understand, operationalize and measure these needs to build better and more fitting products for your customers.
Lincoln Murphy - Endeavor - August 2017 - The Ultimate Growth Engine: Using C...Lincoln Murphy
On August 16, 2017, Lincoln Murphy did a webinar for Endeavor and presented these slides, showcasing The Ultimate Growth Engine: Using Customer Success to Expand Revenue, Increase Profit, and Improve the Value of Your Company.
As Is To Be Develop Analysis Business Strategy Management Process ImproveSlideTeam
This complete deck can be used to present to your team. It has PPT slides on various topics highlighting all the core areas of your business needs. This complete deck focuses on As Is To Be Develop Analysis Business Strategy Management Process Improve and has professionally designed templates with suitable visuals and appropriate content. This deck consists of total of seventeen slides. All the slides are completely customizable for your convenience. You can change the colour, text and font size of these templates. You can add or delete the content if needed. Get access to this professionally designed complete presentation by clicking the download button below. http://bit.ly/2vjo36m
Customer Journey Mapping: Mapping the university admissions experience across...PeakXD
In this talk Donna and Clarissa showed how to conduct journey mapping workshops with actual customers and use this as a basis for service design to improve the customer experience. They took us through a case study from a nationwide research project Peak undertook in 2017 for the Australian Government Department of Education and Training to research the needs and experience of prospective higher education students.
Management consultant toolkit in Powerpoint & Excel created by ex-Deloitte & McKinsey Consultants. Huge time saver.
Download the toolkit at www.slidebooks.com
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Hire and Compensate Your Customer Success Management Team - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from BllueJeans Network, Zendesk, Demandbase, SAP
Market sizing TAM SAM SOM Target MarketReza Hashemi
Startups need a clear understanding of their market segment and show know about SAM, TAM abd SOM. As a Mentor in StartupWeekend and NEXT program, I have noticed that many entrepreneurs are not familiar with these terms. Here’s a quick explanation of what they mean, as an addition to this useful slides (Copyright notes inside) :TAM is Your Total Available or Addressable Market (everyone you wish to reach with your product) , SAM is Your Segmented Addressable Market or Served Available Market (the portion of TAM you will target), SOM is Your Share of the Market (the subset of your SAM that you will realistically reach – particularly in the first few years of your business), SOM is known as Target Market in Steve Blanc Startup Manual.
Identifying your TAM, SAM and SOM requires some market research.
SAP® S&OP powered by SAP HANA®: Practical Steps to Launch for ResultsPlan4Demand
For more information visit www.plan4demand.com | email: info@plan4demand.com | or call 866-P4D-INFO
S&OP Solution Director, Andrew McCall, discusses how to best understand, evaluate and move forward with SAP S&OP powered by SAP HANA.
To view the recording of the event, visit http://bit.ly/SOPHANA
Key take-a-ways include:
• A quick review of the value and benefits of a high-performance Sales & Operations Planning Process
• A concise overview of exactly what functionality SAP's S&OP on HANA provides
• How the solution can best overcome common obstacles and drive process maturity
• Practical steps to get started
o Evaluating fit for your needs
o Framing a practical fit
o Planning requirements necessary for a successful pilot
If you are fatigued from a "Brute-Force" data intensive S&OP process that is often a day late and a dollar short, this solution is for you. Real-Time Information is no longer out of reach.
The event materials, questions we did not get to answer during the Q&A, as well as additional S&OP Materials, can be found in our S&OP Leadership Exchange LinkedIn Forum. We'd like to extend an invitation to you to join and leverage the experience of your peers & industry experts. http://linkd.in/SOPLeadershipExchange
If you’d be interested in setting up a one-on-one discussion with Andrew McCall, surrounding your process, needs & any specific questions you have, email jaime.reints@plan4demand.com to set up a time.
Check out this webinar on-demand at http://www.plan4demand.com/Video-Webinar-SAP-SOP-powered-by-SAP-HANA-Practical-Steps-to-Launch-for-Results
"You can download this product from SlideTeam.net"
Achieve operational excellence with our creatively designed Continuous Improvement PowerPoint Presentation Slides. This business operational excellence framework presentation deck includes a set of professionally designed PowerPoint templates such as company history of operational excellence capabilities, evaluate the existing operational gaps, design an evaluation process, ensure continuous improvement, implementing regional operations, analytics of achieving operational excellence, monitor performance, etc. Not only this, to cover all the important concepts our designers have included additional templates e.g. our target, mission and vision, timeline, target, thank you, financial charts, etc. Outline the factors that make continuous improvement successful. The process improvement methodology PPT slideshow have all visually appealing graphics with in-depth researched content. Furthermore, with the support of our evaluation process presentation design, you can portray various concepts like strategy deployment, performance management, continuous improvement, organizational excellence, process excellence, leading people and culture, etc. Download the business improvement process presentation deck for evaluation and improving business processes. Increase the inflow with our Continuous Improvement Powerpoint Presentation Slides. Ensure good ideas continue to be generated. https://bit.ly/3BCixJz
Company Profiling PowerPoint Presentation SlidesSlideTeam
Presenting our predesigned content ready company profiling PowerPoint presentation slides which are designed and researched by professionals. This corporate description presentation slides will help you in showcasing your company. Our business summary presentation templates will be useful in presenting and analyzing the company’s blueprint. You can show these company overview PPT slides to the third party like banks and clients for complete details of the organization. Mainly, it covers company’s vision and mission, corporate profiling, executive summary, organizational structure, companies core value, members profile, team description, client description, investment strategy, corporate risk management, service offerings, operational highlights, project showcasing, future projects, companies market share, competitive landscape, income statement, client testimonials etc. If you are planning to make presentation slides on company’s characteristics, corporate profiling, business company, a start-up company, company snapshot, company overview etc., then this corporate profiling presentation will be useful. You have to simply download this company profiling PowerPoint presentation and impress your investors. Our Company Profiling PowerPoint Presentation Slides are always close at hand. Ready to spring into action on your call.
Creating a team or plan requires a framework executives can relate to. By framing your goals into a V2MOM, explaining your goals in terms of Vision, Values, Methods, Obstacles and Measures, you will be able to evaluate your success on a quarterly basis and across all teams.
Presenting an annual report PowerPoint presentation just got better with our pre made PPT sample file. The only thing that is left now is to download our PowerPoint show and cast spotlight on your company’s activities, achievements, auditor’s report and annual accounts of previous year. Furthermore, our business annual report PPT model helps stakeholders and partners to comprehend the financial position, income statement, market outlook, objectives and future directions of a company. Best part here is our exclusive slide templates like company history and milestones, our heritage, global presence, achievements, sales highlights, distribution growth etc. are included to give a new dimension to promotions of a company. All in all, with support of our yearly report PPT presentation you can emphasize complete strategic plan of your company so as to put up a firm company image. In short, giving an arty touch to annual report of a company this presentation deck is the one you cannot afford to miss out. Go beyond client expectations with our Annual Report Complete Powerpoint Deck With Slides. They help deliver that extra bit.
Business Success Roadmap Presentation Slide DesignSlideTeam
Presenting business success roadmap presentation slide design. This is a business success roadmap presentation slide design. This is a six stage process. The stages in this process are business, marketing, pointers, success, roadmap. https://bit.ly/3yGkBOf
These are slides I used to keynote the inaugural MarTech Delhi event in India. It covers the topic of CX (Customer Experience) and provides practical advice to build a roadmap and strategy for your organization.
value stream mapping and metrics based process mappingTKMG, Inc.
Since Mike Osterling and I released our latest book, Value Stream Mapping, we've received a lot of questions about which level of mapping--value stream vs. process--people should opt for and why/when. We've also continued to hear people claim that value stream mapping team members should include the front-line staff. Not so.
These are the slides for a webinar delivered on 12-17-2015. The recording is available at:
http://www.slideshare.net/KarenMartinGroup/value-stream-and-process-mapping-when-you-opt-for-each or http://ksmartin.com/webinars.
For more information, we invite you to consider http://bit.ly/VSM-AMZ for VSM and http://bit.ly/MBPM-AMZ for MBPM. (Please note: MBPM is priced high because it includes an extensive Excel tool to document maps and auto-calculate results.)
Understand your Customer: Functional vs Emotional NeedsUXDXConf
What customer needs are you actually addressing with your product? If you think that question is hard to answer, you're not alone! With constantly emerging digital technologies, customers have more needs and expectations than ever before. Navigating these needs and identifying the right ones can be a challenge. In this talk, Tobias will dig into the two primary types of customer needs: functional and emotional. With concrete examples from Blackboard, Tobias will guide you through how to understand, operationalize and measure these needs to build better and more fitting products for your customers.
Lincoln Murphy - Endeavor - August 2017 - The Ultimate Growth Engine: Using C...Lincoln Murphy
On August 16, 2017, Lincoln Murphy did a webinar for Endeavor and presented these slides, showcasing The Ultimate Growth Engine: Using Customer Success to Expand Revenue, Increase Profit, and Improve the Value of Your Company.
As Is To Be Develop Analysis Business Strategy Management Process ImproveSlideTeam
This complete deck can be used to present to your team. It has PPT slides on various topics highlighting all the core areas of your business needs. This complete deck focuses on As Is To Be Develop Analysis Business Strategy Management Process Improve and has professionally designed templates with suitable visuals and appropriate content. This deck consists of total of seventeen slides. All the slides are completely customizable for your convenience. You can change the colour, text and font size of these templates. You can add or delete the content if needed. Get access to this professionally designed complete presentation by clicking the download button below. http://bit.ly/2vjo36m
Customer Journey Mapping: Mapping the university admissions experience across...PeakXD
In this talk Donna and Clarissa showed how to conduct journey mapping workshops with actual customers and use this as a basis for service design to improve the customer experience. They took us through a case study from a nationwide research project Peak undertook in 2017 for the Australian Government Department of Education and Training to research the needs and experience of prospective higher education students.
Management consultant toolkit in Powerpoint & Excel created by ex-Deloitte & McKinsey Consultants. Huge time saver.
Download the toolkit at www.slidebooks.com
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Hire and Compensate Your Customer Success Management Team - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from BllueJeans Network, Zendesk, Demandbase, SAP
Market sizing TAM SAM SOM Target MarketReza Hashemi
Startups need a clear understanding of their market segment and show know about SAM, TAM abd SOM. As a Mentor in StartupWeekend and NEXT program, I have noticed that many entrepreneurs are not familiar with these terms. Here’s a quick explanation of what they mean, as an addition to this useful slides (Copyright notes inside) :TAM is Your Total Available or Addressable Market (everyone you wish to reach with your product) , SAM is Your Segmented Addressable Market or Served Available Market (the portion of TAM you will target), SOM is Your Share of the Market (the subset of your SAM that you will realistically reach – particularly in the first few years of your business), SOM is known as Target Market in Steve Blanc Startup Manual.
Identifying your TAM, SAM and SOM requires some market research.
SAP® S&OP powered by SAP HANA®: Practical Steps to Launch for ResultsPlan4Demand
For more information visit www.plan4demand.com | email: info@plan4demand.com | or call 866-P4D-INFO
S&OP Solution Director, Andrew McCall, discusses how to best understand, evaluate and move forward with SAP S&OP powered by SAP HANA.
To view the recording of the event, visit http://bit.ly/SOPHANA
Key take-a-ways include:
• A quick review of the value and benefits of a high-performance Sales & Operations Planning Process
• A concise overview of exactly what functionality SAP's S&OP on HANA provides
• How the solution can best overcome common obstacles and drive process maturity
• Practical steps to get started
o Evaluating fit for your needs
o Framing a practical fit
o Planning requirements necessary for a successful pilot
If you are fatigued from a "Brute-Force" data intensive S&OP process that is often a day late and a dollar short, this solution is for you. Real-Time Information is no longer out of reach.
The event materials, questions we did not get to answer during the Q&A, as well as additional S&OP Materials, can be found in our S&OP Leadership Exchange LinkedIn Forum. We'd like to extend an invitation to you to join and leverage the experience of your peers & industry experts. http://linkd.in/SOPLeadershipExchange
If you’d be interested in setting up a one-on-one discussion with Andrew McCall, surrounding your process, needs & any specific questions you have, email jaime.reints@plan4demand.com to set up a time.
Check out this webinar on-demand at http://www.plan4demand.com/Video-Webinar-SAP-SOP-powered-by-SAP-HANA-Practical-Steps-to-Launch-for-Results
"You can download this product from SlideTeam.net"
Achieve operational excellence with our creatively designed Continuous Improvement PowerPoint Presentation Slides. This business operational excellence framework presentation deck includes a set of professionally designed PowerPoint templates such as company history of operational excellence capabilities, evaluate the existing operational gaps, design an evaluation process, ensure continuous improvement, implementing regional operations, analytics of achieving operational excellence, monitor performance, etc. Not only this, to cover all the important concepts our designers have included additional templates e.g. our target, mission and vision, timeline, target, thank you, financial charts, etc. Outline the factors that make continuous improvement successful. The process improvement methodology PPT slideshow have all visually appealing graphics with in-depth researched content. Furthermore, with the support of our evaluation process presentation design, you can portray various concepts like strategy deployment, performance management, continuous improvement, organizational excellence, process excellence, leading people and culture, etc. Download the business improvement process presentation deck for evaluation and improving business processes. Increase the inflow with our Continuous Improvement Powerpoint Presentation Slides. Ensure good ideas continue to be generated. https://bit.ly/3BCixJz
Company Profiling PowerPoint Presentation SlidesSlideTeam
Presenting our predesigned content ready company profiling PowerPoint presentation slides which are designed and researched by professionals. This corporate description presentation slides will help you in showcasing your company. Our business summary presentation templates will be useful in presenting and analyzing the company’s blueprint. You can show these company overview PPT slides to the third party like banks and clients for complete details of the organization. Mainly, it covers company’s vision and mission, corporate profiling, executive summary, organizational structure, companies core value, members profile, team description, client description, investment strategy, corporate risk management, service offerings, operational highlights, project showcasing, future projects, companies market share, competitive landscape, income statement, client testimonials etc. If you are planning to make presentation slides on company’s characteristics, corporate profiling, business company, a start-up company, company snapshot, company overview etc., then this corporate profiling presentation will be useful. You have to simply download this company profiling PowerPoint presentation and impress your investors. Our Company Profiling PowerPoint Presentation Slides are always close at hand. Ready to spring into action on your call.
Creating a team or plan requires a framework executives can relate to. By framing your goals into a V2MOM, explaining your goals in terms of Vision, Values, Methods, Obstacles and Measures, you will be able to evaluate your success on a quarterly basis and across all teams.
Presenting an annual report PowerPoint presentation just got better with our pre made PPT sample file. The only thing that is left now is to download our PowerPoint show and cast spotlight on your company’s activities, achievements, auditor’s report and annual accounts of previous year. Furthermore, our business annual report PPT model helps stakeholders and partners to comprehend the financial position, income statement, market outlook, objectives and future directions of a company. Best part here is our exclusive slide templates like company history and milestones, our heritage, global presence, achievements, sales highlights, distribution growth etc. are included to give a new dimension to promotions of a company. All in all, with support of our yearly report PPT presentation you can emphasize complete strategic plan of your company so as to put up a firm company image. In short, giving an arty touch to annual report of a company this presentation deck is the one you cannot afford to miss out. Go beyond client expectations with our Annual Report Complete Powerpoint Deck With Slides. They help deliver that extra bit.
Business Success Roadmap Presentation Slide DesignSlideTeam
Presenting business success roadmap presentation slide design. This is a business success roadmap presentation slide design. This is a six stage process. The stages in this process are business, marketing, pointers, success, roadmap. https://bit.ly/3yGkBOf
Rory O’Driscoll - The war is over and the cloud won. What comes next?SaaStock
The COVID recession has not impacted the 20-year love affair investors have had with SaaS. But as the era of "SaaS for X" draws to a close, where are the next opportunities for today's cloud startups? Rory O’Driscoll, partner at Scale Venture Partners and early investor in SaaS pioneers like Box, Docusign, and Bill.com, takes a data-driven look at the evolution of the SaaS market then looks ahead to the next generation of enterprise software: the Intelligent Connected World.
Jacco vanderKooij - This time it’s personal: Business ethics & ego in a globa...SaaStock
The moral imperative for SaaS vendors is the idea that "what got you to this point, will not get you to the next point". Many founders/leaders of a company have achieved their success by bucking the trend and ignoring the advice of trusted advisors. This for many is perceived as having an ego. But this was needed for survival to make it this far. Then suddenly this method stops working. That point has come for many of us, as the problems we face today are far greater than any single company can tackle. It requires companies to work together as a team, it asks for die hard competitors (Apple and Google) to create a unified front, and may even require a joint venture between a multinational and a small start-up with innovative products. This is the time to put your ego in check and let common sense prevail.
Andy Byrne - Your checklist for revenue confidenceSaaStock
How can you create confidence in your revenue outlook at a time when all your planning assumptions have changed? When Covid hit, leading Silicon Valley Venture Capital firms asked Clari CEO Andy Byrne to call on the company’s experience to deliver a series of clinics on this question for CEO’s of portfolio companies. In this practical how-to session Andy shares the checklist of 13 must-do tasks and analyses revenue leaders can take their team through to establish certainty of their revenue outlook. Attendees will get practical guidance on assessing pipeline risk, protecting renewals and finding new sources of growth.
Aaron Ross - The playbook to (re)igniting growthSaaStock
The world’s economies aren’t going to recover anytime soon. There’s more risk – and opportunity – than ever before. How can a business pivot, survive and thrive? Based on the very newest material in the 2nd Edition of From Impossible To Inevitable, Aaron Ross dives into the surprisingly few big levers that ignite – or stifle – growth. Based on lessons learned from some of the world’s fastest growing companies, including:
• Entrepreneurial Depression and the Anxiety Economy
• How to cut through customer and prospect paralysis
• How $3B Investor Sagemount Triples Company Valuations In Three Years
• How Twilio Nailed A Billion Dollar Niche
• 3 Uncommon Practices of Hypergrowth CMOs
Tricia Gellman - Re-think the funnel: High-touch engagements in a low-touch w...SaaStock
It’s official. The digital future is here. It’s not going anywhere, and if you’re not on board, you’re in trouble. So, in this new world where digital channels have become the primary (and sometimes the only) customer-engagement model, how can you adapt and thrive? Tricia Gellman, CMO of Drift will discuss exactly that, and how in a new low-touch world, you can continue to have high-touch engagements and hit your revenue goals. You'll uncover how savvy marketers can “think outside the screen”, optimise different channels and double down on customer experience and communication.
Tomasz Tunguz - 10 Learnings from Redpoint 2020 GTM SurveySaaStock
Glean insights into the current state of Go-to-Market Strategy through a data-driven analysis led by Tomasz Tunguz, Managing Director at Redpoint Ventures. This presentation will outline the Top 10 learnings from the Redpoint 2020 GTM Survey and provide a snapshot of the best practices performed by industry leaders across growth stages. What are the most common structures for sales, account executives, and development representatives teams? How much of your ARR should be spent on marketing programs? What gross margin payback period should you be targeting? These questions and more will be answered in a cohort analysis of over 500 companies.
Rafael Sweary - Shifting priorities, reducing risk and strategizing for the n...SaaStock
COVID-19 sent the entire ecosystem into a new reality. Rafael Sweary, co-founder and president of WalkMe, the leading Digital Adoption Platform will share how WalkMe, with 800+ employees and 10 global offices, quickly adopted its plan and execution and turned the COVID-19 disruption into a big opportunity. The session includes in-depth, multi-faceted explorations of the complex issues (from shifting product priorities to board communication) and provides a practical guide, tips, and proprietary data that you can use in your plan today.
Nathan Latka - Grow 2x during crisis: The secret to Customers, Cash, and Crea...SaaStock
Nathan Latka is a tour-de-force of data. Over the last few months he’s collected 3 tactics for customers, cash, and growth by interviewing 100 SaaS CEO's during COVID. In this session, we'll talk through all 9 tactics so you can:
- Grow your customers even when you think you can't
- Get cash from places you didn't know you had access to
- Drive growth using tactics no one knew about 3 months ago
If you want up-to-the-minute, on-the-money insights alongside hard metrics; this is the session for you.
Meagen Eisenburg - Marketing in times of crisisSaaStock
The true test of marketers. Are you a revenue driver or a cost center? You cannot afford to be the latter. Marketing leaders must focus their teams on the areas that will drive revenue while they cut costs - the biggest impact for the business. Join TripActions CMO Meagen Eisenberg as she highlights her approach to ensuring Marketing delivers on its mission-critical role even in times of uncertainty or crisis.
Matt Henderson - Walking the SaaS tightrope: Protecting revenue whilst plotti...SaaStock
For most SaaS companies, now is the time to carefully protect revenue. As lockdown and shelter-in-place measures begin to lift, attention must turn to the economic recovery. SaaS has a major role to play. SaaS improves the efficiency of existing businesses, makes it cheaper and easier to start new ones, and lowers the barriers to economic access. As a result SaaS companies need to combine two modes of thinking: protecting revenue today, whilst plotting growth tomorrow.
Mark Roberge - The science of re-establishing growth: When, where, and howSaaStock
Over the past few months, we have moved our operation into a virtual setting, reset budgets and revenue plans, and pivoted to target market and messaging aligned with the economic context. Now what? Are we being too aggressive? Or too conservative? What should we be tracking to understand these critical questions? Mark Roberge, managing director at Stage 2 Capital, professor at Harvard Business School, and former CRO at HubSpot, will share his frameworks to quantitatively answer when, where, and how to scale. He will present the scientific, data-driven approach he implements in companies to assess product-market-fit, go-to-market-fit, and the appropriate pace of scale. He will also illustrate front-line tactics used to accelerate companies toward re-establishing growth.
Personio is said to be one of Europe's next unicorns and received a Series C funding led by Accel in January and has the ambitious goal of becoming Europe's leading HR software for SMBs. As we all know, Covid-19 has turned the world upside down and has presented businesses with major, and unthinkable, challenges. Yet as many of us struggle to keep pace with the changing market, Hanno Renner, co-founder and CEO of HR software provider Personio, will share his insights on how he led his team in adapting their growth targets and current strategy to the new situation. We’ll dive into how – with the right team, products, and processes – you can continue to accelerate your growth in any situation, no matter the challenge.
David Skok - How to survive and thrive in the post COVID eraSaaStock
David will start at the very high level analyzing the huge forces that are disrupted the world, and then drop down to how they will cause a major shift in the world equivalent to going through the industrial revolution in a highly compressed timetable. He will look at how the new world is going to be different to the old world. He will then look at the macroeconomic impacts, and then drop down a level to look at the impact on the tech industry, and then drop down to look at the impact this will have on your SaaS business. He will discuss how, as a SaaS entrepreneur/CEO you want to take action to reposition your business for the new world. And finally he will give tactical advice on how to minimize churn and optimize bookings.
Vasco Pedro - The future is here: How humans and AI will propel the hybrid wo...SaaStock
The threat of AI taking over our jobs is a belief that many still have today. But nothing can be further from the truth—as with any disruptive technology, some jobs will be replaced by machines, while many more opportunities will be created and augmented for more efficiency and value. This is evident with the current COVID-19 crisis in how organizations that are utilizing a hybrid workforce of humans and AI-powered virtual agents have been able to optimize the customer experience. While conversational AI provides 24/7 automated self-service, live agents are given more bandwidth to focus on more complex, higher-value work that requires personal interactions.
Tim McCormick - SaaSOptics Case Study: Increasing cash flow in a crisisSaaStock
In this keynote, SaaSOptics CEO Tim McCormick will discuss the difficult balancing act of getting cash in the door by reducing AR balance while also maintaining a positive relationship with your customers in the process. After all, we’re all feeling the effects of COVID-19's economic impact. Attend, and you’ll learn:
-How we reduced AR balance by 70%
-How to automate collections communications
-How to reallocate your resources to better support your customers"
Some companies struggle to unlock growth despite having happy customers and Product-Market-Fit. Unlocking growth requires the company to find Go-To-Market Fit. Tae Hea shares a way to find GTM Fit -- called “Surfing to GTM Fit.” Why surfing? Unlocking growth feels like the transition from paddling to surfing. Surfing is a three step process: 1) catching the wave (finding the urgent pain to get leads), 2) riding the wave (executing a playbook to find and close the same type of customers), and 3) having the right surfboard (personalizing your GTM model).
Kristen Habacht - Gimme the leads: Aligning sales and marketing at the right ...SaaStock
No one likes scoring MQLs to find the best leads to follow up with, and account-based marketing has played a key role in driving revenue growth. As the conversation in SaaS turns to moving marketing’s focus further down the funnel, the sales and marketing teams must work with ever-greater synchronicity. But there's still a case for qualified leads, especially when selling to smaller companies with a high-velocity sales cycle. We explore successful lead-gen strategies that have struck the balance between account-based and high-velocity marketing to drive qualified leads into the arms of hungry salespeople.
Keith Casey - Transform the customer experience with a modern customer identi...SaaStock
With an abundance of devices, increasing reliance on technology, rapidly-evolving customer requirements, and higher expectations for security, privacy, and customer experience, companies who want to succeed must find ways to ensure their customers can engage with their services at any time, from any device, in a secure and safe manner. A modern CIAM solution must not only meet today’s security and compliance standards but create frictionless customer experiences to meet customers where they are in the ways they need. This webinar will focus on key trends to guide organizations as they design a ciam solution that will meet their current and future needs: ciam and iam features are increasingly overlapping; frictionless, consistent omni-channel experiences facilitated by single sign-on; improved developer support; further emphasis on security and compliance
April Dunford - Positioning jujitsu: How to win against powerful competitorsSaaStock
Our products compete in markets that are frightfully crowded and competitive. Competition comes in different forms including "The Hordes" (me-too copycats that claim to do what you do), "The Giants" (established market leaders who are a "safe" choice) and "The Ghosts" (the invisible but very real option of choosing nothing and sticking to the status quo). In this session, I will teach you how smart positioning can ensure you outrun the Hordes, use the strength of the Giants against them, and banish the Ghosts.
Encryption in Microsoft 365 - ExpertsLive Netherlands 2024Albert Hoitingh
In this session I delve into the encryption technology used in Microsoft 365 and Microsoft Purview. Including the concepts of Customer Key and Double Key Encryption.
Elevating Tactical DDD Patterns Through Object CalisthenicsDorra BARTAGUIZ
After immersing yourself in the blue book and its red counterpart, attending DDD-focused conferences, and applying tactical patterns, you're left with a crucial question: How do I ensure my design is effective? Tactical patterns within Domain-Driven Design (DDD) serve as guiding principles for creating clear and manageable domain models. However, achieving success with these patterns requires additional guidance. Interestingly, we've observed that a set of constraints initially designed for training purposes remarkably aligns with effective pattern implementation, offering a more ‘mechanical’ approach. Let's explore together how Object Calisthenics can elevate the design of your tactical DDD patterns, offering concrete help for those venturing into DDD for the first time!
The Art of the Pitch: WordPress Relationships and SalesLaura Byrne
Clients don’t know what they don’t know. What web solutions are right for them? How does WordPress come into the picture? How do you make sure you understand scope and timeline? What do you do if sometime changes?
All these questions and more will be explored as we talk about matching clients’ needs with what your agency offers without pulling teeth or pulling your hair out. Practical tips, and strategies for successful relationship building that leads to closing the deal.
GDG Cloud Southlake #33: Boule & Rebala: Effective AppSec in SDLC using Deplo...James Anderson
Effective Application Security in Software Delivery lifecycle using Deployment Firewall and DBOM
The modern software delivery process (or the CI/CD process) includes many tools, distributed teams, open-source code, and cloud platforms. Constant focus on speed to release software to market, along with the traditional slow and manual security checks has caused gaps in continuous security as an important piece in the software supply chain. Today organizations feel more susceptible to external and internal cyber threats due to the vast attack surface in their applications supply chain and the lack of end-to-end governance and risk management.
The software team must secure its software delivery process to avoid vulnerability and security breaches. This needs to be achieved with existing tool chains and without extensive rework of the delivery processes. This talk will present strategies and techniques for providing visibility into the true risk of the existing vulnerabilities, preventing the introduction of security issues in the software, resolving vulnerabilities in production environments quickly, and capturing the deployment bill of materials (DBOM).
Speakers:
Bob Boule
Robert Boule is a technology enthusiast with PASSION for technology and making things work along with a knack for helping others understand how things work. He comes with around 20 years of solution engineering experience in application security, software continuous delivery, and SaaS platforms. He is known for his dynamic presentations in CI/CD and application security integrated in software delivery lifecycle.
Gopinath Rebala
Gopinath Rebala is the CTO of OpsMx, where he has overall responsibility for the machine learning and data processing architectures for Secure Software Delivery. Gopi also has a strong connection with our customers, leading design and architecture for strategic implementations. Gopi is a frequent speaker and well-known leader in continuous delivery and integrating security into software delivery.
Accelerate your Kubernetes clusters with Varnish CachingThijs Feryn
A presentation about the usage and availability of Varnish on Kubernetes. This talk explores the capabilities of Varnish caching and shows how to use the Varnish Helm chart to deploy it to Kubernetes.
This presentation was delivered at K8SUG Singapore. See https://feryn.eu/presentations/accelerate-your-kubernetes-clusters-with-varnish-caching-k8sug-singapore-28-2024 for more details.
Essentials of Automations: Optimizing FME Workflows with ParametersSafe Software
Are you looking to streamline your workflows and boost your projects’ efficiency? Do you find yourself searching for ways to add flexibility and control over your FME workflows? If so, you’re in the right place.
Join us for an insightful dive into the world of FME parameters, a critical element in optimizing workflow efficiency. This webinar marks the beginning of our three-part “Essentials of Automation” series. This first webinar is designed to equip you with the knowledge and skills to utilize parameters effectively: enhancing the flexibility, maintainability, and user control of your FME projects.
Here’s what you’ll gain:
- Essentials of FME Parameters: Understand the pivotal role of parameters, including Reader/Writer, Transformer, User, and FME Flow categories. Discover how they are the key to unlocking automation and optimization within your workflows.
- Practical Applications in FME Form: Delve into key user parameter types including choice, connections, and file URLs. Allow users to control how a workflow runs, making your workflows more reusable. Learn to import values and deliver the best user experience for your workflows while enhancing accuracy.
- Optimization Strategies in FME Flow: Explore the creation and strategic deployment of parameters in FME Flow, including the use of deployment and geometry parameters, to maximize workflow efficiency.
- Pro Tips for Success: Gain insights on parameterizing connections and leveraging new features like Conditional Visibility for clarity and simplicity.
We’ll wrap up with a glimpse into future webinars, followed by a Q&A session to address your specific questions surrounding this topic.
Don’t miss this opportunity to elevate your FME expertise and drive your projects to new heights of efficiency.
Smart TV Buyer Insights Survey 2024 by 91mobiles.pdf91mobiles
91mobiles recently conducted a Smart TV Buyer Insights Survey in which we asked over 3,000 respondents about the TV they own, aspects they look at on a new TV, and their TV buying preferences.
Epistemic Interaction - tuning interfaces to provide information for AI supportAlan Dix
Paper presented at SYNERGY workshop at AVI 2024, Genoa, Italy. 3rd June 2024
https://alandix.com/academic/papers/synergy2024-epistemic/
As machine learning integrates deeper into human-computer interactions, the concept of epistemic interaction emerges, aiming to refine these interactions to enhance system adaptability. This approach encourages minor, intentional adjustments in user behaviour to enrich the data available for system learning. This paper introduces epistemic interaction within the context of human-system communication, illustrating how deliberate interaction design can improve system understanding and adaptation. Through concrete examples, we demonstrate the potential of epistemic interaction to significantly advance human-computer interaction by leveraging intuitive human communication strategies to inform system design and functionality, offering a novel pathway for enriching user-system engagements.
Software Delivery At the Speed of AI: Inflectra Invests In AI-Powered QualityInflectra
In this insightful webinar, Inflectra explores how artificial intelligence (AI) is transforming software development and testing. Discover how AI-powered tools are revolutionizing every stage of the software development lifecycle (SDLC), from design and prototyping to testing, deployment, and monitoring.
Learn about:
• The Future of Testing: How AI is shifting testing towards verification, analysis, and higher-level skills, while reducing repetitive tasks.
• Test Automation: How AI-powered test case generation, optimization, and self-healing tests are making testing more efficient and effective.
• Visual Testing: Explore the emerging capabilities of AI in visual testing and how it's set to revolutionize UI verification.
• Inflectra's AI Solutions: See demonstrations of Inflectra's cutting-edge AI tools like the ChatGPT plugin and Azure Open AI platform, designed to streamline your testing process.
Whether you're a developer, tester, or QA professional, this webinar will give you valuable insights into how AI is shaping the future of software delivery.
Connector Corner: Automate dynamic content and events by pushing a buttonDianaGray10
Here is something new! In our next Connector Corner webinar, we will demonstrate how you can use a single workflow to:
Create a campaign using Mailchimp with merge tags/fields
Send an interactive Slack channel message (using buttons)
Have the message received by managers and peers along with a test email for review
But there’s more:
In a second workflow supporting the same use case, you’ll see:
Your campaign sent to target colleagues for approval
If the “Approve” button is clicked, a Jira/Zendesk ticket is created for the marketing design team
But—if the “Reject” button is pushed, colleagues will be alerted via Slack message
Join us to learn more about this new, human-in-the-loop capability, brought to you by Integration Service connectors.
And...
Speakers:
Akshay Agnihotri, Product Manager
Charlie Greenberg, Host
UiPath Test Automation using UiPath Test Suite series, part 3DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 3. In this session, we will cover desktop automation along with UI automation.
Topics covered:
UI automation Introduction,
UI automation Sample
Desktop automation flow
Pradeep Chinnala, Senior Consultant Automation Developer @WonderBotz and UiPath MVP
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
3. zoominfo.com
Safe Harbor Statement
This presentation contains forward-looking statements that reflect our current views with respect to, among other
things, our [service offerings and product features]. Forward-looking statements include all statements that are
not historical facts. In some cases, you can identify these forward-looking statements by the use of words such as
“outlook,” “believes,” “expects,” “potential,” “continues,” “may,” “will,” “should,” “could,” “seeks,” “predicts,”
“intends,” “trends,” “plans,” “estimates,” “anticipates,” or the negative version of these words or other comparable
words.
The forward-looking statements contained in this [presentation] are based on our current expectations and are
not guarantees of future performance. There can be no assurance that our expectations, beliefs and projections
will result or be achieved. Such forward-looking statements are subject to various risks, uncertainties,
assumptions or changes in circumstances that are difficult to predict or quantify. Important factors that could
cause actual results to differ materially from those indicated by the provided forward-looking information include
risks and uncertainties relating to: [(1) the impact of COVID-19; (2) the effects of competition; (3) changes in
business plans; and (4)] other factors discussed in documents ZoomInfo Technologies Inc. has filed, or may file
from time to time, with the United States Securities and Exchange Commission. Each forward-looking statement
contained in this [presentation] speaks only as of the date of this [presentation]. We undertake no obligation to
publicly update or review any forward-looking statement, whether as a result of new information, future
developments or otherwise, except as required by law.”
4. @
@
+300 employees
Got acquired
+10m in funding
Expansion plans
New CEO
Hiring plans
Experiencing challenges
Researching solutions
Bounced email
New email address
Left company
Promotion
Disconnected phone
New phone number
5. zoominfo.com
Software Business Services Manufacturing Telecom
Financial Services &
Insurance
Retail
Customers(1)
15k+
Customer Count
>$100k ACV(1)
630+
Revenue
Contributed
by the Top
Customer(1)
< 1%
Transportation Education HospitalityMedia & Internet
Healthcare & Life
Sciences
Real Estate
ZoomInfo’s Large and Diversified Customer Base
7. zoominfo.com
Data-Driven Optimization at Every Stage of the GTM Cycle
Customer
Onboarding
✔ Intro to LDM, CSM,
AM Team
✔ Kickoff call
✔ Integrations Setup
✔ Training
Demand Gen
Marketing
✔ Hot leads
✔ Event / Syndication
leads
✔ Engaged leads
Sales
Development
✔ Inbound SDR
✔ SWAT SDR
✔ Outbound SDR
New
Business Sales
✔ AEs – Deliver demo
and win opportunity
✔ Application Sales
Consultants - identify
intelligent ways to use
ZoomInfo in the GTM
motion
Customer
Lifecycle,
Experience, &
Growth
✔ AM
✔ CSM
✔ CDR
✔ Customer Marketing
✔ Health score
• Lead Scoring
• Enrichment
• Conversion optimization
with FormComplete
• Demo Scoring
• Optimized Demo
Routing & Scheduling
• Demo Booked
• Account Segmentation
• Account Load Balancing
• Potentiality Score
• Account Assignment
WinDemoLead Grow
• Training Completed
• Integrations
Implemented
• Attribution Tracking
Confirmed
Renew
Note: AE = Account Executive, LDM = Learning & Development Management, CSM = Customer Success Manager,
AM = Account Manager, CDR = Customer Development Rep., SDR = Sales Development Rep.
8. zoominfo.com
Powerful Online Presence and Leading Response Times
70+
Inbound SDRs
<90 sec
Response time
SLA
10,000+
Hot leads per month
6,500+
Scheduled demos
per month
9. zoominfo.com
How a 90-Second Response Stacks Up
The odds of connecting with a lead
decrease significantly with time
>10x
decrease
in odds to
connect with a
lead
Impact of SDR Follow-up Time
on Connect Rates
54Companies Contacted via Web Form
Our experiment:
No Follow Up
Responded After an Hour
2-60 Minute Response
<2-Minute Response
54%
24%
17%
5%
90
Seconds
First few minutes 1 hour
12. zoominfo.com
AE Scorecards and Demo Routing
Inbound Demos are routed to the best
available AE most suited to help a
specific customer based on attributes
we have collected
AEs are scored on four variables to
determine their tier:
Trailing 3-Month ACV Won
Trailing 3-Month Win Rate
Trailing 3-Month ASP
Trailing 3-Month ACV per Created
Opportunity
AE Scorecards are recalculated
and evaluated on a monthly basis
Trailing 3 Month Weighted Score
13. zoominfo.com
Tracking Results in Optimizing Process: Plugging Leaks in the Funnel
The Impact of a Dedicated Demo
Rescheduling Motion
6,120
Avg. Sales Demos
Booked Per Month
1,570
‘No Show’
For 1st
Scheduled
Meeting
4,550
Avg. Show Rate
For 1st Scheduled
Meeting
450
Show for a
Rescheduled
Meeting
$1.2 Million
Per month in ARR from
rescheduled meetings
29%
15. zoominfo.com
Coast to Coast Coverage with Access to Top Talent
Vancouver, WA
Conshohocken, PA
Grand Rapids, MI
Waltham, MA
Bethesda, MD
Cleveland, OH
Future hiring in lower cost
markets
Access to top talent in tier 1
markets
274
212
29
3
24
37
▪ Equally or more productive than team in
Tier 1 Markets
▪ Less competition for talent
16. zoominfo.com
Outbound SDR Motion
…Collaborating with AE’s
Targeting 4 Tiers…
2 Sets of Teams…
1 to 1
Target accounts
Pooled Outbound SDRs
Many to Many
Paired Outbound SDRs
Corporate
Commercial
Strategic Plus
Strategic
Most Skilled/Experienced
Least Experienced
…Together Driving
World-Class Sales
Productivity.
17. zoominfo.com
Data Lake Feeding Outbound
Outbound
Prospecting
Intelligence
Salesforce
Activity Data
Salesforce
Transaction /
Opportunity Data
ZoomInfo InboxAI
Relationship
Intelligence
ZoomInfo
Websights
First-Party Intent
Data
ZoomInfo
Intent
ZoomInfo
Scoops
ZoomInfo
Firmographics
ZoomInfo
Technologies
ZoomInfo
Attributes
Sales Engagement
Platform Activity
Product
Usage Data
Prior Users
Prior
Customers
Zoom
Info
API
Data Lake
18. zoominfo.com
ZoomInfo Go-to-Market: A Day in the Life
568
Hot MQLs
238
Inbound
Demos Set
159
Outbound
Demos Set
18,193
Emails Sent
9,100
Calls Made
213
Opportunities
Created
26
Opportunities
Won
109
Free Trials Initiated
4,937
Inbound emails / responses
1
Meant to illustrate a typical day of sales performance for ZoomInfo team
September 24, 20191
20. zoominfo.com
Best in Class Post-Demo Drip Engagement
Dozens of
Automated
Engagement Flows
5-10%+
Click rates
100-2,000
Automated contacts
per motion
50%+
Reply rates
80%+
Open rates
Tailored and
Targeted at Specific
Use Cases and
Packages
21. zoominfo.com
Attractive Customer Economics Enabled by
Cutting Edge Sales & Marketing Machine
>10xLTV/CAC(1)
<30 Days
Median Sales Cycle
(New Business)(1)
~500New Logos Added
per Month
$1M+
Per Ramped AE
per Year
22. zoominfo.com
Account Segmentation and Load Balancing
($ACV in K) Preserve Grow VIP
SMB
Low-to-mi
d growth
Moderate-
high
growth Hyper-gro
wth
Middle-ma
rket
Enterprise
Strategic
Account Segmentation Potentiality Score
0-100
Score of ACV potential for
each account
Load Balancing
# Accounts by AM by Month
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Account Manager A
Account Manager B
Account Manager C
Account Manager D
Account Manager E
Account Manager F
Account Manager G
Account Manager H
Account Manager I
Account Manager J
Account Manager K
Account Manager L
Account Manager M
Account Manager N
▪ Size
▪ Potentiality score
▪ Growth potential
– ACV potential
– Growth rate expectation
▪ Total number of accounts
▪ Number of accounts with
contract expiration each month
23. zoominfo.com
Customer Handoff – Adoption Focused Onboarding
AE closes deal
■ AM or CSM team
assigned
■ Automated
introduction email
Kick-off call
LDM, CSM, AM
■ Deep dive (tech
stack)
■ Main objectives
■ Reason for
purchasing
■ Teams using use
cases
■ Definition of success
Onboarding
plan
■ Filled out and sent
to customer
Schedule end
user training
■ LDM scaled and
tailored to needs
■ Delivering training
Post training
follow up
■ CDR and CSM
manage the
relationship
Integration
setup
■ Identify customer’s
GTM systems
■ Implementation
Note: AE = Account Executive, LDM = Learning & Development Management, CSM = Customer Success Manager,
AM = Account Manager, CDR = Customer Development Rep.
24. zoominfo.com
Customer Experience – Consistent Touch Points and
Ongoing Monitoring Drive Customer Engagement & Renewal
Account
Executive
Learning &
Development
Manager
Customer
Success
Manager
Account
Manager
Customer
Marketing
Usage & health
monitoring
A A AA A AA A A
C C
B
Deal
closed
Automated
email to customer
Introducing
account team
ROI attribution
check-in
Post-training
follow-up
30-min progress
meeting
Introduce upsell
offerings
LDM conducts follow-up
/ specialized training
Automated
reengagement
sequence kicks in
Product launch
announcements
Invitation for case
study
CSM notified
of drop in
health score 60-min Strategic Business
Review
30-min progress
meeting
Renewal
check-in Renewal
worked
Renewal
Health
Score
Kick-offcall
CDR ROI Testimonials
CSM schedules
call with POC
Month of
contract
0 1 2 3 4 5 6 7 8 9 10 11 12
Training complete
25. zoominfo.com
Data-Driven Operations Drive Renewal Motion
80% of Enterprise cancelled ARR comes back within 12 months
Break-out Pacing Detailed Analytics
Business Day
26. zoominfo.com
ZoomInfo’s Unique Go-To-Market Engine
High Velocity Free Trial
Machine
Dynamic Load Balancing of
Sales Resources
Post-Sale Team for
Customer Success / ROI
Attribution
Precision Metrics
Tracking
Systematic Career
Development
Optimized Lead
Conversion /
Demo Routing
Outbound Prospecting
Intelligence
>10x <30Days 109%
1. As of the end of end of 2019
2. Net Retention is defined as the total ACV generated by our customers and customers of Pre-Acquisition ZI at the end of the year divided by the ACV generated by the same group of
customers in the end of the prior year
Median Sales
Cycle
2019 Net
Retention
LTV / CAC
(2)(1)