This document outlines how to close your first 1,000 customers solely based on data. It describes building a growth engine by finding qualified leads through trade shows, email campaigns, partnerships and content. It then discusses how to find who should buy from the company using data on 600k accounts to identify 60k qualified accounts and 1k ready accounts. It also discusses tailoring the closing process, personalizing onboarding, and getting a unified view of customers through a growth dashboard to track marketing initiatives and assign the right accounts to salespeople. The result was said to be a repeatable lead generation machine and getting to 1,000 customers through a data-driven culture.
Mark Roberge is a Senior Lecturer with Harvard Business School, former CRO of Hubspot and author of bestseller "The Sales Acceleration Formula". Join him as he takes you through his step by step guide to revenue growth.
In this presentation you will find information about importance of Key Performance Indicators (KPI's) for subscription-based (SaaS) Internet startups.
The full list of metrics mentioned in the presentation, exact formulas, and examles you can find at http://datmachine.co/saas_metrics.
If you have any questions, don't be shy to drop me a line on my email: efremov(at)datmachine.co.
If you’re an investor who’d like to find out more about Hive, get in touch with the founder directly via john.ryder@hive.hr, or alternatively drop me an email at alex@mountsideventures.com
Mark Roberge is a Senior Lecturer with Harvard Business School, former CRO of Hubspot and author of bestseller "The Sales Acceleration Formula". Join him as he takes you through his step by step guide to revenue growth.
In this presentation you will find information about importance of Key Performance Indicators (KPI's) for subscription-based (SaaS) Internet startups.
The full list of metrics mentioned in the presentation, exact formulas, and examles you can find at http://datmachine.co/saas_metrics.
If you have any questions, don't be shy to drop me a line on my email: efremov(at)datmachine.co.
If you’re an investor who’d like to find out more about Hive, get in touch with the founder directly via john.ryder@hive.hr, or alternatively drop me an email at alex@mountsideventures.com
Stripe pitch deck designed by Zlides
Want to create a pitch deck that inspires your audience? Get your FREE presentation kit designed by Zlides: http://bit.ly/slideshare_zlides
This Facebook pitch deck illustrates the vast potential for investors, institutional and retail alike, to capitalize on the upside of the social media giant. We dissect the impact of Facebook's latest acquisitions, current and future growth rates, the NPV of the acquisitions and what it all means for Facebook shareholders going forward.
From Customer Success Summit 2017 - Thomas Lah, Executive Director at TSIA discusses, "Building Customer Success Organizations".
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.
From the Desk of Vanta's CEO: Building to $10MM+ ARR (before taking a Series A)saastr
Have you ever wondered what it takes to aggressively grow a company ahead of institutional fundraising? Join Christina Cacioppo, Co-Founder and CEO of Vanta, as she shares the steps taken to achieve 400% YoY growth, and lessons learned throughout Vanta's pre-Series A journey.
SaaS/subscription businesses are much more complex than traditional businesses, and SaaS performance cannot be measured in the same way as traditional businesses are measured. Based on a talk given at the SaaStr Annual Conference in San Francisco, this slide deck offers a comprehensive and detailed look at the key metrics that are needed to understand and optimize a SaaS business, and how these can be used to drive SaaS success. This presentation includes information on:
- An intro to SaaS metrics
- Unit economics
- LTV and churn: An in-depth look
- Variable pricing axes
- Months to recover CAC
- The primary unit of growth: Sales
- Understanding public SaaS companies
Account based marketing: from strategy and plans to execution and insightsEngagio
It’s time to go beyond the buzz of Account-Based Marketing and put the strategy to work. However, even some of the smartest and most sophisticated companies are struggling to align their organization and get started with ABM. It doesn’t have to be hard. In fact, it’s easier than you think. Join Engagio and Demandbase, to hear how the marketing leadership from each team has built a world-class ABM program from the ground up. You’ll discover who the key players are that you'll need for your ABM Tiger Team, critical factors for selecting the accounts most likely to close, and how to find the buyers and key influencers to cut sales cycles times in half. You'll also learn how to capitalize on anonymous buying behavior, and the biggest secrets to launching your ABM program.
Download Engagio's Clear and Complete Guide to Account Based Marketing at Engagio.com/guide
Learn more about Engagio at Engagio.com
Twitter.com/Engagio
Linkedin.com/Company/Engagio
Facebook.com/Engagio
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.
MRR is the price the customer pays. Your North Star is the value they get. Mamoon Hamid, GP @ Social Capital, explains why founders need to focus on the value your product delivers, not the price the customer pays.
Building the Billion dollar SaaS Unicorn for 2018Kelly Schwedland
In a Venture Capital world that is obsessed with growth, recurring revenue and software as a service, after you validate that you have a solution that people are willing to pay for, there is an entire new world ahead of you in scaling that venture. For many, this involves an entirely new language and set of metrics to manage the business. For the startup that wants to make the leap to scale up and fast growth this should serve as a starting point for key insights and metrics for that journey.
[Webinar] RollWorks & Drift: The ABCs of ABMRollWorks
You decide to add account-based marketing to your existing demand gen marketing strategy. You have the budget for it and you’ve even pulled together a few lists of great accounts to target. You set up a few amazing, hyper-targeted campaigns, send them out into the world, and…
…nothing happens. Well, technically something happens: you lose your budget.
It’s not your fault. You targeted some awesome accounts. The problem is they weren’t the right accounts for your business.
So we’ve brought together Mark Kilens (VP, Content and Community, Drift) and Ali Biggs (Director, Brand & Product Marketing, RollWorks) to show you how to make sure your ABM strategy is targeting the right accounts and generating serious ROI.
Join these two seasoned marketing pros for a one-hour, LIVE webinar and learn how to:
-Create an ideal customer profile (ICP) and build a target account list (TAL) for your business
-Find and engage your ideal accounts and buyers
-Convert the leads that come to your site from your ABM campaigns
Day 2 of our webinar mini-series, where our Director of Experience Optimization talks about optimizing your eCommerce store once it's up and running on Shopify Plus. We covered many topics, including:
Optimizing your Shopify Plus store for Conversions
User experience hacks that boost revenue
On-site marketing best practices
Stripe pitch deck designed by Zlides
Want to create a pitch deck that inspires your audience? Get your FREE presentation kit designed by Zlides: http://bit.ly/slideshare_zlides
This Facebook pitch deck illustrates the vast potential for investors, institutional and retail alike, to capitalize on the upside of the social media giant. We dissect the impact of Facebook's latest acquisitions, current and future growth rates, the NPV of the acquisitions and what it all means for Facebook shareholders going forward.
From Customer Success Summit 2017 - Thomas Lah, Executive Director at TSIA discusses, "Building Customer Success Organizations".
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.
From the Desk of Vanta's CEO: Building to $10MM+ ARR (before taking a Series A)saastr
Have you ever wondered what it takes to aggressively grow a company ahead of institutional fundraising? Join Christina Cacioppo, Co-Founder and CEO of Vanta, as she shares the steps taken to achieve 400% YoY growth, and lessons learned throughout Vanta's pre-Series A journey.
SaaS/subscription businesses are much more complex than traditional businesses, and SaaS performance cannot be measured in the same way as traditional businesses are measured. Based on a talk given at the SaaStr Annual Conference in San Francisco, this slide deck offers a comprehensive and detailed look at the key metrics that are needed to understand and optimize a SaaS business, and how these can be used to drive SaaS success. This presentation includes information on:
- An intro to SaaS metrics
- Unit economics
- LTV and churn: An in-depth look
- Variable pricing axes
- Months to recover CAC
- The primary unit of growth: Sales
- Understanding public SaaS companies
Account based marketing: from strategy and plans to execution and insightsEngagio
It’s time to go beyond the buzz of Account-Based Marketing and put the strategy to work. However, even some of the smartest and most sophisticated companies are struggling to align their organization and get started with ABM. It doesn’t have to be hard. In fact, it’s easier than you think. Join Engagio and Demandbase, to hear how the marketing leadership from each team has built a world-class ABM program from the ground up. You’ll discover who the key players are that you'll need for your ABM Tiger Team, critical factors for selecting the accounts most likely to close, and how to find the buyers and key influencers to cut sales cycles times in half. You'll also learn how to capitalize on anonymous buying behavior, and the biggest secrets to launching your ABM program.
Download Engagio's Clear and Complete Guide to Account Based Marketing at Engagio.com/guide
Learn more about Engagio at Engagio.com
Twitter.com/Engagio
Linkedin.com/Company/Engagio
Facebook.com/Engagio
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.
MRR is the price the customer pays. Your North Star is the value they get. Mamoon Hamid, GP @ Social Capital, explains why founders need to focus on the value your product delivers, not the price the customer pays.
Building the Billion dollar SaaS Unicorn for 2018Kelly Schwedland
In a Venture Capital world that is obsessed with growth, recurring revenue and software as a service, after you validate that you have a solution that people are willing to pay for, there is an entire new world ahead of you in scaling that venture. For many, this involves an entirely new language and set of metrics to manage the business. For the startup that wants to make the leap to scale up and fast growth this should serve as a starting point for key insights and metrics for that journey.
[Webinar] RollWorks & Drift: The ABCs of ABMRollWorks
You decide to add account-based marketing to your existing demand gen marketing strategy. You have the budget for it and you’ve even pulled together a few lists of great accounts to target. You set up a few amazing, hyper-targeted campaigns, send them out into the world, and…
…nothing happens. Well, technically something happens: you lose your budget.
It’s not your fault. You targeted some awesome accounts. The problem is they weren’t the right accounts for your business.
So we’ve brought together Mark Kilens (VP, Content and Community, Drift) and Ali Biggs (Director, Brand & Product Marketing, RollWorks) to show you how to make sure your ABM strategy is targeting the right accounts and generating serious ROI.
Join these two seasoned marketing pros for a one-hour, LIVE webinar and learn how to:
-Create an ideal customer profile (ICP) and build a target account list (TAL) for your business
-Find and engage your ideal accounts and buyers
-Convert the leads that come to your site from your ABM campaigns
Day 2 of our webinar mini-series, where our Director of Experience Optimization talks about optimizing your eCommerce store once it's up and running on Shopify Plus. We covered many topics, including:
Optimizing your Shopify Plus store for Conversions
User experience hacks that boost revenue
On-site marketing best practices
Sell Faster & Win More with SAP Cloud for Sales & AribaSAP Ariba
Today’s customers are better informed, and more in control of the buying process than ever. This makes your job as a sales professional increasingly complex. How do you orchestrate your team? How do you find and focus on the right leads? How do you win customer loyalty?
This session will answer these questions and introduce you to a new channel for qualified, active leads, as well as tools and techniques to sell more efficiently and engage customers like never before.
How to automagically identify high-intent leads (Webinar Slides)Segment
B2B buyers research an average of 12 sources before ever raising their hand or reaching out. Imagine if you could identify and engage with these folks before they contact you (or your competitors). This webinar will show you how.
Identifying the right target accounts increases account-based success, and that's why we'll walk you through ICP Insights, Target Account Selection, and Contact Data.
Shopify Meetup Manila - How the Big Players Do It - Aug 2019 - Speaker Slides Filta.
Ben Robinson, Merchant Success Manager, Shopify Plus - the future of commerce and the tools on offer to level up the overall customer experience, and how you can leverage these tools as merchants or with your clients.
Jason Anderson, General Manager, Andzen, who creates smart customer journey solutions that turn browsers into buyers and increases the revenue from your ecommerce store will be focusing on the model Andzen uses to help their clients be market leaders. From starting a project with quick wins to laying foundations for long term success, he'll help you understand key pain points for clients and how you can overcome them to get the most growth in the shortest amount of time.
Ben, Nerissa and Jason are based in Brisbane, Australia and we are honoured they are flying to Manila for this event to share their knowledge.
This will be followed with a 30 minute Q&A panel discussion, giving you an opportunity to ask questions.
This unmissable meetup is FREE to attend with Jollibee's and drinks provided.
What are you waiting for? Sign up now and bring your friends with you!
We can't wait to see you!
Best Practices in Account Base Marketing for automating your sales funnel for success. Learn a simple process to automate and personalize your sales funnel with behavior-based marketing and lead scoring.
David Skok, General Partner at Matrix Partners, provides a simple model to understand a SaaS businesses, as well as the key levers founders, can leverage to drive SaaS success.
This presentation is from my talk at the 2017 SaaStr Annual Conference in San Francisco. It offers an overview of a simple model to understand a SaaS business and the key levers a CEO can pull to get the most impact. The presentation covers:
Optimizing the SaaS Funnel:
- Get inside your customer’s head
- Break down the funnel into microsteps
- Identify bottlenecks
- Use funnel math to make improvements
12 key levers within the funnel:
1) Product/Market fit
2) Top of the funnel flow
3) Conversion rate
4) CAC (customer acquisition cost)
5) Number of sales people
6) PPR (productivity per rep)
7) Getting enough leads
8) Pricing
9) Customer retention rate
10) Dollar retention rate
11) Months to recover CAC
12) Recruiting, onboarding & management
Brisbane Shopify Meetup - 21st September 2017ReloadMedia
Slides from the Brisbane Shopify Meetup on 21st September 2017. Special guest speakers are Nikki & Bec Bowling (Lacey Lane), Rohan Lock (dotmailer), and Paul Goldston (Shopify Plus).
For some marketers, Custom Audiences are considered an absolute necessity to improve Facebook performance. But for many others, who don’t fully understand the sophistication of these unique targeting options, it’s going to be difficult to see improvement in your Facebook ad strategy. This webinar will give you the targeting techniques to implement today.
Azalead Account Based Marketing Product Demo Azalead
In your B2B company, are you a sales or marketing key decision maker? Are you ready to accelerate your sales with Account Based Marketing and Account Based Advertising?
Register for Azalead’s product demo, where Communications Manager, Liz Hammond will walk you through Azalead's easy-to-use ABM automation software.
Azalead is an Account Based Marketing and Advertising software company that identifies, targets, and nurtures key accounts. Start to measure your all marketing impact on the sales pipeline.
Whether you’re on Vendor or Seller Optimizon can help sort out your brand registry, build your storefront and create keyword-rich content that converts.
Some of the biggest headaches blue-chip brands are likely to experience as a result include:
Introducing NfP 360 for Microsoft Dynamics CRM - Microsoft for Charities Even...m-hance
Microsoft Dynamics CRM expert Paul Hassel walks through the features and benefits of NfP 360 CRM, the fundraising and membership management software designed for Charities and Not for Profit Organisations
Similar to Lessons from Gorgias: How to Close your First 1000 Customers Based Solely on Data (20)
SaaStr Workshop Wednesdays: From Operator to Founder: What I’m Learning as a ...saastr
SaaStr Workshop Wednesdays: From Operator to Founder: What I’m Learning as a 1st Time Founder after 20+ Years of Operating
Speaker: Jeffrey Yoshimura, Former CMO at Synk
Territory Assignment Innovation: High-Velocity Techniques to Maximize Sales with Gusto’s CRO and Head of GTM Ops
Speakers: Tolithia Kornweibel, CRO @ Gusto and Jamie Edwards, Head of Go-to-Market Operations and Tools @ Gusto
SaaStr Workshop Wednesdays: Dropbox, Klaviyo, Lightspeed Commerce: 10 Things ...saastr
SaaStr Workshop Wednesdays: Dropbox, Klaviyo, Lightspeed Commerce: 10 Things that Change in Marketing as you Scale with Lightspeed Commerce's CMO
Speaker: Kady Srinivasan, CMO @ Lightspeed Commerce
Special Workshop Tuesday: The Future of Customer Success in 2024 with Gainsig...saastr
Special Workshop Tuesday: The Future of Customer Success in 2024 with Gainsight and SaaStr
Speakers: Nick Mehta, Gainsight CEO and Jason Lemkin, SaaStr CEO
Buy Verified PayPal Account | Buy Google 5 Star Reviewsusawebmarket
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"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
4. Build a growth engine
INPUTS
Trade shows
Email campaigns
Partnerships
Content
OUTPUTS
Value
ARR
5. Find who should buy from you
TOTAL
600k accounts
QUALIFIED
60k accounts
READY
1k accounts
Outbound to
warm leads
Trade shows
Partners
6. Result: a repeatable lead-gen machine
Expected ARR
$250k
$50k
outbound
$175k
trade shows
$25k other
TIPS
● Find buying intent data, store it in your
CRM
● Measure input+output of marketing
initiatives, or stop the initiative
7. Sales: tailor the closing process
Deal size $20,000
Previous Zendesk
helpdesk
Status Trial
Apps Shopify, ReCharge
Source Events
Sunski
San Francisco
→ Suggest integrations
→ Adapt the pitch
→ Marketing gets credit
→ Assign right AE
8. Result: 3x close rate
50%
close rate
TIPS
● Enrich leads before the demo
● Assign deals to the right AE
● Automatically move deals in your CRM
9. Product & Success: personalize onboarding
Apps Shopify, ReCharge
Engagement Low
CSM call Not booked
Sunski
San Francisco
10. TIPS
● Tailor onboarding
● Put your sales team in the product
● Focus low churn marketing channels
Result: 95% of customers activate
11. How does it work behind the scenes?
Sunski
San Francisco
Database
Growth dashboard
4m ARR 70% revenue from
trade shows
12. Result: Get unified view of the customer
Visited our booth at Shoptalk 2018
Installed competitor app
Created an account on Gorgias
Started a subscription
Apps Shopify, ReCharge
Source Events
Previous Zendesk
helpdesk
Est deal size $20,000
Engagement High
Sunski
San Francisco
13. $5k ACV
50 NPS
Negative churn
→ double down 🚀
$2k ACV
30 NPS
2% net churn
Result: full pipeline analytics
Expected ARR
$250k
$25k other
$50k
outbound
$175k
trade shows
15. Build a data-driven culture
Start today
Track everything, build a company-wide data hub
Empower your team to decide using data
• Analytics tools are for everyone
• 1 employee dedicated to the growth stack
• Kill spreadsheets → Learn SQL (auto-refresh!)
• Each team’s OKRs are on a dashboard
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