We’ve learned Saas companies strive to achieve the T2D3 model. Join Phil Fernandez, former CEO & co-founder of Marketo and Bill Binch, Former EVP Sales, Marketo to discuss Marketo’s success and why the same old playbook needs to be adapted for today. Learn from Phil and Bill on how the CEO & CRO relationship shapes this and what new ideas founders need to think through.

1. Bill Binch
Former CRO
Marketo
Fueling Growth
The CEO <--> CRO Dynamic

2. BILL
o Monthly quotas
o Focus on logo acquisition
o Optimizing to get your buyer to the demo
Name three things that drove growth in
2008-2013 that still have impact today?
CEO
o Sales & marketing alignment
o Culture of success
o Velocity

3. Office based model
Enterprise SDR model
ABM
Lightning Round: 3 things that don’t work

4. Product led concepts:
o Less human involvement to provide access to products
o User telemetry
o Self service models / virality
o Product tours
o Calendars instead of forms
o Weekly one to many “deminars”
o Simplified user terms
What NEW techniques exist today that
drive high growth?

5. o NRR is the new magic metric
o Architect for a growth path
o Velocity is everything
Takeaways

6. THANK YOU