SaaStock 2019 - godard abel

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This document provides keys to building 4x successful SaaS companies based on the experiences of Godard Abel, co-founder and CEO of G2. The four keys are: 1) Commit to solving an important problem you are passionate about. 2) Sell with passion by telling compelling stories and embracing feedback. 3) Build a winning team by bringing in the best talent through your network and acquiring companies to accelerate growth. 4) Take care of yourself by being authentic and following your purpose.

Technology

Build Your
Winning Playbook
Our keys to 4x SaaS Success

Education
Studied @ MIT
Worked @ McKinsey
in USA and Germany
Studied @ Stanford GSB
1st StartUp @ Alyanza
acquired by Niku (IPO)
4

Confidential
Building 4x Winning SaaS Companies
5
Founded in 2000
CPQ cloud software
Grew to $50M+ ARR
acquired $400M+
in 2013
Launched in 2019
3D visualization
Grew to $1.5M ARR
in one year
Re-launched in 2014
Next gen CPQ software
Grew to 10OM+ ARR
acquired $390M+
in 2016
July 2012 founded
1M+ B2B Reviews
50+ Million Buyers
$100M invested by

Confidential
4 Keys to Building SaaS Winners
7
COMMIT
TO THE
PEAK
BUILD A
WINNING
TEAM
SELL
WITH
PASSION
TAKE
CARE OF
YOURSEL
F

Solve a
problem
you uniquely
know and
personally
care about...
9

Persevere
10
EMPLOYEES
65
20
2000 2003 2007 2010 2013
Matt
Gorniak
300

Tell a Story
“We were selling, a singular idea
drove all our accomplishments:
we never sold features…
We sold the model and the
customer’s success.”
14
- Marc Benioff
Salesforce
Behind the Cloud

16
BUILD YOUR
PLAYBOOKS
build your own
systems and
processes that
can scale

Embrace the
Audible
“His success stemmed
from his ability to
audible, to read the
defence and change his
plays on the go.”
17
Tony Dungy on
Peyton Manning

European
SaaS Leaders
Reach Globally
with authentic
reviews
19

21
Don’t climb
alone…
build your
entrepreneurial
family
BigMachines Team 2000 G2 Founders 2012
SteelBrick 2014 ThreeKit Launch 2019

Bring the best talent with you...
Nurture your people and your network
23

24
BUILD
PARTNERSHIPS
with like-minded
entrepreneurs
Marc Benioff
Salesforce Founder/CEO
Ryan Westwood
Simplus Founder/CEO

25
ACQUIRE TO
ACCELERATE
KEEP THE
ENTREPRENEURS
IN THE FAMILY
Name and Surname
Position
InvoiceIT
Joins
SteelBrick!
Siftery
Joins
G2 Crowd!

2626
ALIGN
YOUR
VECTORS
FOR
MAXIMUM
IMPACT
What Elon Musk
taught me about growth

PEAK
Culture
Inspired by
Chip Conley
Customer Evangelism
MEETS
UNRECOGNIZED
NEEDS
MEETS DESIRES
MEETS EXPECTATIONS
LEGACY
RELATIONSHIP
ALIGNMENT
TRANSITION ALIGNMENT
MEANING
RECOGNITION
MONEY
Investor
Pride
Employee
Inspiration
27

Thank You
Connect with me:
@godardabel
in/godardabel
... find the right tools
for your business
www.G2.com

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SaaStock 2019 - godard abel

1. Build Your Winning Playbook Our keys to 4x SaaS Success

2. Godard Abel Co-founder & CEO, G2 2

3. Born in Germany Moved to Pittsburgh 3

4. Education Studied @ MIT Worked @ McKinsey in USA and Germany Studied @ Stanford GSB 1st StartUp @ Alyanza acquired by Niku (IPO) 4

5. Confidential Building 4x Winning SaaS Companies 5 Founded in 2000 CPQ cloud software Grew to $50M+ ARR acquired $400M+ in 2013 Launched in 2019 3D visualization Grew to $1.5M ARR in one year Re-launched in 2014 Next gen CPQ software Grew to 10OM+ ARR acquired $390M+ in 2016 July 2012 founded 1M+ B2B Reviews 50+ Million Buyers $100M invested by

6. 6 ... this is what we learned.

7. Confidential 4 Keys to Building SaaS Winners 7 COMMIT TO THE PEAK BUILD A WINNING TEAM SELL WITH PASSION TAKE CARE OF YOURSEL F

8. #1 Commit to the Peak

9. Solve a problem you uniquely know and personally care about... 9

10. Persevere 10 EMPLOYEES 65 20 2000 2003 2007 2010 2013 Matt Gorniak 300

11. 11 Ride a bigger Wave

12. #2 Sell with Passion

13. No Boring Pitches 13

14. Tell a Story “We were selling, a singular idea drove all our accomplishments: we never sold features… We sold the model and the customer’s success.” 14 - Marc Benioff Salesforce Behind the Cloud

15. Sell as a Team 15

16. 16 BUILD YOUR PLAYBOOKS build your own systems and processes that can scale

17. Embrace the Audible “His success stemmed from his ability to audible, to read the defence and change his plays on the go.” 17 Tony Dungy on Peyton Manning

18. Let Your Customers Sell for You! 18

19. European SaaS Leaders Reach Globally with authentic reviews 19

20. #3 Build a Winning Team

21. 21 Don’t climb alone… build your entrepreneurial family BigMachines Team 2000 G2 Founders 2012 SteelBrick 2014 ThreeKit Launch 2019

22. Don’t Use Recruiters 22

23. Bring the best talent with you... Nurture your people and your network 23

24. 24 BUILD PARTNERSHIPS with like-minded entrepreneurs Marc Benioff Salesforce Founder/CEO Ryan Westwood Simplus Founder/CEO

25. 25 ACQUIRE TO ACCELERATE KEEP THE ENTREPRENEURS IN THE FAMILY Name and Surname Position InvoiceIT Joins SteelBrick! Siftery Joins G2 Crowd!

26. 2626 ALIGN YOUR VECTORS FOR MAXIMUM IMPACT What Elon Musk taught me about growth

27. PEAK Culture Inspired by Chip Conley Customer Evangelism MEETS UNRECOGNIZED NEEDS MEETS DESIRES MEETS EXPECTATIONS LEGACY RELATIONSHIP ALIGNMENT TRANSITION ALIGNMENT MEANING RECOGNITION MONEY Investor Pride Employee Inspiration 27

28. 28 #4 Take care of yourself

29. 29 Be authentic

30. Breathe 30

31. Follow your divine path to the peak. 31

32. Thank You Connect with me: @godardabel in/godardabel ... find the right tools for your business www.G2.com