Amidst the volatility of today’s economic climate and market, GTM leaders need to be especially savvy when it comes to their company growth strategies and earning their customers’ love. A renowned enterprise software leader that has led revenue organizations and spearheaded the cloud GTM strategies at companies such as Oracle, New Relic and now Confluent, Erica Schultz is Confluent’s President of Field Operations and will share what she has seen evolve in enterprise GTM and tips on how to thrive in the current environment. From PLG and consumption-based pricing, to value-based selling and driving efficient growth, Erica will share veteran insights that will help you develop your own successful GTM strategy.

1. Scaling Revenue in 2022
What’s the Same and What’s Different?
Erica Schultz
President of Field Operations
Confluent
@efr_schultz

2. 2
It’s Great to Be Back at SaaStr!

3. 5 Strategies for
Scaling Revenue in 2022

4. 1. Rethink
your customer
and persona
understanding
4

5. Onboarding +
Activation
Usage +
Subscription
2. Design a modern and connected
customer experience
5
Discovery +
Experimentation
Create New
Value +
Expansion
Customer Love +
Advocacy

6. 3. Benefit from the multiplier effect of
Product-led and Enterprise-led growth
6
Product-Led
Growth
Enterprise
Sales

7. 7
Subscription Consumption
Product Design
Products are sold and
implemented
Ease of use;
Integrated Features;
Customer self-service
Marketing Focus Demand Gen
PLG & Customer
Marketing
Sales Focus Land Bookings & ACV
Consumption,
Expansion, Revenue
Customer Success Retention-focused
Adoption & Outcome-
focused
Finance
Revenue forecast based
on bookings conversion
Revenue forecast based
on customer patterns
4. Create a
consumption-based
culture, not just a
pricing strategy

8. 5. Maximize growth while increasing efficiency
8
Focus Matters
(Segments, Countries,
Industries)
Solve for
Speed
Invest in
Repeatable Playbook
NRR • AE Ramp time • AE PPH - Time to new land - Segment Economics

9. This all makes logical sense…
But how do I drive
transformation on my team?
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10. How will you coach,
and inspect new
behaviors, metrics?
WHAT?
Each individual wants
to feel confident they
can achieve success
HOW?
Our teams want to
understand the logic
behind the change
WHY?
Leading Through Transformation
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In summary
How do you leverage modern tactics and consider the macro environment to scale
revenue in 2022?
1. Rethink your understanding of the customer
2. Design a modern and connected customer experience
3. Benefit from the multiplier effect, product-led AND enterprise-led business models
4. Create a consumption-based culture, not just a pricing strategy
5. Maximize growth while increasing efficiency
Successful transformation requires winning hearts and minds, inspiring new behaviors
and measuring new metrics

12. Thank You