This document discusses funding, sales growth, and business growth for independent software vendors (ISVs). It notes that scaling sales is important for funding a business and transitioning from sales and services to being a software company. The panelists will discuss the funding landscape for software as a service (SaaS) companies, how to scale sales and fund growth, making the transition from sales to software, and keys to building successful SaaS and ISV companies. The document includes information on resources from the event organizers.

1. The Intersection of Funding,
Sales, and Business Growth for
ISVs
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​ BJ Lackland
​ CEO, Lighter Capital
​ @bjlackland
​ Jason Lemkin
​ Partner, Storm Ventures,
​ Saastr
​ @jasonlk
​ Aaron Ross
​ Author, Predictable Revenue
@motoceo

2. Safe Harbor Statement*
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*also review your Partner Non-Disclosure Agreement (NDA)

3. Your panelists

4. ​ The funding landscape for SaaS

5. ​ Scaling sales and how to fund it

6. ​ The transition from sales &
servicing to software

7. ​ The keys to building successful
SaaS & ISV companies

8. ​ Apply Online
www.lightercapital.com/apply
​ Funding Calculator
www.lightercapital.com/how-it-
works/see-if-you-qualify
​ Beyond VC: Capital Raising for
ISVs Without Giving Up Equity
Wednesday, 16th , 11-11:20 am
Park Central Hotel, Olympic Room
​ Saastr
www.saastr.com
​ Saastr Annual 2016 Feb 9-11
https://www.saastr.com/saastr-
annual-2016/
​ Predictable Revenue
http://
predictablerevenue.com/
Resources
​ Start up Summit
Tales from the Front Lines: Building a Killer Sales Team
Wednesday 16th Sep 10-10:50am

9. Coming:
From Impossible
To Inevitable:
How Hyper-Growth Companies Create
Predictable Revenue

10. From Impossible To Inevitable:
How Hyper-Growth Companies Create Predictable Revenue
• bit.ly/FromImpossible
• or search “Amazon Lemkin Ross”
• Email us the receipt, get a never-seen
sample now:
jeff@predictablerevenue.com

11. From Impossible To Inevitable:
How Hyper-Growth Companies Create Predictable Revenue
1. Nail A Niche
2. Create Predictable Pipeline
3. Make Sales Scalable
4. Double Your Dealsize
5. Do The Time
6. Embrace Employee Ownership
7. Define Your Destiny

12. Share Your Feedback, and Win a GoPro!
3
Earn a GoPro prize entry for
each completed survey
Tap the bell to take a
survey2Enroll in a session1

13. Partner Community
​ Your one-stop shop for education and engagement
http://partners.salesforce.com/
• Partner Program Details
• Communications
• Training
• Leads, Opportunities, & Projects
• AppExchange Publishing
• Webinars & Recordings
• Office Hours
• Sales & Marketing Resources
• Technical Support

14. Looking for the Partner Session Replays and Slides?
​ See the Partner Community Calendar – September 15-18, 2015
http://p.force.com/calendar

15. Get into the Zone: The Partner Zone!
:: Partner Community Theater
:: Live feeds of the major Keynotes
:: Free lunch served daily!
:: Concierge
:: Tech Expert Bar
:: Partner Program Staff
:: Charging stations
:: Featured Partner Services
:: Coffee Bar
:: Prize Giveaways
Daily partner networking events –
3:00pm - 5:00pm
• Tuesday, Sept 15 – Luau Theme
• Wednesday, Sept 16 – Global Theme
• Thursday, Sept 17 – Fiesta Theme

16. Celebrate Success at the AppBash
​ AppBash “I left my Cloud in San Francisco”
​ When: Wednesday, September 16
​ Where: City View at the Metreon
​ Who: Partners and Customers
​ Access: Full Conference or Booth Pass plus ID
required
​ Time: 7:00pm – partners & alliances employees
​ 9:00pm – customers and employees welcome

17. Thank you