Created by Jeff Samuels

1. High Level Unification:
A Success Story
Jeff Samuels
August 23, 2019

2. Glad to be here!
2Confidential

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The Journey –
$0 to $200M to ….$2 Billion+

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Foundations of Successful GTM Scale
Make Partnerships workAcquire the Right
Customers
Build & Bring to Market
Great Products and
Services
Ensure Customer
Happiness
Measure in
Harmony
Create a Repeatable
GTM motion

7. SDR
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= Revenue Development

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Study and Maximize the Customer Journey
I AM AWARE I SHOP I BUY I USE
I LOVE /
RENEW
I INSTALL
GenerateBuzz
DriveAction
Search
Educate
Engage
ShortList
Configure
BuyPrompt
Ordering
Paying
Receipt
Confirmation
Install
Training
Problem
Repair
Service
Delivery
Welcome
Adopt
Renew/Refresh
Expand
Preference
Loyalty
Advocate
Recommend
Offers
Awareness

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Complete
buying
experience
has to be
personal
By 2020, customer experience is
predicted to overtake price and
product as the main differentiator.
Source: Walker
David Dulany

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Symbiotic
Workflows
SDR
Marketing
Sales

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+

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Madison Meyer
...
Jaime Kronick
...
Andy Barrett
...
Logan Conway
...
Iterable SDRs!!! - THANK YOU!

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Iterable SDR situation coming in...
Tools and Systems
not Optimized
GTM Functions
Siloed
Undefined Operations for
Inbound Lead Flow

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1) Plotting the Course of Action
Gap Analysis
Documentation
Goal
Setting
Workflow creation
and Testing
Visual Mapping of
Existing State

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2) Conversion Prioritization Focus
Speed to Lead SQL $$$ Pipeline AverageMQL to SQL

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3) Execute!
Identify key players roles
and responsibilities
Release mutually agreed
upon SLA’s
Roll out training,
coaching and sales
playbook for new reps
Implement accountability
and reporting standards

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Mount Shasta Mount Everest
Set reasonable goals over short sprint period ...

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FROM TO
Example of Goal Setting ….
1
Speed to lead
2 MQL to SQL
conversion rate
3
SQL average deal
1:24 >:30
31% 40%
Increase opportunity
size by 20%
Demo Requests

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Additional TakeAways
Relentless Tracking
Continuous execution and communication is
key- can't let up even for a couple weeks
Alignment is not a “moment in time”
It's project management that's the key ...
ideas are easy, implementation is hard

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Keep
Innovating!

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Your
Comfort Zone
Where the
Magic Happens

22. Thank you!

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The Golden
Circle
WHY
WHAT
HOW

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Simon Sinek –
The Golden Circle
Source: Walker

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People of Purpose

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People of Purpose

27. Demo