10 Takeaways Scaling Business $1M IPO

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Ten Take-Aways for Scaling a Biz From $1M to IPO Bill Binch, SVP of Global Sales, Marketo Sales Hacker Conference, New York City 2015

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Ten take-aways for scaling a biz
from $1M to IPO
Bill
Binch

SVP
Global
Sales

bill@marketo.com

Page
2
Marketo
Proprietary
and
Conﬁden?al

|

©
Marketo,
Inc.

5/3/15

Logos not dollars#1

Deal
#1

Deal
#2

Deal
#3

Deal
#4

Page
3
Marketo
Proprietary
and
Conﬁden?al

|

©
Marketo,
Inc.

5/3/15

#2
Compe//ve

diﬀeren/a/on

Page
5
Marketo
Proprietary
and
Conﬁden?al

|

©
Marketo,
Inc.

5/3/15

Rig the recruiters#4

Page
6
Marketo
Proprietary
and
Conﬁden?al

|

©
Marketo,
Inc.

5/3/15

#5
Commitment to
training excellence

Page
7
Marketo
Proprietary
and
Conﬁden?al

|

©
Marketo,
Inc.

5/3/15

Don’t be afraid to manage activity#6

Page
8
Marketo
Proprietary
and
Conﬁden?al

|

©
Marketo,
Inc.

5/3/15

Create your
own scorecard
#7

Page
9
Marketo
Proprietary
and
Conﬁden?al

|

©
Marketo,
Inc.

5/3/15

#8 Master the elevator pitch

Page
10
Marketo
Proprietary
and
Conﬁden?al

|

©
Marketo,
Inc.

5/3/15

#9 Over-hire

Page
11
Marketo
Proprietary
and
Conﬁden?al

|

©
Marketo,
Inc.

5/3/15

#10 Maximize process, minimize tools

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10 Takeaways Scaling Business $1M IPO

1. Ten take-aways for scaling a biz from $1M to IPO Bill Binch SVP Global Sales bill@marketo.com

2. Page 2 Marketo Proprietary and Conﬁden?al | © Marketo, Inc. 5/3/15 Logos not dollars#1 Deal #1 Deal #2 Deal #3 Deal #4

4. #3 Establish the sales cadence

12. Appendix