Dave Kellogg SaaStr 2021: A CEO's Guide to Marketing

Slides David Shoenberger recently used in his discussion w/ mentees of The Product Mentor. The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People. Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.

Lean Startup taught the world how to find product/market fit, but in the B2B world that isn’t enough. B2B founders must then find a way to build repeatable, scalable and profitable growth before they are ready to step on the accelerator and grow at high speed. In this talk, five-time serial entrepreneur and author of the ForEntrepreneurs blog, David Skok, breaks this journey down into 9 distinct stages and explains the playbook at each stage. Warning: trying to force growth by skipping a step is the number one mistake entrepreneurs make, and it is often fatal.

Presentation on "sales decks for founders" covering the best way to present your new technology product to a business-to-business buyer. Presentation is an adaption of a chapter from Founding Sales (book on technology sales for founders and other first-time sellers): https://twitter.com/FoundingSales Chapter excerpt here: http://firstround.com/review/building-your-best-sales-deck-starts-here/

Presentation describing how Cost of Customer Acquisition (CAC) and Monetization (LTV) are they key elements to get right for a successful business model. Also describes the latest techniques for reducing CAC, including Inbound Marketing, and the author's own methodology: Building a Sales & Marketing Machine.

Our Director of Client Strategy and Director of Customer Success Sales examine how the 'Challenger Sale' philosophy can also be appllied across your Customer Success and Renewals & Expansion teams

Keynote by David Skok, Matrix Partners & forEntrepreneurs at #SaaStock17, Dublin, Ireland, Tuesday September 19th, 2017

David Skok and Stephanie Friedman host the Zero to 100 podcast focused on helping B2B startups find predictable, repeatable, and profitable growth. The podcast covers topics like building a repeatable sales process, funnel design, sales operations, and turning theory into practice. The event agenda includes sessions on founder-led selling, building a sales organization, forecasting, and the role of the CEO in scaling a business. Attendees can ask questions using the Sli.do question system.

Get in touch: guillaume@lajavaness.com A short presentation outlining the main customer targeting strategies a B2B SaaS startup might decide to use.

Something important has changed in the recruiting process: the best people are almost never on the market, and you have to develop recruiting processes to find and sell passive candidates. In many cases, it will take months or years of relationship building with these candidates to find the right moment when they are open to considering a change. Closing them takes greater selling efforts than in the past due to the intense competition over the good candidates. This leads me to believe that there is now a third crucial startup skill that needs to be developed: recruiting.

This document outlines a roadmap for B2B startups to achieve predictable, repeatable, and profitable growth. It discusses that for B2B companies, there is an important step missing between searching for product-market fit and scaling the business - finding a repeatable, scalable, and profitable growth model. This involves completing several sub-phases, including proving the product's value, finding a repeatable sales motion, ensuring customer success, and making the business profitable and scalable. The key is avoiding jumping ahead in the process before completing each phase, as this can lead to wasted cash and shorten the startup's runway.

Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy. To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/

In this presentation you will find information about importance of Key Performance Indicators (KPI's) for subscription-based (SaaS) Internet startups. The full list of metrics mentioned in the presentation, exact formulas, and examles you can find at http://datmachine.co/saas_metrics. If you have any questions, don't be shy to drop me a line on my email: efremov(at)datmachine.co.

Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy. To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/

A high growth SaaS playbook. 12 metrics to drive success. 2 goals, present a simple model to understand SaaS business and show what levers a CEO can pull to get the most impact

Describes the steps required to build a Sales and Marketing Machine that is predictable, scalable, automated, well instrumented, and cost efficient. This was a presentation that I gave at the Lean Startup Circle in Boston on March 24th, 2011.

The document is a lead generation trend report that provides findings from a survey of over 600 B2B marketing professionals. Some key findings include: 1. Increasing lead quality is the top priority for most marketers, followed by increasing lead volume, reflecting a trend toward quality over quantity. 2. Generating high quality leads and lack of resources are the biggest challenges and barriers to success. 3. Events and conferences have seen a resurgence as the most effective lead generation tactic. 4. Most marketers measure ROI using lead volume but are unable to determine the conversion rate of leads to closed deals.

Looking to scale something up? Depending on how you're going after your market/ acquiring users, you may need to build a sales organization that's optimized for a top-down or bottom-up sales process (or perhaps both). Watch the video overview at http://a16z.com/2015/03/06/go-to-market-bootcamp/ and then check out this slide deck, which shares some concrete tips and tools for accelerating time to market -- from the go-to-market experts at a16z, led by 'sales savant' Mark Cranney. Because selling to enterprises is a lot like getting a bill passed through Congress: it can get stuck. And getting stuck -- or going down the wrong path -- can mean death to startups in a competitive market. Here's how to avoid that.

No one word strikes more terror in the heart of product-, engineering-, or even sales-oriented founders and CEOs than "marketing." How to understand marketing? How to drive marketing? How to measure marketing? What to look for in a marketing leader? In this session, we'll talk about how CEOs (and ohter startup execs) should think about, charter, direct, and support marketing

Scale-up seems easier than start-up in many ways. You've established product-market fit. You've sold $5 or $10M in ARR. You've found a buyer persona to sell and problem (aka, use-case) to solve. You've answered all the hard questions. Now, all you have to do is scale it up. Easy-peasy, right? Not so fast. In this presentation, I'll cover what I see as the top 5 mistakes made during the scale-up phase based on my experience as a CEO of two startups in the $0 to $100M range, CMO of two in the $50M to $1B range, advisor to dozens of startups, and EIR at Balderton capital where we work with scores of startups at both the early and growth stages. We'll discuss: premature scaling, US expansion, insufficient enablement and support, inexperienced management, and the delicate topic of reacceleration after a stall. As a bonus, we'll talk about when your "second album" (i.e., product) should come out and how to maintain focus in a world of market- and sometimes board-driven distractions. See you there!

What is Enterprise Sales Selling Tech vs. Value 10, 100, 1000 Customers Scaling your team Sales Compensation

A startup workshop on creating a business plan and a pitch deck for a new company, startup, or product. Delivered in spring, 2016.

This document discusses strategies for successful online marketing. It emphasizes understanding customer buying journeys, optimizing content and messaging for different stages, and using multiple channels like search, social media, and nurturing leads over time. The key is having a clear value proposition and objectives, and measuring tactics across the customer lifecycle to optimize success through a unified multi-channel approach.

Content from a workshop I led at SaaStock Dublin helping companies consider all of the considerations for building a Go-To-Market model from scratch.

The document provides strategies for software companies to break into the enterprise market through beta and pilot programs. It outlines three key stages: 1) Building a strong foundation with expertise, solutions, and delivery capabilities. 2) Getting initial beta/pilot customers through networking, events, partnerships, and targeting smaller customers first. 3) Running successful pilots by treating customers well, customizing solutions, demonstrating scalability, and working through enterprise processes and legal requirements. The document emphasizes that breaking into large enterprises is difficult but can be achieved through persistence and addressing their unique needs.