3. 2013 • 2014
2015 • 2016
2008 • 2009 • 2010
2011 • 2012 • 2013
2014 • 2015 • 2016
2011 • 2012
2013 • 2014
2015
Most innovative
companies in
the world
20K
FY16 Employees
Salesforce: 4th Largest Enterprise Software Company
in the World This Year
4th largest software company based on
analyst consensus revenue for FY2017.
Salesforce fiscal 2017 guidance provided
November 18, 2015: "revenue for the
company's full fiscal year 2017 is projected
to be approximately $8.0B to $8.1B.”
$ 1.92B
FY17Q1 revenue
4. I focus on a set of data solutions for Sales Cloud
5. B2C :: B2B as…
A. Sweet :: Savory
B. Bright & Young :: Old & Stodgy
C. Trump :: Hillary
D. Hook-ups :: Friendships
6. How do we get the word out?
Internal/Owned
Channels
Warm Leads
Events
Website/Blog
Email
Sales
External/Paid
Channels
SEM
Social
Review Sites
One-Offs
Pipe
ACV
9. To market the Data, you must see the data
• Employees
• Revenue
• Industries
• Technology Installed
• Corporate Hierarchy:
D-U-N-S Number
• Opportunity History
• Customer History, Product Usage
and more…
10. 1
2
The Campaign, Part 1
Market to Accounts
+ Personas
Target Buyers
Sales Cloud Customers
Ready for Take Off
Scrubbed List
Scrub the List -
Ready for Data 150
I’m a marketer, designer and twin dad + 1
I’m from California, born and raised in the Bay
Where I grew up a huge fan of the Oakland A’s, San Francisco 49ers and Golden State Warriors
I spent 2 years as a missionary in Santiago, Chile
Got a bachelor’s degree in Marketing and minored in graphic design at BYU in Utah
Early in my career I worked at a newspaper
I moved from there to magazines…working for a company with Boston ties: IDG
While I was working, and helping raise twins got an MBA from ASU
I worked at Demandbase for a few years where I helped evangelize and establish ABM as a category
And now I’m here....
Key Takeaways:
Be humble
Our success is just a reflection of our customers success
Talk Track:
This model and your success helped us grow from a startup to the 4th largest software company in the world, this year. We have 20,000 employees dedicated to the success of our customers. Just this year, we’ve been welcomed into the Fortune 500 and are humbled to be named Fortune’s most admired software company four years in a row, Fortune Best Place to Work nine years in a row, and one of Forbes’ most innovative companies in the world five years in a row! All of this is only made possible by you, our customers, and your innovation and success.
And while these are fantastic options and healthy marketing channels, we are one of several other product lines vying for attention from the SDR or BDR teams, hoping to get our leads followed up on.
Hat tip to Justin Gray, CEO LeadMD via Funnelholic, Craig Rosenberg
Try new thingsDon’t feel limited by what your company/team has always done
Data is AceYour first step toward a winning ABM strategy is understanding which accounts to market to, and how
Give Sales all you’ve got