Presented at Drift's #HYPERGROWTH17 conference, Terminus Co-Founder & CMO Sangram Vajre shares how a "Keys to the Ferrari" mindset has helped his startup scale so rapidly.

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Why Terminus Believes Employees Should Have
“Keys to the Ferrari”
SANGRAM VAJRE | CO-FOUNDER & CMO, TERMINUS

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• Co-founder and CMO of Terminus
• Head of Marketing, Pardot (now Salesforce)
• Founder of #FlipMyFunnel
• Author of first book ever on ABM
#HYPERGROWTH17
Sangram VajreINTRODUCTION
@SangramVajre

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Raise your hand
if you’ve ever done a startup
@SangramVajre

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In startups, the odds are
stacked against you
@SangramVajre

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99% of tech startups
will never hit $1 million in revenue
- Scaling Up: How a Few Companies Make It…and Why the Rest Don’t
@SangramVajre

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@SangramVajre

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things we can control
As co-founders, we realized there were
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we are here we represent
WHY WHAT
@SangramVajre

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we are here we represent
WHY WHAT
[mission] [core values]
@SangramVajre

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we are here
WHY
Terminus is on a mission to build a best-in-class
ABM platform and community to make B2B
marketers heroes in their organizations.
=
@SangramVajre

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We have relentless commitment to the personal and
professional growth of our team and believe in each
individual having the “Keys to the Ferrari”
we represent
WHAT
-
@SangramVajre

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Imagine you can give away a car to your
employees. Which one would it be?
Honda Ferrari
And why?
@SangramVajre

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The Ferrari, right?
@SangramVajre

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Be You. Ferraris are unique.
They’re not just cars.
They’re super cars.
The best version of
a car = Ferrari
What’s the best
representation
of you?
Keys to the
Ferrari
@SangramVajre

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Everyone feels
great riding in
a Ferrari
Fearlessness. Speed.
Uniqueness. Confidence.
Courageous.
Go as fast as they
can, feel limitless.
Keys to the
Ferrari
@SangramVajre

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Along the way, we discovered
there’s a certain “magic” by
giving our “Terminators” the
“Keys to the Ferrari.”
@SangramVajre

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THE
“Magic
Triangle”
INTERNAL FORMULA
• Give each individual the
“Keys to the Ferrari”
• Challenge the status quo
People Culture
Mission
@SangramVajre

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from Giving Our “Terminators” the
“Keys to the Ferrari”
3 LESSONS LEARNED
@SangramVajre

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LESSON #1
Define a clear mission that is bigger
than yourselves and your company.
@SangramVajre

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Imagine feeling that way every time
you come into the office.
What kind of company could you build if all your
employees felt like that every day?
@SangramVajre

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@SangramVajre

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#FlipMyFunnel
=
Keys to the Ferrari
LESSON #1
@SangramVajre

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Conferences
Hosted
Months People
Attended
Online
Community
8 18 2K 6K
LESSON #1
@SangramVajre

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14 meetups
happening all over
the world"

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LESSON #1
“We talked about the problem and
not our product or the company. ”
- #FlipMyFunnel
And this was all possible because we took the “Keys To The Ferrari”
@SangramVajre

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LESSON #2
What drives success is not your
product. It’s your people
that care about the
problem.
@SangramVajre

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LESSON #2
“The secret to successful hiring
is this, look for people who
want to change the world”
- Marc Benioff, CEO of Salesforce
@SangramVajre

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LESSON #2
August 2015
1st #FlipMyFunnel conference
@SangramVajre

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August 2017
115 full-time “Terminators”
LESSON #2
@SangramVajre

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100+
Terminators
in 2 years with no
HR taught us this:
LESSON #2
@SangramVajre

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Customers care that
you care more
LESSON #2
“Get the right people
on the bus.”
- Jim Collins
Clear vision and
mission trumps
red tape
Passion for the
problem worth more
than funding
@SangramVajre

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LESSON #3
The only thing you can control
is culture. Period.
@SangramVajre

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LESSON #3
“Your culture is your brand.”
- Tony Hsieh, CEO of Zappos
@SangramVajre

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LESSON #3
“The on-boarding with our CSM
has been phenomenal.
“
“ I feel like Terminus is an
extension of our team and
always working for us.
“
“Terminus feels very committed
to our success.”
“
REVIEWS
@SangramVajre

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Every Sunday, I send
a #OneThing email
LESSON #3
(and yes, I know there’s a
book called The One Thing)
@SangramVajre

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The ability to recognize a
problem and go and solve
for it. Not having to ask
permission, but acting!
“
The keys are all about trust,
empowerment and the ability
to create your own path.
“
Keys to the Ferrari means "playing to
win", rather than "playing not to lose"
“
LESSON #3
@SangramVajre
Defining “Keys to the Ferrari”

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LESSON #3
@SangramVajre

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3 LESSONS LEARNED
People Culture
Mission
@SangramVajre

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When someone hands you the
Keys to the Ferrari…
A privilege, responsibility
But once you get behind the wheel, anything is possible!
The Ferrari is yours to take in whatever direction you choose!
Awesome experience
Once in a lifetime opportunity
Beautiful and powerfulCan be difficult to handle
@SangramVajre

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Driving a Ferrari is amazing,
just like being a Terminator
@SangramVajre

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Where will the open road take you?
@SangramVajre