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Top 10 Things I Learned While
Taking My Startup through a
Silicon Valley Accelerator
Scott Salkin
Founder & CEO
ALLBOUND
Who I was Six
Months Ago:
CEO & Founder
IDS Technology Marketing
President, Phoenix Chapter
Business Marketing Association...
Harper Quinn Salkin Jackson Owen Salkin
•  Not cruise control…entrepreneur can never
be on cruise control…but let’s just say that I
had my “collision avoidance” a...
I’ve always thrived
off taking risks…
• 1998 – San Diego
• 2004 – Cisco
• 2005 – Arizona
• 2007 – IDS/Colorado
• 2008 – Ba...
There is painful misalignment between
go-to-market strategy and sales execution...
90%of content & training
never used by ...
Marketing
Simple organization,
delivery, tracking of content.
Sales & Channels
Real-time knowledge and tools
where/when th...
How it all happened…
2010	
  
v1.0
“MarketHub”
v1.1
2 Customers
2011	
  
“PaaSPlay”
6 Customers
June	
  
2014	
  
July	
  ...
Oh
SH*T.
August 18, 2014
Hawaii(I take risks, I’m not stupid.)
August 25, 2014
Had an idea of
what I didn’t know…
Had NO idea
what I didn’t know…
Product +
Leadership/Resume +
Revenue
≠
For the next 4.5 months…
•  Co-worked, surrounded by
startups and founders
•  Learned from industry leaders
and “2nd-timer...
And I started to see some key
lessons and trends…
It is not a master
planned community.
(It’s a community)
Us ≠ Vs
BIGcompanies help
drive the ecosystem.
But it’s the NEXT
GENERATION who is
paving the way…
Hayley	
  Barna	
  	
  
Ka+a	
  Beauchamp	
  
Birchbox	
  
Patrick	
  Collison	
  
Stripe	
  
Aaron	
  Bell	
  
Adroll	
  ...
Density helps, but it’s about more
than money and convenience.
(Have you seen the traffic,
BART, Muni and UBER?)
It’s all about the RISE
OF THE 2ND TIMERS
We are in the third generation
of SaaS companies:
•  1st Generation: Salesforce, Netsuite, Webex
•  2nd Generation: levera...
Nick	
  Mehta	
  
CEO,	
  Gainsight	
  
	
  
First	
  Startup…	
  
LiveOffice	
  
Josh	
  James	
  
CEO,	
  Domo	
  
	
  
Fi...
Once you have product-market fit and
hit initial traction, it’s all a playbook.
For a given ACV, basically you scale
everyt...
They’re HACKING their way
towards changing the world.
(And building economies)
It’s a methodology, not a trend…
Fast.
Efficient.
Unconventional.
It’s WHEN.
Not IF.
(If you have numbers)
IT’S A GOLD RUSH.
They invest more $$,
in earlier rounds
and more often.
San Francisco/Silicon Valley
•  1,390 Deals
•  $23.82 BILLION
•  $17.5 Million per deal
Phoenix
•  28 Deals
•  $243 MILLIO...
NUMBERS really do
mean everything.
(Well, that and leadership)
Annual
Recurring
Revenue
(ARR)
Annual
Contract
Value
(ACV)
Customer
Acquisition
Cost
(CAC)
Churn
Rate
Monthly
Recurring
Re...
SaaS	
  Quick	
  RaIo	
  =	
  Added	
  MRR	
  /	
  Lost	
  MRR	
  
Number	
  should	
  be	
  ABOVE	
  4.0	
  
	
  	
  
WHA...
They couldn’t CARE LESS
about what we think.
(As long as we keep hacking)
“Why	
  Silicon	
  Valley	
  must	
  focus	
  on	
  plain	
  old	
  business”	
  
“Why I no longer want to move to Silicon...
“Apple’s $2B command center
is just part of Phoenix’s back-
office economy.”
“I can hire phone-based SDRs and CSMs for way ...
They are early adopters,
they embrace change
and they vote.
“All young people…
deserve a safe and
supportive
environment in
which to achieve
their full potential.”
Greater Phoenix
•  36% turnout in 2014
•  71% were ages 55+
San Francisco
•  53% turnout in 2014
•  49% were ages 18-29
• ...
We will likely never,
ever be Silicon Valley.
(Unless we build a Hyperloop terminal)
BUT WE CAN
STILL BE GREAT.
(2,000 People this Week??)
And all you
really need is
a HOOK.
Some takeaways…
1.  We work together and build a community
2.  We go all-in on STEM
3.  We get the next generation involve...
SaaStr.com SalesHacker.com Sales4Startups.org Launch.co
GrowthHackers.com KissMetrics.com SixteenVentures.com Pando.com
An...
San Francisco, CA
25 Taylor Street
3rd Floor
San Francisco, CA
94102
Scottsdale, AZ
14811 N. Kierland Blvd.
Suite 300
Scot...
Marketing Simple organization, delivery, tracking
Marketing Simple organization, delivery, tracking
Marketing Simple organization, delivery, tracking
Marketing Simple organization, delivery, tracking
Marketing Simple organization, delivery, tracking
Marketing Simple organization, delivery, tracking
Marketing Simple organization, delivery, tracking
Marketing Simple organization, delivery, tracking
Marketing Simple organization, delivery, tracking
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