How We Built Revenue Orgs That Broke $100M ARR and Why it Won't Work Now!

“the full story of pendo what he's doing now today please help me welcome to the stage Eric bodok from [Applause] [Music] pendo you almost missed that shot iass the trash shot in the corner he almost Miss left hand was my off hand well we're thrilled you're here because we had your partner in crime Todd I guess two years ago and got a great story from him and I said Todd I”

“live there I was a remote founder for a while they were our biggest market for a period of time and that quickly changed but it was like you know it's just funny how that starts like where you get those first customers um and then righ pass them and then uh you know soon Boston New York and then San Francisco and it all kind of started to look like SAS distribution but Pittsburgh was a big market for us huge and now look I don't want to spend the next n9ine minutes grilling Eric on how he's goin”

“going into brand sorry brand yeah there's a lot of money going into brand and we started brand early there's great benefits to brand from a standpoint of like it people start identifying you and they're thinking about the problem and and they reach out to you so it drives a lot of inbounds we did bought a conference bought a conference we branded a color that was something we did early pink you know everyone thought of pendo and pink we'd get people going to conferences we weren't even at and th”

“marketing like in product marketing messaging positioning go to market enable M uh ends up being like in deals right there's a limited number of deals and you want to win all of them right and you're not going to win all of them you're going to lose some of your competition but changing that win rate because you're messaging and positioning well against your competition what is that for pendo who's your biggest competitor at pendo it varied from time to time was generally walkme okay so give me”

“The Zero Interest Rate Era has Ended Growth plus efficiency is a requirement Fundamental inefficiencies can not be hidden with capital spend because money is not free”

“In the Post-Zero Interest Rate Era Companies must approach GTM operations differently Being world class in GTM planning and agile optimization becomes a competitive advantage”

“Optimize How many sellers do I need to hit plan? How much pipeline do I need to generate? What are my assumptions for ramp, pipeline coverage and quota attainment? What will it cost to hit plan? How can I easily model and compare different annual plans? Are my plan assumptions holding true? Ramp? Quota? Attainment? How have results impacted my ability to hit my annual number? Is my hiring on track to meet my needs? How is pipeline generation pacing for next quarter? The rest of the year? What are my opportunities toexceed plan? Do I see where I am deviating from my key assumptions? How do I quickly shift resources to segments that are crushing it? Can I identify where segments are struggling and fix the issues? Am I able to maximize the use of talent acquisition and marketing resources? Can I identify macro issues and be agile enough to adjust to them? GTM Must Optimize Every $1 Plan Execute”

“Winners Will Adapt to the New Normal They will establish better foundational planning via: Best Practices Benchmarks Assumptions Guardrails”

“How do World-Class Companies Win? Positioning Messaging GTM Enablement It's strategic. It's really hard to do. But it's the difference between success vs failure. They are better than everyone else at: (i.e. Product Marketing) H O T T A K E”