Thu September 27, 2018
Secrets to scaling your enterprise sales to $10m ARR and higher
SEE EVENT DETAILS
This is a workshop about scaling the sales function early on at startups.
If you're a founder or a CEO looking for practical advice on effectively designing and scaling your startup's sales organization, this is an event for you.
"Sales engineering" guru Mitch Morando, deep tech investor Shruti Gandhi, and strategic CFO Jeff Burkland will provide thier persectives on scaling sales early on from three their completely different - can complementary - vantage points.
Here are their bios:
Mitch Morando is an engineer who has built many b2b sales teams over the years helping teams (Segment, Amplitude, Remix, Keen, CitusData, ScaleAPI and numerous others - just ask around.) The "Morando Method" is a sales approach he is constantly developing to help technical founders learn how to "Ship Revenue". He posts his learnings on Linkedin and Medium. He has helped companies such as Segment, Amplitude, Rainforest, Citusdata, ScaleAPI, Truly.co, Remix, KeepTruckin, Switchboard, Fliptop (acq by Linkedin), Librato (acq by Solarwinds), Keen.io (acq), bloc.io (acq), SensorTower and many more on their sales growth strategy.
Shruti Gandhi is a partner at Arrav Ventures, a venture capital firm focused on solving impactful problems using revolutionary technology. Shruti has also been an early stage venture capital investor at True Ventures ad=nd Samsung Electronics. She has helped startups scale and exit to companies like Paypal, Apple, McGrawHill, and Samsung. When not investing, she is hacking on some app or thinking about ways she can be in many places at one time. Shruti also has an MBA from the University of Chicago, where she polished her finance skills before making the switch from engineer/founder to investor.
Jeff Burkland, several VCs rely on Jeff and his firm, Burkland Associates, to equip their portfolio companies with the strategic finance they need to grow with confidence. As the CFO of many growing startups, Jeff has a unique pulse on the financial decisions companies need to take to reach their milestones and make it to their next round of funding. His team of on-demand CFOs give financial advice and direction to more than 120 startups. An expert at scaling SaaS models, Jeff shares his expertise with founders and CEOs regularly, and writes often in his smarter finance blog.
Homework before the workshop:
How many FTEs? How much funding have you raised to date?
Where is MRR today? Where do you want it? And by when?
Are contracts to day mo2mo or annual committed contracts?
Can you send me your master services agreement / license agreement you send to customers
Who is responsible for revenue today?
If there is a quota carrying sales person(s) what is their specific comp? Ie how are they paid, when (be as specific as possible or just send me their commission plan for ref)
Who is the VP in the prospect’s org that is likely to pay for your soln? (pick one)
What % of sales are inbound vs outbound?
Who are the top 3 other solns you see in deals the most? (you can’t say none or it’s internal)
What are the top 3 questions you’re hoping i can help with?
Email answers in a word doc to [email protected] cc: [email protected] after you register.
show less
If you're a founder or a CEO looking for practical advice on effectively designing and scaling your startup's sales organization, this is an event for you.
"Sales engineering" guru Mitch Morando, deep tech investor Shruti Gandhi, and strategic CFO Jeff Burkland will provide thier persectives on scaling sales early on from three their completely different - can complementary - vantage points.
Here are their bios:
Mitch Morando is an engineer who has built many b2b sales teams over the years helping teams (Segment, Amplitude, Remix, Keen, CitusData, ScaleAPI and numerous others - just ask around.) The "Morando Method" is a sales approach he is constantly developing to help technical founders learn how to "Ship Revenue". He posts his learnings on Linkedin and Medium. He has helped companies such as Segment, Amplitude, Rainforest, Citusdata, ScaleAPI, Truly.co, Remix, KeepTruckin, Switchboard, Fliptop (acq by Linkedin), Librato (acq by Solarwinds), Keen.io (acq), bloc.io (acq), SensorTower and many more on their sales growth strategy.
Shruti Gandhi is a partner at Arrav Ventures, a venture capital firm focused on solving impactful problems using revolutionary technology. Shruti has also been an early stage venture capital investor at True Ventures ad=nd Samsung Electronics. She has helped startups scale and exit to companies like Paypal, Apple, McGrawHill, and Samsung. When not investing, she is hacking on some app or thinking about ways she can be in many places at one time. Shruti also has an MBA from the University of Chicago, where she polished her finance skills before making the switch from engineer/founder to investor.
Jeff Burkland, several VCs rely on Jeff and his firm, Burkland Associates, to equip their portfolio companies with the strategic finance they need to grow with confidence. As the CFO of many growing startups, Jeff has a unique pulse on the financial decisions companies need to take to reach their milestones and make it to their next round of funding. His team of on-demand CFOs give financial advice and direction to more than 120 startups. An expert at scaling SaaS models, Jeff shares his expertise with founders and CEOs regularly, and writes often in his smarter finance blog.
Homework before the workshop:
How many FTEs? How much funding have you raised to date?
Where is MRR today? Where do you want it? And by when?
Are contracts to day mo2mo or annual committed contracts?
Can you send me your master services agreement / license agreement you send to customers
Who is responsible for revenue today?
If there is a quota carrying sales person(s) what is their specific comp? Ie how are they paid, when (be as specific as possible or just send me their commission plan for ref)
Who is the VP in the prospect’s org that is likely to pay for your soln? (pick one)
What % of sales are inbound vs outbound?
Who are the top 3 other solns you see in deals the most? (you can’t say none or it’s internal)
What are the top 3 questions you’re hoping i can help with?
Email answers in a word doc to [email protected] cc: [email protected] after you register.
This is a workshop about scaling the sales function early on at startups.
If you're a founder or a CEO looking for practical advice on effectively designing and scaling your startup's sales organization, this is an event for you.
"Sales engineering" guru Mitch Morando, deep tech investor Shruti Gandhi, and strategic CFO Jeff Burkland will provide thier persectives on scaling sales early on from three their completely different - can complementary - vantage points.
Here are their bios:
Mitch Morando is an engineer who has built many b2b sales teams over the years helping teams (Segment, Amplitude, Remix, Keen, CitusData, ScaleAPI and numerous others - just ask around.) The "Morando Method" is a sales approach he is constantly developing to help technical founders learn how to "Ship Revenue". He posts his learnings on Linkedin and Medium. He has helped companies such as Segment, Amplitude, Rainforest, Citusdata, ScaleAPI, Truly.co, Remix, KeepTruckin, Switchboard, Fliptop (acq by Linkedin), Librato (acq by Solarwinds), Keen.io (acq), bloc.io (acq), SensorTower and many more on their sales growth strategy.
Shruti Gandhi is a partner at Arrav Ventures, a venture capital firm focused on solving impactful problems using revolutionary technology. Shruti has also been an early stage venture capital investor at True Ventures ad=nd Samsung Electronics. She has helped startups scale and exit to companies like Paypal, Apple, McGrawHill, and Samsung. When not investing, she is hacking on some app or thinking about ways she can be in many places at one time. Shruti also has an MBA from the University of Chicago, where she polished her finance skills before making the switch from engineer/founder to investor.
Jeff Burkland, several VCs rely on Jeff and his firm, Burkland Associates, to equip their portfolio companies with the strategic finance they need to grow with confidence. As the CFO of many growing startups, Jeff has a unique pulse on the financial decisions companies need to take to reach their milestones and make it to their next round of funding. His team of on-demand CFOs give financial advice and direction to more than 120 startups. An expert at scaling SaaS models, Jeff shares his expertise with founders and CEOs regularly, and writes often in his smarter finance blog.
Homework before the workshop:
How many FTEs? How much funding have you raised to date?
Where is MRR today? Where do you want it? And by when?
Are contracts to day mo2mo or annual committed contracts?
Can you send me your master services agreement / license agreement you send to customers
Who is responsible for revenue today?
If there is a quota carrying sales person(s) what is their specific comp? Ie how are they paid, when (be as specific as possible or just send me their commission plan for ref)
Who is the VP in the prospect’s org that is likely to pay for your soln? (pick one)
What % of sales are inbound vs outbound?
Who are the top 3 other solns you see in deals the most? (you can’t say none or it’s internal)
What are the top 3 questions you’re hoping i can help with?
Email answers in a word doc to [email protected] cc: [email protected] after you register.
read more
If you're a founder or a CEO looking for practical advice on effectively designing and scaling your startup's sales organization, this is an event for you.
"Sales engineering" guru Mitch Morando, deep tech investor Shruti Gandhi, and strategic CFO Jeff Burkland will provide thier persectives on scaling sales early on from three their completely different - can complementary - vantage points.
Here are their bios:
Mitch Morando is an engineer who has built many b2b sales teams over the years helping teams (Segment, Amplitude, Remix, Keen, CitusData, ScaleAPI and numerous others - just ask around.) The "Morando Method" is a sales approach he is constantly developing to help technical founders learn how to "Ship Revenue". He posts his learnings on Linkedin and Medium. He has helped companies such as Segment, Amplitude, Rainforest, Citusdata, ScaleAPI, Truly.co, Remix, KeepTruckin, Switchboard, Fliptop (acq by Linkedin), Librato (acq by Solarwinds), Keen.io (acq), bloc.io (acq), SensorTower and many more on their sales growth strategy.
Shruti Gandhi is a partner at Arrav Ventures, a venture capital firm focused on solving impactful problems using revolutionary technology. Shruti has also been an early stage venture capital investor at True Ventures ad=nd Samsung Electronics. She has helped startups scale and exit to companies like Paypal, Apple, McGrawHill, and Samsung. When not investing, she is hacking on some app or thinking about ways she can be in many places at one time. Shruti also has an MBA from the University of Chicago, where she polished her finance skills before making the switch from engineer/founder to investor.
Jeff Burkland, several VCs rely on Jeff and his firm, Burkland Associates, to equip their portfolio companies with the strategic finance they need to grow with confidence. As the CFO of many growing startups, Jeff has a unique pulse on the financial decisions companies need to take to reach their milestones and make it to their next round of funding. His team of on-demand CFOs give financial advice and direction to more than 120 startups. An expert at scaling SaaS models, Jeff shares his expertise with founders and CEOs regularly, and writes often in his smarter finance blog.
Homework before the workshop:
How many FTEs? How much funding have you raised to date?
Where is MRR today? Where do you want it? And by when?
Are contracts to day mo2mo or annual committed contracts?
Can you send me your master services agreement / license agreement you send to customers
Who is responsible for revenue today?
If there is a quota carrying sales person(s) what is their specific comp? Ie how are they paid, when (be as specific as possible or just send me their commission plan for ref)
Who is the VP in the prospect’s org that is likely to pay for your soln? (pick one)
What % of sales are inbound vs outbound?
Who are the top 3 other solns you see in deals the most? (you can’t say none or it’s internal)
What are the top 3 questions you’re hoping i can help with?
Email answers in a word doc to [email protected] cc: [email protected] after you register.
show less
Date/Times:
415 Mission Street, San Francisco, CA 94105
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