SaaStr Podcast #136: Stacey Epstein, CEO @ Zinc Shares What CEOs Most Often Get Wrong About CMOs

  Welcome to Episode 136! Stacey Epstein is the CEO of Zinc, the secure communications platform for workers in front of customers, not computers. They have backing from some of the best in SaaS investing, including the likes of Jason Green at Emergence, CRV with George Zachary, and GE Ventures. Prior to Zinc, Stacey was CMO at Banjo. Before Banjo, Stacey was CMO at ServiceMax where she helped fuel 5 consecutive years of triple-digit growth. Finally, before ServiceMax, Stacey was the Vice President of Global Marketing Communications at SuccessFactors. During her tenure with SuccessFactors, Stacey pioneered the marketing function in 2005, and was instrumental in the company’s successful IPO in 2007, which led to a $3.4B acquisition by SAP in 2010. In Today’s Episode You Will Learn:

SaaStr Podcast #136: Stacey Epstein, CEO @ Zinc Shares What CEOs Most Often Get Wrong About CMOs

  Welcome to Episode 136! Stacey Epstein is the CEO of Zinc, the secure communications platform for workers in front of customers, not computers. They have backing from some of the best in SaaS investing, including the likes of Jason Green at Emergence, CRV with George Zachary, and GE Ventures. Prior to Zinc, Stacey was CMO at Banjo. Before Banjo, Stacey was CMO at ServiceMax where she helped fuel 5 consecutive years of triple-digit growth. Finally, before ServiceMax, Stacey was the Vice President of Global Marketing Communications at SuccessFactors. During her tenure with SuccessFactors, Stacey pioneered the marketing function in 2005, and was instrumental in the company’s successful IPO in 2007, which led to a $3.4B acquisition by SAP in 2010. In Today’s Episode You Will Learn:

Lauren Vaccarello (VP of Marketing, Box): How to Market to Customers Small, Medium, Large Extra Large (Video + Transcript)

Imagine being a marketer with a product that pretty much everyone can use. From a small business owner with five employees to a Fortune 100 company, your target market is gigantic. On the surface, it sounds like an easy job, but the reality is marketing a horizontal solution comes with a ton of tough – and exciting – challenges. As the VP of Box, Lauren Vaccarello has a deep understanding of these challenges. You must always keep in mind that building a marketing strategy that speaks to everyone will only result in a snooze-inducing message that blends in with the rest of the market. Don’t be afraid to do some in-depth customer research to really understand the differences between your customer segments. You should also be vigilant about getting marketing team aligned with sales because the success of both departments is dependent on each other. Listen to Lauren’s talk for
Continue reading "Lauren Vaccarello (VP of Marketing, Box): How to Market to Customers Small, Medium, Large Extra Large (Video + Transcript)"

How to Build a Sales Team 1-100 (Video + Transcript)

Going from a one man or one woman band to a full-fledged sales team is no walk in the park. As David Baga, Chief Business Officer at Lyft, tells moderator Will Kohler of Lightspeed Ventures, even after doing it a few times, it’s still extremely difficult. But that’s the beauty of it, that it’s challenging but rewarding when you hit the mark. David shares his experience in building sales teams in small startups to huge, established companies like Oracle. He’s learned that moving onto the next stage of growth isn’t like playing at different levels of the same sport–it’s like playing a different sport altogether. That’s one of the reasons why you have to be extremely adaptable when growing a one-person team to a 100-person team. And you certainly can’t make the same mistake he did by trying to implement one company’s sales playbook into another. And if you haven’t
Continue reading "How to Build a Sales Team 1-100 (Video + Transcript)"

How to Develop The Right Corporate Messaging

Menaka Shroff led the core team at Box that developed their innovative marketing that drove them upmarket from a low-end freemium service to the leader in the enterprise.  She then joined next-generation SaaS leader BetterWorks and made them the enterprise leader in their space, as well as creating the 1000+ attendee Goal Summit.  I asked her to tell us a bit about how to build iconic brands.  She touched on this at her SaaStr Annual ’16 and ’17 session, but she dives in more below.  Let’s learn from the best ! — Jason, ed.   The SaaS market is super hot right now: SaaS companies are hitting the $50 million valuation mark at a faster rate than ever before. A specialized Martech segment itself grew 40% YoY in 2017 with over 5000 different vendors. As more SaaS companies continue to emerge every week, there’s an urgent need for them to
Continue reading "How to Develop The Right Corporate Messaging"

SaaStr Podcast #121: Lauren Vaccarello, VP Marketing @ Box Discusses Why ARR Pipeline Is Not Just The Responsibility of The Sales Team

Lauren Vaccarello is VP of Marketing at Box, one of the leading enterprise B2B brands today. At Box, Lauren leads a 50 person team that involves demand generation, global campaigns, events and more. Prior to Box, Lauren was VP of Marketing @ Adroll, where she built and scaled a 25 person global marketing team from the ground up. If that were not enough, Lauren is also the Co-Author of “The Retargeting Playbook” and “Complete B2B Online Marketing”. In today’s episode you will learn: