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Fireside Chat with Bill Binch:
Former CRO of Pendo,
Managing Director of Marketo
Fireside Chat with Bill Binch: Former CRO of Pendo, Managing Director of Marketo
Bill Binch has an impressive background. He served as the former CRO of Pendo and Managing Director of Marketo.
At Pendo, he helped grow annual recurring revenue to nearly $100 million in just three years.
As the 16th employee at Marketo, starting as the EVP of Worldwide Sales and eventual Managing Director APAC, Bill played an instrumental role in leading the sales team through its private stages of growth to an IPO, and until the company’s 2016 acquisition by Vista Equity.
Bill will share insights and strategies on scaling software companies, expanding overseas, and creating multi-product sales platforms. As an Operating Partner at Battery Ventures, he is also a coach and mentor for sales executives and CEOs in Battery’s portfolio.
Join us for this unique opportunity to learn from a sales industry expert and gain valuable knowledge to help you achieve success. Register now for this insightful Fireside Chat with Bill Binch.
Discussion topics
Strategies for scaling software companies
Differentiation in a poor environment
Contending with Downsell
Coaching and mentorship for sales executives and CEOs
Emerging trends and new tech that you should be aware of
Key Takeaways
To get your company to move up from SMB and Mid-Market to Enterprise it has to be a company-wide motion. Conduct a stress test by asking 3 questions: How would your software be implemented? How would the data be stored? Do you have a legal team ready to work with theirs?
When moving up you have to deliver a different level of experience. Your big new customer gets the VIP treatment - Any bug they file is a “P0.”
A downsell from X amount to a lower amount of users requires a new playbook. You have to put your arm around the customer and make sure that those remaining users are getting lots of utility from your product. For the users that were a part of a RIF, follow them to their new orgs. Contact them 30-120 days into their new role.