6sense

When you think of scaling up, many things may come to mind, like hiring, culture, marketing, and sales. But what are the essentials of scaling up, and how do you navigate obstacles along the way to function as a high-impact organization? Cathy Gao, Partner at Sapphire Ventures, and Anoushka Vaswani, Partner at Lightspeed Venture Partners, moderated a panel with Carlos Delatorre, CRO at TripActions, and Latané Conant, CMO at 6sense to discuss how you can scale your startup from $20 million ARR to $200 million ARR through go-to-market execution, talent, and culture.

Cathy Gao

Partner

Sapphire Ventures

Anoushka Vaswani

Partner

Lightspeed Venture Partners

Carlos Delatorre

Chief Revenue Officer

HarnessTripActions

Latané Conant

CMO

6sense

Is your marketing team struggling to deliver the right kind of prospects and accounts that actually convert into revenue for your company? In this episode of the SaaStr Podcast, Latane Conant, CMO at 6Sense shared her 6 steps for building marketing campaigns that deliver pipeline and revenue. This episode is an excerpt of Latané's session from SaaStr University: Spring Semester conference. Watch the full video here: https://youtu.be/UW9fl1Z6Jac Transcript: https://www.saastr.com/saastr-podcast-433-with-6sense-cmo-latane-conant-what-it-really-takes-to-have-your-marketing-team-deliver-pipeline-and-revenue/ Is getting compliant with a SOC 2 report on your company's 2021 roadmap? Vanta automates the tedious and time-consuming process of collecting evidence for an audit. So you can get focused on growing your business. On average Vanta customers are SOC 2 compliant in just two to four weeks compared to three to five months without Vanta, learn more and redeem a $1,000 off coupon at Vanta.com/SaaStr.

Latané Conant

CMO

6sense

Latane Conant is the Chief Marketing Officer at 6Sense, the company that allows you to achieve predictable revenue growth by identifying accounts looking for your solution, prioritise efforts and then engage the right way. To date, the company has raised $120M in financing from Battery Ventures, Insight, Venrock, Costanoa, Bain Capital and Salesforce Ventures to name a few. As for Latane, before 6Sense she was CMO and sales leader at Appirio where she drove 5X more effective field marketing programs and an increase in inbound leads by 300%. If that was not enough, Latane is also on the Advisory Boards of both Mediafly and Atrium. In Today's Episode We Discuss: How did Latane make her way into the world of SaaS and come to be the rockstar CMO and ABM thought leader she is today with 6Sense? What does the preparation process look like pre-sales kick off week? What is involved? Who is involved? What needs to be ready? How does Latane feel about putting comp plans as part of the week? How important is a theme to having an engaging week of content? What can teams do to bring their themes to life? How does Latane advise others when it comes to keeping the content fresh and exciting? What is the right way to end the week? What are the right follow up steps to take? Where do many people go wrong here? Latane's 60 Second SaaStr: Hardest element of Latane's role today with 6Sense? What would Latane most like to change about the world of SaaS? What does Latane believe that most around her disbelieve? Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-372-with-6sense-cmo-latane-conant/ If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Latane Conant

Latané Conant

CMO

6sense