Marketo

This episode is sponsored by Oracle. OCI is the next-generation cloud designed for every workload – where you can run any application, including any AI projects, faster and more securely for less. On average, OCI costs 50% less for compute, 70% less for storage, and 80% less for networking. Join Modal, Skydance Animation, and today's innovative AI tech companies who upgraded to OCI…and saved. Try OCI for free at http://oracle.com/eyeonai What if the future of enterprise wasn't human-driven, but agent-driven? In this groundbreaking episode, Steve Lucas, CEO of Boomi, unveils a radical vision for the next era of business: one where AI agents will power 75% of enterprise operations by 2026. From eliminating traditional user interfaces to transforming legacy systems with no-code automation, Steve walks us through how Boomi is building the infrastructure for a self-driving enterprise, and why businesses that fail to prepare will be left behind. This episode will shift your perspective on where the enterprise is headed and who (or what) will be running it. Stay Updated: Craig Smith on X:https://x.com/craigss Eye on A.I. on X: https://x.com/EyeOn_AI

Steve Lucas

CEO

BoomiMarketo

We've learned Saas companies strive to achieve the T2D3 model. Join Bill Binch, Former EVP Sales, Marketo (currently Operating Partner at Battery Ventures) as he discusses Marketo's success and why the same old playbook needs to be adapted for today. Learn from Bill on how the CEO & CRO relationship shapes this and what new ideas founders need to think through. Full video: https://youtu.be/MS3e6_T5RYs Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8

Bill Binch

Operating Partner

Battery VenturesPendoMarketo

Steve Lucas is the CEO @ Marketo, the world leader in marketing automation for companies of any size. Prior to their IPO and eventual sale to Vista Equity partners for $1.79Bn they raised over $100m in VC funding from the likes of Battery Ventures, IVP, Mayfield and Lead Edge Capital. As for Steve, prior to joining Marketo, he served in many leadership positions at SAP, Salesforce, Microsoft, BusinessObjects, and Crystal Decisions. If that wasn't enough Steve also sits on the board of Tivo, SendGrid and The American Diabetes Society. In Today's Episode You Will Learn: How did Steve make his way into the world of SaaS and come to be CEO @ Marketo? Why does Steve describe his experience at Salesforce to be life-changing? What were the core takeaways for Steve? How has that impacted how he operates today with Marketo? What does Steve mean when he says Marc Benioff is a "master of relevance"? Why does Steve believe the key to success as a CEO is accessibility? How can CEOs be both vulnerable and strong in today's SaaS world? What are the 2 different types of CEOs and how they engage with their CMOs? What do the best do? What do the worst do? Why does Steve believe that the "CRM" term is incomplete? How does Steve fundamentally believe the way that customers want to be engaged with has changed? How can marketers enact this level of personalisation and engagement with such large customer bases? How does the role of artificial intelligence fit into this mass scale personalisation? How does Steve view the broader martech landscape? Why does Steve strongly believe that we will be entering a period of consolidation in martech? How does Steve view the emergence of new categories such as ABM? How does this impact his overarching view on the next wave for martech? Steve's 60 Second SaaStr What does Steve know now that he wishes he had known when he started? Management upgrade is the most important role of CEO, agree? What keeps Steve up at night? How does that influence his running and operations of Marketo? Read the full transcript on our blog. 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 Steve Lucas

Steve Lucas

CEO

BoomiMarketo

Bill Binch is a leader and expert in the SaaS sales industry, currently CRO @ Pendo.io, the startup that helps you understand and guide your users, creating a product experience they can't live without. They have raised over $58m in VC funding from some of the best in their space with the likes of Battery Ventures, Spark Capital and Salesforce Ventures, all backing them. As for Bill, prior to Pendo, Bill was the Senior Vice President of Global Sales at Marketo for 8 years. He joined when it was a small venture-backed startup with a mission to reinvent marketing automation. It was his sales leadership and expertise that formed a critical component in building Marketo into one of the fastest-growing enterprise software companies in the world, recognized through his being awarded worldwide VP of sales in 2011. In Today's Episode You Will Learn: How Bill made his way into the world of SaaS and came to be employee #18 at Marketo before making the transition to today, as CRO @ Pendo? Bill has said before that career paths are for B players. First, what is wrong with the current thinking around career paths? Why does that inherently mean that A players do not align with them? How can one determine when is the right time to step away from the career paths? What characteristics and attributes do those truly special opportunities have? Bill has successfully made the transition from transactional business to enterprise business many times, what have been his core learnings on what it takes to make this transition successfully? What are the biggest challenges in making the transition? How does the internal structure of the team change when making this transition? What does Bill mean when he says you have to "rig the recruiters"? What incentives can be placed in front of them that ensure you will be a priority for them? On the flip side, what incentives do you have to give the recently on boarded employees to encourage grassroots, word of mouth on the company brand? How does the company and sales cycle fundamentally change when moving from $0-1m ARR? What does that mean for the company policy on discounting and pilots? How does the company alter when transitioning from $1-10m in ARR? How can sustainable social validity be built in this stage? How does a company successfully move from $15m-100m in ARR? 60 Second SaaStr? What does Bill know now that he wishes he had known at the beginning? What keeps Bill up at night? What does Bill mean when he says you have to check your ego? Read the full transcript on our blog. 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 Bill Binch If you're looking to simplify file version control, ensure data security and save time while increasing accessibility, Egnyte is the right solution for your business. Egnyte delivers secure content collaboration, compliant data protection and simple infrastructure modernization; all on a single SaaS platform. Founded in 2007, Egnyte is privately held, headquartered in Mountain View, CA and supports thousands of businesses worldwide. For more information, please visit www.egnyte.com/SaaStr.

Bill Binch

Operating Partner

Battery VenturesPendoMarketo

Bill Binch is a leader and expert in the SaaS sales industry. Bill was the senior vice president of worldwide sales at marketo for 8 years and he joined when it was a small venture backed startup with a mission to reinvent marketing automation, it was his sales leadership and expertise that formed a critical component in building Marketo into one of the fastest growing enterprise software companies in the world. Recognized through his being awarded worldwide VP of sales in 2011. In today's show with Bill we discuss: What were Bill's biggest takeaways from his time scaling the sales organisation at Marketo?? Why did Bill find it enticing selling to sales and marketers with Marketo? How can startups go about approaching the topic of the sales cycle? What does the right cadence look like? How can sales leaders look to establish a quota that is achievable and confident? Why is it about deal frequency not dollar size? How can we optimise the hiring process for sales professionals? What are the benefits to over hiring? Is this sustainable in a downturn? Does Bill agree that customer success will be the new sales, as Nick Mehta stated? In a round we call the 60 Second Saastr, we also hear: SaaS tools that Bill could not live without? Creating your own scorecard? What does Bill know now that he wished he had known at the beggining 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 Bill Binch

Bill Binch

Operating Partner

Battery VenturesPendoMarketo