Accelerating Inside Sales & Account-Based Management
Sep 18, 2018
Join us for an Inside Sales panel with speakers from Heroku, Sentry, Looker, and Microsoft as they discuss their own experiences with developing sales orgs.
Sales teams at early developer and infrastructure companies don’t golf with the clients. Instead, great teams focus on mapping their inside sales funnels, defining their MQLs and SQLS, and making critical decisions about timing and communication mediums in order to serve the customer. Whether you’re accelerating your inside sales, or just building out your first sales org, join Heroku’s VP of Digital GTM Jason McClelland, COO of Sentry Bill Lapcevic, Sr. Marketing Manager, Operations and Analytics of Looker.com Dean Wenstrand, and GM of Application Development at Microsoft Stephanie Schatz as they discuss:
- The evolution of their sales cycles;
- The lead sources they’ve grown and pursued; and,
- The processes they’ve retained from the early years to allow them to succeed today.
Jason McClelland is the VP of Digital GTM and CMO for Heroku at Salesforce, where he leads the business unit, driving worldwide sales, marketing, expansion, and retention into the developer market. He has extensive experience defining and scaling new business opportunities for companies looking to uncover how to better measure and instrument their conversion efforts.
Bill Lapcevic was most recently the COO of Sentry and was one of the earliest go-to-market executives at New Relic where he spent 6 years as the VP of Business Development leading up to the company’s IPO and the VP of Customer Success for an additional 2 years.
Dean Wenstrand is Sr. Manager of Marketing Operations and Analytics at Looker, where him and his team support the global marketing organization in a way that helps to connect people with their product.
Stephanie Schatz Friedman is the GM of Application Development at Microsoft and joined as part of Xamarin’s acquisition. At Xamarin, she was the co’s first GTM hire and as SVP Sales and Customer Success scaled the org from $0-50M and 100+ sales people.