© 2011 Marketo, Inc. Marketo Proprietary and Confidential

REVENUE GAME CHANGING STRATEGIES TO ACCELERATE GROWTH

DISRUPTION

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© 2011 Marketo, Inc. Marketo Proprietary and Confidential

Phil Fernandez

Cofounder, President and CEO, Marketo

• 30+ years of building and managing breakout technology companies.

• Was president and COO of Epiphany, a public, visionary marketing software company.

• Sales Lead Management Association “50 Most Influential People in Sales Lead Management” three years running.

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© 2011 Marketo, Inc. Marketo Proprietary and Confidential

Introducing Revenue Disruption!

“Global, social, mobile, digital – the great disruptive innovations of our time are forcing us to reengineer our whole approach to marketing …” – Geoffrey Moore, Author of Crossing the Chasm and Escape Velocity

“…Phil opens the door for the next generation of global leaders as he explains how to harness this revolution to transform businesses.” Marc Benioff, Chairman and CEO, salesforce.com

“…provides a clear road map for aligning sales and marketing to generate dramatic bottom-line impact…” Beth Comstock, CMO, GE

“Whether you are a business leader or aspire to be one, you’re sure to gain valuable insights.” Richard Eldh, Cofounder and Managing Director, SiriusDecisions

REVENUE GAME CHANGING STRATEGIES TO ACCELERATE GROWTH

DISRUPTION

THE BUYER IS IN THE DRIVER’S SEAT. LITERALLY.

LIMITED YOUR CHOICES WERE VERY

LIMITED YOUR CHOICES WERE VERY

IN CHARGE THE BUYER IS

MARS SALES IS FROM

VENUS MARKETING IS FROM

IT TAKES A VILLAGE

NOTHING IS CONFIDENTIAL DISRUPTION AGAIN:

GRIEF FIVE STAGES OF

DENIAL ANGER BARGAINING DEPRESSION ACCEPTANCE

REVENUE COMPANIES EXIST TO CREATE

An organization will

likely spend 20-30%

or more of their total

revenue on marketing

and sales…

YET, IT’S ONE OF THE MOST EXPENSIVE AND INEFFICIENT PROCESSES

ENORMOUS THE ISSUE IS REAL, THE OPPORTUNITY IS

THERE IS NOTHING LEFT

REAL GROWTH WHAT YOU NEED IS

HARD WORK NOW COMES THE

IT’S BIGGER THAN

IT’S BIGGER THAN MARKETING

ORGANIZATION IT’S THE ENTIRE

SIX SIGMA LEARNING FROM

IMPROVEMENT CONTINUOUS

THE STRATEGIES NEEDED FOR REVENUE GROWTH

DEATH OF A

BIRTH OF A

SALES CYCLE

REVENUE

CYCLE

ROLES

RESPONSIBILITES

METRICS

PROCESSES

REVENUE

MANAGEMENT PERFORMANCE

AWARENESS FRIEND KNOWN

NAMES OPPORTUNITY CUSTOMER

PR

OS

PE

CT

LEA

D

SEED NURTURING LEAD NURTURING QUALIFICATION TO CLOSE

THE NEW REVENUE CYCLE MODEL

BUSINESS PROCESSES NEED TO BE SUPPORTED BY TECHNOLOGY

REVOLUTION

CHANGE

RPM: THE FIRST STEPS

REVENUE GAME CHANGING STRATEGIES TO ACCELERATE GROWTH

DISRUPTION

TODAY! www.revenuedisruption.com

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