In this series of sessions at BoS Conference USA 2023 we’ll deep dive into how Autobooks retooled their business and ask the question, “What Happens if Product, Sales & Marketing Work Together?”
https://businessofsoftware.org/events/business-of-software-conference-usa-2023/autobooks-case-study/
2. Logos don’t match
“Award Winning”
“Want one of our flyers?”
Conference “swag”
*FREEZE FRAME*
Yup, that’s me, Kyle
Bazzy, new VP of
Sales for Autobooks.
You may be
wondering how I
ended up in this
situation.
3.
4. Life before Demand Side Sales (Old Way)
4
MQL
SQL
Demo
Lead
MQL
SQL
Demo
Proposal
Closed
(Won/Lost)
“I’m not working
these leads.
They are trash.”
“We’ve given you
tons of leads, you
just can’t close.”
5. Life Before Demand Side Sales (Old Way)
5
MQL
SQL
Demo
M A R K E T I N G S A L E S
Nonsense
Goobley
goo
16. First Thought & Passive Looking Outcomes
16
Sales and
marketing have
common ground
Scaling customer conversations into growth
“Trail mix
marketing”
29. 29
Old way New way
One to one
account
management
specialized by
partner channel
Growth teams
aligned to
customer
progress post
product launch
30. 30
FIs that attend outperform
non-attends 3X
Common growth tactics
scale across customer types
Smaller team able to grow
revenue and meet goal
Ongoing Use Outcomes