Marketing & Sales

We believe the difference between a good company and a great one depends on how well
you execute on marketing and sales. As Phil Knight of Nike says, “It’s hard enough to invent and manufacture a product but then the mechanics of getting it to the people who want it – this is how ulcers are born.” Let us help.


LeanData recently unveiled a major rebrand, in what is one of the best examples of rebranding I’ve ever seen. Over the past six-and-a-half years, the company has evolved from an idea to a service to a product to a sophisticated platform. This rebrand perfectly reflects how far LeanData has come, where it is today, and where it is going... See the full post here >> [...]

Answered by: Ravi Mohan, Partner

When do you start charging customers?

I personally wrote this stupid thing on our website that said, "At Marketo, your success doesn't have a price." It was there on the website for a number of years and I was so proud of that we didn't charge for services because we were so customer-centric and we're just going to help our customers be successful. Boy, that's a mistake. Then, sales started to evade the topic. We had a hard product [...]

Answered by: Phil Fernandez, Founding CEO, Marketo

What’s your view of the freemium model?

I think the Valley is particularly enamored with the freemium, free trial, low friction business model. There was a healthy Board debate at Zuora many years ago where we talked about is there some easy button or quicker insertion point for billing? Ultimately it relates to departmental buying and if it's multi-departmental, you need to look at the product characteristics. If you have a product tha [...]

Answered by: Jason Pressman, Managing Director

How did you handle customer adoption and renewal challenges?

With software-as-a-service (SaaS) companies, you are forced to focus on your customer. The customer is not going to renew on an ongoing basis unless they're successful. Probably every SaaS company has faced down a customer success adoption renewal challenge. It's a rite of passage which is why we believe the subscription business model is going to take hold because once you go through that it make [...]

Answered by: Tien Tzuo, CEO, Zuora

Additional Q&A's

April 25, 2019

Is identifying your TAM a one-time effort?

April 25, 2019

Any false positives with customers as you scale?

June 17, 2019

What can we learn from Marketo’s Rocket Ship Growth to $5B?

April 19, 2019

How did you get customers to let you plug it into the heart of their business?

November 13, 2015

How do you brand connected hardware devices?

April 26, 2019

How did you become the first CMO of Salesforce?

June 21, 2019

What’s one of the most successful acquisitions you’ve seen?

April 26, 2019

What’s the art of telling a great story?

June 21, 2019

What can we learn from the Qualtrics acquisition?

April 26, 2019

How do you show the business value of professional services?

July 16, 2019

What is the best way to segment emails?

April 25, 2019

When you scale the business, how do you systemize the selling process?

May 30, 2019

What’s the Art of Telling a Great Story?

May 29, 2019

How did you get the idea of a billing & invoicing company system for subscriptions & make it into something big?