The Sales Leader Road to IPO

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Presentation transcript:

The Sales Leader Road to IPO Moderator: Manny Medina, CEO, Outreach Carlos Delatorre, CRO, MongoDB Lars Nilsson, VP Global Inside Sales, Cloudera Hilary Headlee, VP of Global Ops and Productivity, MINDBODY

IPO Readiness Market Model People Plan Process Systems Target Market Do we understand our overall market? Ideal Customers Buyer Personas Model Prospect How will the organization be designed? Land Expand Retain People Who are the right people to execute the model? Sourcing Strategy New Hire Training Ongoing Enablement Talent Program Plan Territories How will we align to the market and model? Quota Compensation Plans Process Prospecting Forecasting How will execution of the plan come to fruition? Pipeline Management Systems What systems or tools are needed for execution? Training and Certification