1. 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

2. 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