LAUNCH,MEETSCALE

INTERNET PERFORMANCE. DELIVERED.

/ 2 Kyle York @kyork20/ 2 Kyle York @kyork20

YOU FOUNDED YOUR STARTUP.

CONGRATS, NOW IT’S TIME TO SCALE.

/ 3 Kyle York @kyork20/ 3 Kyle York @kyork20

THE INTERNET IS CREATING

UNPRECEDENTED OPPORTUNITY!

/ 4 Kyle York @kyork20

Human Geography

World Population:

7.2 billion+

Internet Population:

3 billion+

/ 5 Kyle York @kyork20

THE NUMBERS TELL THE STORY.

20 BILLIONNEW INTERNET-CONNECTED DEVICES

WILL GO ONLINE IN THE NEXT 6 YEARS

Source – IDC

/ 6 Kyle York @kyork20/ 6 Kyle York @kyork20

WHAT IS YOUR APPROACH

TO REACH THAT OPPORTUNITY?

/ 7 Kyle York @kyork20YOU CAN OUTSOURCE INFRASTRUCTURE!

/ 8 Kyle York @kyork20

YOU CAN’T OUTSOURCE GO-TO-MARKET (GTM)

/ 9 Kyle York @kyork20

1. Executive Buy-In

2. Sales/Revenue Leadership

3. GTM Strategy

4. The Pitch

5. Bag of Tricks

6. Sales Process/Journey

12 FOUNDATIONAL ELEMENTS TO SCALING GTM

7. Forecasting and Pipeline

8. Pricing Strategy

9. Compensation Plans

10.Quota Modeling

11.Sales Team Structure

12.Hiring Roadmap

Take an Instagram!

/ 10 Kyle York @kyork20

Brand.

Revenue.

Hustle.

THE THREE THINGS YOU NEED TO SCALE.

/ 11 Kyle York @kyork20

BRAND

Believeyoubelong.

Inside Baseball

DAWES Tactful

ignorance.Being likable is scalable.

Be disruptive.

Dyn 2014 SXSW

/ 12 Kyle York @kyork20

• Stop using the term “user” – CUSTOMERS pay you.

• They won’t come to you.

• How do you get customers to scale revenue with you.

• Customers aren’t dollar signs.

• Scalable, predictable, sustainable GTM.

REVENUE

/ 13 Kyle York @kyork20

HUSTLE

THE WORLD IS OUT THERE.

But it’s not going to

come to you.

GET AFTER IT!

/ 14 Kyle York @kyork20

THIS WON’T HAPPEN OVERNIGHT

/ 15 Kyle York @kyork20

Dyn Growth

/ 16 Kyle York @kyork20

TWEET AT ME ABOUT BRAND, REVENUE

AND HUSTLE.

@kyork20

THANK YOU!