From $0 to $21MM ARROur Biggest Marketing Fuck-Up’s (& What You Can Learn From Them)

0" 1" 2" 3" 4" 5"

Salesforce"

Workday"

Zenefits"

Years&to&$20mm&ARR&

0" 1" 2" 3" 4" 5" 6"

Salesforce"

Workday"

Zenefits"

Year&to&$100mm&ARR&

From 5 to 1,000+ EE’s in ~2.5 years

FUCK-UP #1: We stopped doing things

that didn’t scale.

What you can learn from it:

Don’t let your limitations limit you. Work first. Worry later.

FUCK-UP #1: We stopped doing things

that didn’t scale.

FUCK-UP #2: We listened to each other.

FUCK-UP #2: We listened to each other.

What you can learn from it:D.R.E.A.M

(Data Rules Everything Around Me)

FUCK-UP #3: We set realistic goals.

FUCK-UP #3: We set realistic goals.

What you can learn from it:

Stretch Goal = The Goal

FUCK-UP #4: We hired people when we needed them.

FUCK-UP #4: We hired people when we needed them.

What you can learn from it:Hire people you need 3 months from today.

FUCK-UP #5: We focused on what worked.

FUCK-UP #5: We focused on what worked.

What you can learn from it:

MVM (Minimum Viable Marketing)

Learn from our mistakes:• Don’t let your limitations limit you.

Work first. Worry later. • D.R.E.A.M • Stretch Goals = The Goal (Ask: What if?) • Hire for what you need in 3 months. • MVM (Minimum Viable Marketing)