The  Winning  Growth  Formula  

steli@close.io  

Aligning  Marke2ng,  Sales  &  Customer  Success

Growth  is  hard  in  the  beginning.

It’s  only  ge:ng  harder  over  <me.

GrowthMarke2ng  +  Sales

Marke<ng  +  SalesMarke<ngLEADS REVENUE

Marke<ng  +  Sales  +  SuccessMarke<ngLEADS REVENUE RETENTION/EXPANSION

Marke<ngSalesSuccess

Marketing: Traffic is exploding! Sales: We crushed booking quotas! Success: Churn is down!

Misalignment  BS  

Marketing: Sales can’t close shit! Sales: The leads suck! Success: Sales is closing too much shit!

Misalignment  BS  

Only  things  that  maIer:  a) we  make  our  customers  successful  b) we  acquire  more  successful  customers

THERE  IS  ONLY  ONE  TEAM!TEAM  SUCCESSFUL  CUSTOMERS

Marke<ng  <>  Sales  <>  SuccessSUCCESSFUL  CUSTOMERS SUCCESSFUL  CUSTOMERS SUCCESSFUL  CUSTOMERS

• Head of Marketing/Sales/Success = Team • Pods vs. Assembly Lines • Workshops/Training & Shadowing • LTKPIs (Long Term KPIs)

Ways  to  align  the  team  

The  Winning  Growth  Formula  

steli@close.io  

Aligning  Marke2ng,  Sales  &  Customer  Success