Dont' miss this session since it will tell you all the ins and outs about the upcoming days.
Speakers we love: stage A

Scale-up seems easier than start-up in many ways.  You've established product-market fit.  You've sold $5 or $10M in ARR.  You've found a buyer persona to sell and problem (aka, use-case) to solve.  You've answered all the hard questions.  Now, all you have to do is scale it up.  Easy-peasy, right?  Not so fast.  In this presentation, I'll cover what I see as the top 5 mistakes made during the scale-up phase based on my experience as a CEO of two startups in the $0 to $100M range, CMO of two in the $50M to $1B range, advisor to dozens of startups, and EIR at Balderton capital where we work with scores of startups at both the early and growth stages.  We'll discuss:  premature scaling, US expansion, insufficient enablement and support, inexperienced management, and the delicate topic of reacceleration after a stall.  As a bonus, we'll talk about when your "second album" (i.e., product) should come out and how to maintain focus in a world of market- and sometimes board-driven distractions.  

Speakers We Love: Stage B, P2: Banquet Hall

We’ve learned Saas companies strive to achieve the T2D3 model. Join Phil Fernandez, former CEO & co-founder of Marketo and Bill Binch, Former EVP Sales, Marketo to discuss Marketo’s success and why the same old playbook needs to be adapted for t1oday. Learn from Phil and Bill on how the CEO & CRO relationship shapes this and what new ideas founders need to think through.

Speakers We Love: Stage A, P0 (Ground Floor): 4-8

Although core to the European economy, accounting for around 11M companies and 99.8% of businesses in Western Europe, the SMB market has largely been underserved by software providers. Now, companies like PayFit are on a mission to meet this underserved audience’s needs. With its unique and flexible cloud architecture, PayFit has already met the payroll and HR management demands of 7,000+ SMBs across four countries and grown to 900+ employees. Getting to this point from just 40 team members and 200 customers back in 2017 takes more than just grit, vision and a great product. It takes a solid GTM strategy focused on launching and growing the company’s competitive advantage in each core market, an in-depth knowledge of your target audience and the ability to hire exceptional team members along the way. In this session, Philippe Botteri, Partner at Accel, and Firmin Zocchetto, co-founder and CEO at PayFit, discuss the seven secrets behind the company’s SMB GTM strategy.

Speakers We Love: Stage A, P0 (Ground Floor): 4-8

Everyone is special but scaling is about finding common grounds and alignment with product strategy and market dynamics. Many companies find themselves with different Tribes (companies within a company) because of lack of alignment when scaling beyond HQ Country. This session will cover lessons learned in running a sales and marketing organisation with HQ based in one continent and the majority of expansion coming from another. Will also share the challenges in scaling through repeatable sales and marketing plays and alignment.

Workshop Rooms, P2: 212