Running the Box Playbook: Even Better the Second Time

MENAKA SHROFF ANTHONY KENNADA BETTERWORKS GAINSIGHT @menaka @akennada

#1 GO BIG WITH YOUR BRAND 
 AND MESSAGE

#2 CREATE A MOVEMENT

Open and 
 collaborative 
 goals

CUSTOMER SUCCESS 
 IMPRESSIONS ON TWITTER 40M 35M 30M Pulse 
 Pulse 
 Conference
 25M Gainsight Conference
 2014 Marketing 2013 20M Day One 15M 10M 5M 0 Jan 
 Feb 
 Apr 
 Jun 
 Aug 
 Oct 
 Dec 
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 2013 2013 2013 2013 2013 2013 2013 2014 2014

#3 ITERATE DIFFERENT 
 ENTRY POINTS, EARLY

---------- Forwarded message ---------- From: Aaron [email protected] Date: Fri, Dec 11, 2009 at 9.49AM Subject: Meet today? To: [email protected] Want to see if we can discuss the signup from homepage thing, a new site header that makes phone+lead stand out, and the quote page. Any of which we could do by next weeks push. And whatever ideas you have. -a

#4 USE EVENTS TO 
 SPREAD THE WORD

GROWTH IN BOXWORKS ATTENDANCE 6000 5000 4000 3000 B2B Focus 2000 1000 0 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015

Use SAASTR for $500 Off
 Registration by 3/1 6000 5000 4000 3000 2000 1000 0 2013 2014 2015 2016E

25+ speakers 1200 1000 800 600 400 200 John Doerr Kris Duggan 0 Year 0 Year 1 April 14, Code: SaaStr SF NY Find out more at GoalSummit.com

#5 BUILD CUSTOMERS AND 
 A COMMUNITY

PULSE LOCAL Customer Success Communities

150+ ENTERPRISE CUSTOMERS Deeper value-based case studies Savings of $520K per 1,000 employees

BONUS: MARKET YOUR ICONIC CEO

THE END