1| Company All Hands. December 2015 slide Wrike

Aligning Sales and Marketing Teams through Account-Based Selling,

Alex Turner, Director of Sales Development at Wrike

2| Company All Hands. December 2015 slide Wrike

3| Company All Hands. December 2015 slide Wrike

How did I get here?

4| Company All Hands. December 2015 slide Wrike

What exactly is Account-Based Sales Development?

Time to focus on accounts, not leads

Focus on conversions not leads

Recognize revenue not leads

Strategic air cover, not spray and pray marketing and the dirty t word (telem…….)

5| Company All Hands. December 2015 slide Wrike

ABSD at Wrike - How do we tell the story?

6| Company All Hands. December 2015 slide Wrike

What’s Next?

Building a best in class Sales Development Org through Sales and Marketing Alignment