"running the box playbook: even better the second time" at saastr annual 2016

ANTHONY KENNADAGAINSIGHT

MENAKA SHROFFBETTERWORKS

@menaka @akennada

#1GO BIG WITH YOUR BRAND

AND MESSAGE

#2CREATE A MOVEMENT

Open and collaborative

goals

CUSTOMER SUCCESS IMPRESSIONS ON TWITTER

Jan 2013

40M

Feb 2013

Apr 2013

Jun 2013

Aug 2013

Oct 2013

Dec 2013

Jan2014

Mar 2014

35M

30M

25M

20M

15M

10M

5M

0

Gainsight Marketing Day One

Pulse Conference

2013

Pulse Conference

2014

#3ITERATE DIFFERENT

ENTRY POINTS, EARLY

---------- Forwarded message ---------- From: Aaron aaron@box.net Date: Fri, Dec 11, 2009 at 9.49AM Subject: Meet today? To: menaka@box.net <menaka@box.net> 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

#4USE EVENTS TO

SPREAD THE WORD

GROWTH IN BOXWORKS ATTENDANCE

2005

6000

2006 2007 2008 2009 2010 2011 2012 2013

5000

4000

3000

2000

1000

02014 2015

B2B Focus

6000

5000

4000

3000

2000

1000

0

Use SAASTR for $500 OffRegistration by 3/1

20142013 2015 2016E

April 14, Code: SaaStr Find out more at GoalSummit.com

SF

Year 0 Year 1 0

200

NY

400

600

800

1000

1200

speakers

25+

John Doerr Kris Duggan

#5BUILD CUSTOMERS AND

A COMMUNITY

PULSE LOCAL Customer Success Communities

150+ ENTERPRISE CUSTOMERS

Savings of $520K per

1,000 employees

Deeper value-based case studies

BONUS:MARKET YOUR ICONIC CEO

THE END