The New SalesSales Productivity Tools, Social Selling & Real-Time Engagement

Kyle York, CMOBentley University /// April 2015

@kyork20

@kyork20 Street Cred

● 32-years-old, married to Katie (Bentley grad!), Dad to Henry (2.5 years) &Teddy (6 weeks)

● Bentley University, BS Marketing 2005; Four-Year Varsity Football Letterman● Career Ladder Climber – Intern to CMO● Dyn 2008 (15th employee) – Present (~430 employees globally)● Customers: WhatsApp, Twitter, LinkedIn, CNBC, Netflix, Angry Birds, Zappos &

thousands more● Managing Partner: York Fund – technology investment vehicle● Board Director: Datanyze: Sales Intelligence Company● Co-Founder: SaaS Syndicate on Angel List (6 investments)● Co-Founder: 1band 1brand – Music & Brand Alignment Agency● Co-Founder/Board Director: York Family Business v3● Advisor/Angel Investor: Distil, Catchpoint, Fastly, Orion Labs, UXPin & more● WSJ, USA Today, Techcrunch, Entrepreneur.com and more

Motivated by family, competition, legacy, money, community, growth, relationships, vengeance, impact.

@kyork20

The New Sales

57% of the buyer journey happens before a prospect engages with a brand (via CEB)

@kyork20

Critical Sales & Marketing AlignmentSeeds, Nets & Spears

*via Aaron Ross

@kyork20

Modern Well-Oiled Sales Machine

@kyork20

Sales (and marketing) Productivity Tools

CRM = Customer Relationship Management

6028 Sales/Marketing

Startups

$12.8B Spent in 2013 on Sales Acceleration Tools via InsideSales.com

@kyork20

Social Selling

FIND LISTEN RELATE CONNECT ENGAGE

@kyork20

Real-Time Engagement

GTM Strategy @Dyn

@kyork20

New ARR Upsell ARR Cross-Sell ARR Renewal ARR

Software-as-a-Service (SaaS) Business Model

@kyork20

Dyn Omni-Channel Experience

“Customer Choice”“Revenue Capture”

@kyork20

Dyn Buyer Experience

@kyork20

Dyn Acquisition Channels

Omni-Channel GTM Strategy

SMB Alexa 1M+ *Dev/Pro* Ecommerce & Inside Sales

Enterprise Alexa 1K-1M Inside Sales

Strategic Alexa 1K, F500,g2K Outside Sales

THANK YOU!