Elevating the Start-Up Sales Process€¦ · Scoop makes carpooling work at scale. Confidential —...
Transcript of Elevating the Start-Up Sales Process€¦ · Scoop makes carpooling work at scale. Confidential —...
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Charlie KnuthHead of Market Research
@takescoop
Elevating the Start-Up Sales Process
Caitlin DowlingSenior Product Marketing Manager
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Charlie KnuthHead of Market Research
Cait DowlingSenior Product Marketing Manager
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Who’s here?🙋
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Convenient and enjoyable carpooling
Scoop is the largest enterprise carpooling solution in the country, bringing together coworkers and neighbors into carpools they’ll love by partnering with their employers.
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Trips taken7M 112M 100M
Miles shared lbs CO2 reduced
Scoop makes carpooling work at scale
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Rebuilding carpooling from the ground up
Decoupled trips
Separate AM and PM trips to fit your schedule. Use it once a
week or every day.
Flexible scheduling
Drive or ride at the times you want. Carpool from anywhere.
Door-to-door matching
Scoop’s finds the most efficient trip based on fastest route, nearby
carpoolers, and more.
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The beginning: Sadow brothers begin carpooling in 2001
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2014. The Pilot. Pleasanton, CA.
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Early on: Marketing and sales focus is primarily B2C
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We had a core value prop
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It resonated in early markets
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2015 2016 2017 &#%, 2019
6MQ2 2019
' Y ] & &#%,
1m
2m
3m
6mOg
ywvv
s {ypw
z
5m
4m (Y] ( &#%,
1M2016
2M2017
Which led to some early success
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Hire Charlie
Jan ‘18
&#%, ) &#%- {pt kspuk
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How do we look like leaders in the industry?
Questions we needed to answer
What makes Scoop and our product unique?
Why do people care? Why should they?
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Narrative developmentMoving from features to value
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Ovt t kyi pgs zrpssz j k}ksvwt ku{Y v}pun lyvt ====== {v svun){kyt zrpssz j k}ksvwt ku{
?
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Hire Charlie
Jan ‘18 Jul
Hire VP, Sales
&#%, ) &#%- {pt kspuk
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2015 2016 2017 2018 2019
*Y] & &#%-
%t
2m
3m
6mC
arpo
ol tr
ips
5m
4m
%Y&#%*
&Y&#%+
And we continued to grow...
4MQ4 2018
3M Q2 2018
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…but then we hit a few bumps
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Tpyk Oogyspk
Vgu ٩%, Oct
Hire Cait
Jul
Hire VP, Sales
2018 - 2019 timeline
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_{kw Uٌ Sk{ Åv|y hkgypunz
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Build a central knowledge “hub”
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Find themes in Sales asks
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Step II: Implement process to scale messaging
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Products to personas
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Templatize your work
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Tpyk Oogyspk
Jan ‘18 Oct
Hire Cait
Jul
Hire VP, Sales
Jan ‘19
Tpyk Tkgj vl N&N
&#%, ) &#%- {pt kspuk
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Step III: Approach the pitch deck
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+100
“Choose your own adventure”
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Keep your blinders on
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_{kw Ubٌ `ygpupun lvy zovy{ ּך svun {kyt ukkj z
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Deliver scalable training
Leverage internal experts
Have fun
Practice makes perfect
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Deliver talking points
Routine practice
Emotional intelligence
Group “pitch-offs”
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Train Discuss ObserveTksw zksskyz ovuk pu vu r kÅ
}gs| k wyvwzTksw {okt hk wykwgykj {v j pzi | zz
~p{o zgt wsk wyvt w{zBe on the lookout for sticking points
in the pitch & work through it
Equip sellers for pitching success
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Hire Charlie
Jan ‘18 [ i { V|s
Hire Cait Fire VP, SalesHire CRO
Jul
Hire VP, Sales
Jan ‘19
Hire Head of B2B
&#%, ) &#%- {pt kspuk
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Key learnings
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Progress without a budget
Google Suite
Conference rooms
Snacks
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WIP
Bring everyone along for the journey
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Multiple time horizons
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@takescoop
Charlie KnuthHead of Market Research
Caitlin DowlingSenior Product Marketing Manager