SaaStr Workshop Wednesdays: Pipeline Alignment with Datadog's CMO

SaaStr Workshop Wednesdays: Pipeline Alignment with Datadog's CMO

1. Pipeline Alignment

2. A Little Bit About Me… CMO Learned dev marketing Product Marketing Cut my teeth CMO Learned how to influence CMO World Domination

3. A Little Bit About Me… PLG -> Sales Led Sales Led Sales Led PLG -> Sales Led

4. It’s planning season…

5. How are you setting targets across Inbound, SDR/BDR, AEs & Partners?

6. Do you feel like you are set up for joint success with your field teams?

7. The four horsemen model

8. Inbound BDR/SDR AE Partner

9. Pipeline is a Team Sport - Commercial Example Target Inbound 60% SDR/BDR 0% AE 40% Partner 0%

10. Pipeline is a Team Sport - Mid-Market Example Comm MM Inbound 60% 30% SDR/BDR 0% 20% AE 40% 40% Partner 0% 10%

11. Pipeline is a Team Sport - Enterprise Example Comm MM Ent Inbound 60% 30% 10% SDR/BDR 0% 20% 25% AE 40% 40% 50% Partner 0% 10% 15%

12. Why is it important to look at joint targets? It’s easier to identify macro issues if the numbers are going the same way. It’s easier to identify internal issues if the numbers are going different ways. Both Marketing and Sales have skin in the game - less finger pointing. Marketers will take a shareholder’s view (what’s best for the company) vs. a marketer’s view (what’s best for them).

13. How do you drive accountability? Monthly pipe councils Quarterly reporting on all horsemen - share the good and the bad to build credibility Develop a joint action plan for problem spots

14. Questions?

15. Thanks!