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REVENUE

DISRUPTION

GAME CHANGING STRATEGIES TO ACCELERATE GROWTH

© 2011 Marketo, Inc. Marketo Proprietary and Confidential

Phil Fernandez Cofounder, President and CEO, Marketo

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30+ years of building and managing breakout technology companies. Was president and COO of Epiphany, a public, visionary marketing software company. Sales Lead Management Association “50 Most Influential People in Sales Lead Management” three years running.

Page 2 © 2011 Marketo, Inc.

Marketo Proprietary and Confidential

Introducing Revenue Disruption!

“Global, social, mobile, digital – the great disruptive innovations of our time are forcing us to reengineer our whole approach to marketing …” – Geoffrey Moore, Author of Crossing the Chasm and Escape Velocity

“…Phil opens the door for the next generation of global leaders as he explains how to harness this revolution to transform businesses.” Marc Benioff, Chairman and CEO, salesforce.com

“…provides a clear road map for aligning sales and marketing to generate dramatic bottomline impact…” Beth Comstock, CMO, GE

“Whether you are a business leader or aspire to be one, you’re sure to gain valuable insights.” Richard Eldh, Cofounder and Managing Director, SiriusDecisions

Page 3 © 2011 Marketo, Inc. Marketo Proprietary and Confidential

REVENUE

DISRUPTION

GAME CHANGING STRATEGIES TO ACCELERATE GROWTH

LITERALLY.

DRIVER’S SEAT.

THE BUYER IS IN THE

LIMITED

YOUR CHOICES WERE VERY

LIMITED

YOUR CHOICES WERE VERY

IN CHARGE

THE BUYER IS

MARS VENUS

SALES IS FROM

MARKETING IS FROM

IT TAKES A VILLAGE

DISRUPTION AGAIN:

NOTHING IS CONFIDENTIAL

GRIEF

DENIAL ANGER BARGAINING DEPRESSION ACCEPTANCE

FIVE STAGES OF

REVENUE

COMPANIES EXIST TO CREATE

YET, IT’S ONE OF THE MOST EXPENSIVE AND INEFFICIENT PROCESSES

An organization will likely spend 20-30% or more of their total revenue on marketing and sales…

ENORMOUS

THE ISSUE IS REAL, THE...