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The Secret Scaling Your Growth: Why the Right Team & Vision Is the Difference Between Going IPO & Going Under

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Rebecca Kline
GM & Growth at PagerDuty
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Global Growth Marketing Conference 2019
December 10, 2019, San Francisco, USA
Global Growth Marketing Conference 2019
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About the talk

Track: Keynotes

Starting with just a 5-person crack marketing team, Rebecca Kline, General Growth Manager at PagerDuty, scaled it into a 30-person, cross-functional growth department that helped pushed PagerDuty into a $3.5 billion market cap. Want to know how she did it? You have to tune into this session to find out (spoiler: transitioning to agile teams, building the right growth framework, and adopting the right growth tools helped a lot)!

00:05 Introduction

04:41 What is PagerDuty?

05:39 Every business is a digital business

06:21 Going behind the scenes of PagerDuty

07:27 New way for businesses

08:47 How to get people and engineering processes to deliver?

10:05 How do all the pieces come together?

11:13 Models

13:11 People, Transformation and the Process

16:19 Bringing the teams together

18:20 Rebuilding data tools

19:20 Automating the teams

20:37 Account-based marketing

21:15 What’s next?

About speaker

Rebecca Kline
GM & Growth at PagerDuty

Rebecca Kline leads PagerDuty’s Growth business unit, driving online acquisition, sales, retention, and overall growth. Previously, Rebecca was the Chief Marketing Officer at cybersecurity firm SentinelOne, leading global marketing, brand messaging, channel marketing, and go-to-market strategy. Before SentinelOne, Rebecca was Chief Marketing Officer at Malwarebytes, a cybersecurity firm specializing in business and consumer security, where she led all B2B and B2C marketing.

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So, I'm going to talk to you little bit about scaling growth, and I've got four sections in this quick talk. And it's really about the decision around building growth and what that meant for company that already hit product-market fit have a repeatable thing going on, but they're not quite yet a large Enterprise, don't have a lot of resources and really still need to be able to very cleanly and smartly, you know, justify their investment here. I also talked to you a little bit about hater Duty, just even in the spirit of the last two talks, like what this company does, really informed, how

this team was built. But also what they do for all of you is worth Mark, future thinkers like Automation and orchestration in a connected World, whatever industry were in it cybersecurity, it's everything. So and I'll spend some time talking about nuts and bolts of like what we actually had to do to get this going. Offend the role for a 24 months now and if you want some details of our newly public company, I'd be happy to offline. Share the exact amount of people. We have a Landis truck. Anything like that, just, you know, hit me up and then my team is here and we're actually doing or

planning right now across the street at the Huntington Hotel. So, we're like Coco doing with this conference. But I'll share also, it's been two years, and I'll share where we're going next. So, we've proved this model out. There's a great demand for it inside the company. And here is now next. What we're going to be doing to keep growth going Alright, so a couple years ago, I got the call. I was a six years at Meijer bites of CMO waiting. All be to be able to see a customer data and systems billing and customer success, which was just me, just being there for a long time, so I'm not

really my forte, but I had them also and I wasn't market and trying to think about what's next. Okay, I found this 10 million, two, hundred million plus scale, what's next? And go figure. It was Avicii friend, who's like, you know, you've done that. Like, don't go do that again. Go try a billion and for some reason, I don't know why it's like stuck in the back of my head and how I got this phone call from coming to call pagerduty. Absolutely.

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Access to the talk “The Secret Scaling Your Growth: Why the Right Team & Vision Is the Difference Between Going IPO & Going Under”
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