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Product-Led Growth Panel: How Intercom, Gainsight & Loopio Keep Winning

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Siya Yang
Product Manager at Intercom
+ 3 speakers
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Growth Marketing Conference Toronto 2019
April 25, 2019, Toronto, Canada
Growth Marketing Conference Toronto 2019
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Product-Led Growth Panel: How Intercom, Gainsight & Loopio Keep Winning
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About the talk


00:01 Introduction

02:09 Why product-led growth is important?

05:20 Integrating freemium into existing workflows

08:54 The low friction ability to bring more users

11:13 Integrating product data into workflows

16:31 How to prioritize a product road map?

19:16 Feature examples and how they land into existing packages

21:30 Leveraging your product to drive adoption of new features

26:14 How to define your success metrics?

About speakers

Siya Yang
Product Manager at Intercom
Hally Pinaud
Director of Product Marketing at Gainsight
Jafar Owainati
Co-founder & Chief Revenue Officer at Loopio
Liz Cain
Partner at OpenView

Siya is a Product Manager at Intercom focusing on onboarding. She’s responsible for driving growth and activation by helping new users get started with Intercom. Prior to this, she drove the adoption of payments-enabled invoicing for QuickBooks at Intuit and was a consultant at the Boston Consulting Group. Siya is passionate about solving complex business and customer problems with elegant, scalable solutions.

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Hally Pinaud is a marketing leader with 10 years of technology marketing experience. She recently joined Gainsight's go to market team as director of product marketing, where she leads sales strategy and readiness initiatives. Prior to Gainsight, Hally led several functions at Marketo, including commercial segment marketing, content marketing, and thought leadership. She's a founding member of Product Marketing Masters and holds an MBA in Product Management from Boston College.

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Jafar Owainati is the Co-founder and Chief Revenue Officer of Loopio, a Toronto-based software company that helps enterprises supercharge their responses to RFPs, RFIs, and Security Questionnaires. As CRO, he drives strategic alignment across all of Loopio’s revenue teams: marketing, sales, customer success, and support. Jafar spent the early part of his career as a mechanical engineer working at large engineering firms both in Canada and overseas in Dubai, but his interests compelled him to transition to the business world. After pursuing his MBA at the Kellogg School of Management, focusing on strategy, marketing, and entrepreneurship, Jafar joined Monitor Deloitte as a management consultant advising global organizations on their marketing and sales strategies. Jafar experienced the challenges of the RFP process first hand, both as a consultant and an engineer. In early 2014, Jafar and his co-founders, Zakir Hemraj and Matt York, started Loopio to empower enterprise teams to more effectively respond to RFPs and other requests that arise in a sales cycle. Since then, Loopio has grown to over 100 people, has raised $9M in Series A funding from OpenView Venture Partners, and currently serves more than 600 customers globally. Loopio was named one of Canada’s Companies-to-Watch in the 2018 Deloitte Technology Fast 50™ Awards and selected as one of LinkedIn’s Top Startups in Canada.

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Liz Cain is a Partner at OpenView where she leads the firm’s Expansion Platform and sits on the Investment Committee. The Expansion Platform is designed to help portfolio companies acquire, retain and grow the right customers and talent. Prior to joining OpenView, Liz was the AVP of Worldwide Business Development at NetSuite, the leading provider of cloud-based financials / ERP. Liz’s experience spans technical support, sales operations, account management, and marketing. Most recently she launched NetSuite’s Business Development Representative (BDR) and Solution Consulting Associate (SCA) teams, which she successfully scaled to a 170-person global organization. Liz was responsible for inbound lead qualification, outbound prospecting, the development and administration of the product, sales, business and industry training, and campaign execution across these teams.

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We're going to start with some quick intros to pitch introduce everybody up here on the stage and let them kind of give a quick background for themselves. I'll start my name is Liz. I'm a partner at OpenView Venture Partners. I split my time between the investment team and what we call our expansion platform, which of the operating side of the firm and I have enough. Yeah great to be here. My name is Hally Pinaud to know I'm Director of Product marketing a Gainsight for those who aren't familiar Gainsight is the Premier customer success Cloud most recently. We added a product growth

solution to our portfolio of formerly known as out trinsic now PX. So super excited to be here to talk growth with you. Hi everyone my name is Siya. I'm a product manager at Intercom. For those of you who aren't familiar Intercom is a customer messaging platform. And an Intercom. I leave the team for onboarding. So our roll is to get new user setup. So you value an Intercom and you confident we'll wait for it. And hi I'm Jafar Founder and Chief Revenue Officer of a company called Loopio. My role is really driving alignment between Marketing sales and customer success. So the entire Revenue life

cycle at the business Loopio is actually a Toronto-based company. We are a knowledge management platform that enables sales teams to more effectively respond to RFP. Zarah5 security questionnaire is just basically any sort of question based request that comes in a cell cycle in and helping them do that more effectively in and basically close more deals for 5 years ago now, Send in a company that was doing product lead sails with his with expensify also invested in companies like calendly datadog. We've had a couple of

companies that are really doing this Bottoms Up Self Service approach and as we started exploring some of the trends and that's base we discovered that there are like lots of ways that product like tactics can be applied to all businesses. And what we're going to do is just to explore that today and think about from a very natural product light company like Intercom to a medium or traditionally mid-market sales process like Lupillo. How does

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Siya Yang
Hally Pinaud
Jafar Owainati
Liz Cain