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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6MQ2 2019

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Which led to some early success

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Hire Charlie

Jan ‘18

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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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?

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Hire Charlie

Jan ‘18 Jul

Hire VP, Sales

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2015 2016 2017 2018 2019

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5m

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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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Vgu ٩%, Oct

Hire Cait

Jul

Hire VP, Sales

2018 - 2019 timeline

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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

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Step III: Approach the pitch deck

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+100

“Choose your own adventure”

Keep your blinders on

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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

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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

charlie@takescoop.com

Caitlin DowlingSenior Product Marketing Manager

cait@takescoop.com