elevating the start-up sales process€¦ · scoop makes carpooling work at scale. confidential —...

Confidential — Do not share 1

Charlie KnuthHead of Market Research

@takescoop

Elevating the Start-Up Sales Process

Caitlin DowlingSenior Product Marketing Manager



Cait DowlingSenior Product Marketing Manager


Who’s here?🙋


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.


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.


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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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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Hire Charlie

Jan ‘18 Jul

Hire VP, Sales

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And we continued to grow...

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3M Q2 2018


…but then we hit a few bumps


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Hire Cait

Jul

Hire VP, Sales

2018 - 2019 timeline

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Build a central knowledge “hub”


Find themes in Sales asks

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Step II: Implement process to scale messaging


Products to personas

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Templatize your work

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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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“Choose your own adventure”

Keep your blinders on


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Deliver scalable training

Leverage internal experts

Have fun

Practice makes perfect


Deliver talking points

Routine practice

Emotional intelligence

Group “pitch-offs”


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~p{o zgt wsk wyvt w{zBe on the lookout for sticking points

in the pitch & work through it

Equip sellers for pitching success


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


WIP

Bring everyone along for the journey

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Multiple time horizons


@takescoop


[email protected]

Caitlin DowlingSenior Product Marketing Manager

[email protected]

elevating the start-up sales process€¦ · scoop makes carpooling work at scale. confidential —...

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