Godard Abel, G2. The SaaS Trust Crisis
Godard Abel is CEO of G2.com, Inc, a business software review website, which he co-founded in 2012. Previously Godard served as CEO of SteelBrick which was acquired by Salesforce in 2016 where he subsequently served as SVP/GM of the SteelBrick business unit until May 2017 when he left to refocus on entrepreneurial adventures. Godard previously co-founded and as CEO built BigMachines into a leading software-as-a-service provider which was acquired by Oracle in 2013. Before entering the technology industry, Godard consulted for McKinsey & Company and advised leading manufacturers in the U.S. and Germany on strategy development and business process improvement. Godard was named to the Tech 50 list by Crain’s Business Chicago in September 2014 and to the Chicago Entrepreneur Hall of Fame in 2011. He earned an MBA from Stanford University and both a B.S. and M.S. in engineering from the Massachusetts Institute of Technology. He is a member of the 2016 Class of Henry Crown Fellows and the Aspen Global Leadership Network at the Aspen Institute. Speech Overview: Based on unique insights gained from g2.com software marketplace, exploring trends in the global software industry and how software innovators can overcome the crisis of customer trust.
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Godard Abel, G2. The SaaS Trust Crisis
- 1. CONFIDENTIAL @godardabel The SaaS Trust Crisis How We All Got Here (And How We Get Out) Godard Abel Co-Founder & CEO, G2 +
- 2. CONFIDENTIAL AGENDA About Me The Crisis of Trust Global SaaS Trends 2020 Winning SaaS Buyer Trust
- 3. CONFIDENTIAL 20+ Year SaaS Entrepreneur Co-Founder & CEO, G2
- 4. CONFIDENTIAL Influencing millions with the world’s most trusted SaaS marketplace 5+ Million buyers visiting each month 1+ Million trusted customer reviews 100,000+ B2B tech products/services $100M funding from LinkedIn, Accel, IVP $300k+ donated via G2 Gives 2016 2017 2018 2019 2020
- 5. CONFIDENTIAL 1. Dropbox 2. SurveyMonkey 3. Atlassian 4. HubSpot 5. Microsoft 6. Asana 7. Concur 8. Mailchimp 9. Zoom 10. Canva 11. Shopify 12. ActiveCampaign Best Software Companies See the complete list at g2.com/best
- 8. $295 Billion TODAY $546 Billion $1 Trillion $6 Trillion Source: Battery Ventures, Software 2019
- 9. 90+ Apps 20% growth YoY *Source: Number of SaaS apps used by companies with 50-1000 employees using G2 Track SaaS management Number of Cloud Apps Enterprises Use is Rising ~10% p.a. SaaS & Cloud Apps Essential Across All Teams & Departments Source: Netskope Number Apps Used by Small and Mid-Sized* Category Average # Per Enterprise Marketing HR Collaboration Customer Relationships Management Finance/Accounting Business Intelligence & Data Analytics Development Tools Cloud Storage
- 10. 90,000+ Software product listings on G2 120% YoY growth rate 1,700 Categories
- 11. 2019 YoY Growth Rate in Reviews and Traffic, by Region
- 12. CONFIDENTIALCONFIDENTIAL COVID-19 has changed the state of software buying
- 13. G2 Research Remote Work Survey March 2020 N=676
- 14. G2 Research Remote Work Survey March 2020 N=676
- 15. G2 Web Traffic Sessions according to Google Analytics from March 4, 2018 through March 28th 2020
- 17. G2 Research Remote Work Survey March 2020 N=676
- 18. G2 Research Remote Work Survey March 2020 N=676
- 20. “Churn Is Coming: 12 Learnings From A Survey Of SaaS CxOs”, Nick Mehta, Gainsight, April 2020
- 21. CONFIDENTIALCONFIDENTIAL The Crisis of Trust
- 22. Industry Government Society Health
- 23. Is gaining a prospect’s trust getting more or less difficult? 75% More Difficult Is your job in sales or marketing getting more or less hard? 65% More Hard
- 24. Brian Halligan, CEO 5,663 reviews
- 25. Source: G2’s 2019 Crowd Views Report Peers & Colleagues Top info sources B2B Buyers use for
- 26. Source: G2’s 2019 Crowd Views Report Independent Product/ Service Reviews Top info sources B2B Buyers use for
- 28. Marc Benioff, Founder & CEO of Salesforce
- 29. Growth Engagement TrustEVP & Chief Marketing Officer
- 30. WEBSITE WHITE PAPERS VIDEOS TESTIMONIALS EMAILS PROFILES LEARNING REVIEWS PEER REFERENCES ABM3rd Party Engagement Leads Then Now
- 31. CONFIDENTIALCONFIDENTIAL “We want all employees thinking about delivering happiness to our customers. We recommend every employee goes to G2 to look at customer feedback.” Eric Yuan, Founder & CEO of Zoom 28,277 reviews
- 32. Udi Ledergor CMO, Gong Margaret Arakawa CMO, Outreach Bobby Patrick CMO, UiPath Raises $305M @ $2.2B 100,000 Users Raises $289M @ $1.3B 100,000 Users Raises $225M @ $10.2B 200,000 Users
- 33. “The Value of Keeping the Right Customers”, Amy Gallo, Harvard Business Review, 2014
- 34. Capture reviews, video reviews and more across clouds and regions 1 Use G2 content including reviews and reports across social channels to marketing campaigns 2 Integrate G2 buyer intent data and real-time scoring, into propensity to buy, trigger outreach and integrate leads in real-time. 3 learn.g2.com/b2b-software-marketing-playbook-for-covid-19
- 35. CONFIDENTIAL Thank you! Godard Abel Co-Founder & CEO, G2 @godardabel +