Keynote by Liz Cain, VP of Go-To-Market at OpenView Venture Partners at #SaaStock17, RDS, Dublin, 19th September 2017, Scale Stage

1. $9.3 BILLION
Liz Cain
@elizabethjcain
The Role of Lead Gen in
NetSuite’s Historic 2016 Exit

2. the expansion stage VC
Based in Boston, we invest in
software companies around
the world aimed at improving
people’s working lives.
www.openviewpartners.com

3. the #1 cloud ERP
One unified business
management suite,
encompassing ERP /
Financials, CRM and
ecommerce for more than
40,000 organizations.
www.netsuite.com
$0
$100
$200
$300
$400
$500
$600
$700
$800
$900
$1,000
‘06 ‘07 ‘08 ‘09 ‘10 ’11 ‘12 ‘13 ‘14 ‘15 ‘16

4. “Our challenge is to take advantage of this
enormous opportunity in front of us. That
involves a lot of hiring. We're adding 500
employees to our 1,200 employee company
(this year).”
ZACH NELSON
NETSUITE CEO & PRESIDENT
2006 - 2016
“

5. In 2011, 3 things happened:
1. NetSuite fell (way) behind on their
sales hiring plan
2. Oracle doubled down on campus
recruiting and their BDC program
3. 2 senior NetSuite sales leaders were
begging for outbound support

6. Rapid
Expansion.
Singapore
Sydney
Japan
London
Maidenhead
Toronto
Boston
New York
Chicago
Denver
Austin

7. BUILDING
NETSUITE’S BDR
DREAM TEAM
5 lessons learned in 5 years.

8. 01
05
You can learn from your peers.
And you aren’t as special as you think.

9. > Do: Specialize your inbound
and outbound BDR teams
> Do: Train BDRs on your product
and customer use cases
> Don’t: Rotate BDRs through industries,
sales teams, or assignments

10. 02
05
Never stop hiring.
And wrap your head around firing fast.

11. Design one
consistent
interview process.
Coach your
management
team.
Get comfortable
with moving
people out.

12. 03
05
Retention is king.
And it takes more than a career path.

13. > Certify everything
> Train the trainer
> Coach and develop separately
> Enable through and past promotion

14. 04
05
Align at all levels.
And document, communicate, & reinforce.

15. > Shared incentive plans
> Structured communication
> Mutual trust

16. 05
05
Plan for big.
And do things right the first time around.

17. People. Process. Technology.

18. Oracle buys NetSuite for
$9.3 billion

19. THANK YOU
Liz Cain
@elizabethjcain
To learn more about OpenView,
visit openviewpartners.com