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Go To Market Strategy (for Startups) w/ John Rizzo #3 – Sales & Marketing in the New GTM Model

March 27, 2019 @ 6:00 PM - 9:00 PM

Dinner and refreshments are provided. The other workshops sold out so save your seat early! 


This three part series will take a holistic view of technology startups, focusing on the role of the CEO and founding entrepreneur in the go-to-market process, including mechanisms to measure outcomes and how they relate to funding and capitalization. John will examine each of the disciplines in the GTM process: sales, marketing, marketing operations, content marketing, demand generation, social marketing, marketing automation, and leadership skills.

The technology startup landscape is littered with the remains of incredibly promising, put-a-dent-in-the-universe technologies. These businesses often fail due to self-inflicted errors in go-to-market (GTM) strategies and tactics. The art and science of the sales and marketing discipline at best is largely foreign to technology entrepreneurs, and at worst, feels like a waste of time for those who view the world primarily through an analytical lens. 

Topic 3: 

Marketing and selling must evolve in this different view of GTM – how must they?   Given a wider view of GTM, how should sales and marketing be structured, measured and what roles do they plan and at what stage of company growth in the GTM process.


The workshop will address the following: 

  • Definition and role of sales

  • Definition and role of marketing

  • Measuring and holding sales to account for their role in the GTM model

  • Measuring and holding marketing to account for their role in the GTM model

  • Choosing the right sales model

  • Demand capture and demand generation

  • Pipeline measurement and monitoring

  • Budgeting S&M in the overall GTM cycle.

Filld and Deem will be used as examples to illustrate the topics.



6:00 PM – 6:30 PM – networking, food and refreshments

6:30 PM – 6:45 PM – speaker and sponsor introductions

6:45 PM – 8:30 PM – startup workshop and Q & A



Reserve a demo or sponsor table and get great exposure!

Demo/Sponsor table includes:

– 1 (one) event ticket

– ½ shared Demo Table

– Promotion to guests before live event, from 5:30pm-6:45pm

You will also be able to talk for one minute in front of the entrepreneurs, investors, innovators and tell them about your company from 6:45-7:00pm.

Limited availability.



About John Rizzo:

John  brings more than 35 years of experience helping to guide some of the world’s most successful technology companies through start-up phases, major product launches, branding and marketing campaigns, rapid growth, acquisitions and IPOs. He has raised over > $150M in private and public markets, was a key early-stage contributor to companies that are today delivering well over $200B in combined sales and has two IPO’s and five exits under his belt.

career began at Intel as first product marketer for the first FLASH memory device.   He then joined Apple as the first product manager for the first Macintosh working with Steve Jobs and the early Mac team. He ran marketing and sales for Weitek, the world’s first fabless chip company, completing an IPO & pioneered 3D graphics for video gaming. He subsequently was Vice President at Oracle & CEO of Cahoots/Informative (a social networking and customer intelligence SaaS company), which was acquired. He was President and CEO of Zeebo, Inc. a wireless interactive entertainment & education platform for consumers in Brazil, Mexico, China, India where he has extensive experience.

More recently as SVP & Chief Marketing Officer at Jive Software, a leading SaaS Social Business provider – he joined in advance of the IPO and led the formation of a cloud business unit with a freemium GTM model along with strategy, product marketing, corporate communications, demand and pipeline generation, social marketing, field & event marketing, brand, and creative services leading to sales growth from $75M to $150M in 2 years and a $1.75B market cap IPO. Post Jive he was the EVP, Chief Marketing & Chief Customer Officer, and GM of the Japan and ANZ geographies at SolarWinds, an IT software company is Austin, TX which grew from $300M to $500M in two years and was taken private in a $4.5B transaction. Current roles include CEO, President, COO of Deem, a leading provider of cloud & mobile business travel software; Chairman of Filld; board member at Untangle; instructor at Stanford. 





Procopio – Ranked among the Best Law Firms by U.S. News & World Report from 2014-2016.

 TriNet – 

Thu Nguyen Financial Services

 #ASV #startups #startupeducation #entrepreneurship #siliconvalley #siliconvalleyevents


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Palo Alto, CA 94304 US
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