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7 Lessons Helping Start Pardot, SalesLoft, and Calendly
David Cummings shares seven key lessons from his experiences founding Pardot, SalesLoft, and investing in Calendly. The lessons emphasize the importance of customer focus, aligning funding with personal goals, proper pricing, and intentional company culture. Cummings also highlights the need for continuous improvement in metrics and talent management.
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7 Lessons Helping Start Pardot, SalesLoft, and Calendly
- 1. 7 LESSONS HELPINGSTART PARDOT, SALESLOFT, AND CALENDLY David Cummings Founder Atlanta Ventures @davidcummings davidcummings.org
- 2. David Cummings Founder Atlanta Ventures @davidcummings davidcummings.org 7Lessons Helping Start Pardot, SalesLoft, and Calendly
- 3. Welcome - MyBackground • Pardot - CEO/Co-Founder • SalesLoft - Co-Founder • Calendly - Sole Pre-Revenue Investor
- 4. • Stay closeto the customer • Strong opinions, loosely held • Experiences Lesson #1 - Pivot Likely Required
- 5. • Bootstrapping mostcommon, least discussed • Bank debt works • Align funding to personal goals Lesson #2 - Funding Optional
- 6. • Continual requeststo relocate • Capital is mobile • C-level talent is challenging Lesson #3 - Left Coast Not Required
- 7. • Most pricetoo low • Double prices every six months • Find upper limit of reasonable Lesson #4 - Pricing Must Match Value
- 8. • Don’t obsessearly • Do obsess later • Churn is the biggest killer Lesson #5 - Metrics Mature Over Time
- 9. • Invest intraining • Seek external candidates • Ask the hard questions Lesson #6 - Continually Level Up Talent
- 10. • Establish corevalues immediately • Invest 10x more than you think • Scale with process Lesson #7 - Culture Must Be Intentional
- 11.