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The Secret Scaling Your Growth: Why the Right Team & Vision Is the Difference Between Going IPO & Going Under

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Rebecca Kline
GM & Growth at PagerDuty
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Global Growth Marketing Conference 2019
December 10, 2019, San Francisco, USA
Global Growth Marketing Conference 2019
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The Secret Scaling Your Growth: Why the Right Team & Vision Is the Difference Between Going IPO & Going Under
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About speaker

Rebecca Kline
GM & Growth at PagerDuty

Rebecca Kline leads PagerDuty’s Growth business unit, driving online acquisition, sales, retention, and overall growth. Previously, Rebecca was the Chief Marketing Officer at cybersecurity firm SentinelOne, leading global marketing, brand messaging, channel marketing, and go-to-market strategy. Before SentinelOne, Rebecca was Chief Marketing Officer at Malwarebytes, a cybersecurity firm specializing in business and consumer security, where she led all B2B and B2C marketing.

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Track: Keynotes

Starting with just a 5-person crack marketing team, Rebecca Kline, General Growth Manager at PagerDuty, scaled it into a 30-person, cross-functional growth department that helped pushed PagerDuty into a $3.5 billion market cap. Want to know how she did it? You have to tune into this session to find out (spoiler: transitioning to agile teams, building the right growth framework, and adopting the right growth tools helped a lot)!

00:05 Introduction

04:41 What is PagerDuty?

05:39 Every business is a digital business

06:21 Going behind the scenes of PagerDuty

07:27 New way for businesses

08:47 How to get people and engineering processes to deliver?

10:05 How do all the pieces come together?

11:13 Models

13:11 People, Transformation and the Process

16:19 Bringing the teams together

18:20 Rebuilding data tools

19:20 Automating the teams

20:37 Account-based marketing

21:15 What’s next?

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So I'm going to talk to you, 00:05 a little bit about scaling growth and I've got 4 sections. 00:07 And this quick talk and it's really about the decision around building growth and what that meant, 00:10 for a company that already hit product-market fit. 00:15 They have a repeatable thing going on, 00:17 but they're not quite yet. 00:19

A large enterprise doesn't have a lot of resources and really still needs to be able to very cleanly in smartly you know to justify their investment. 00:21 Here also talk to you a little bit about pager duty. 00:28 Just even in the spirit of the last 2 talks like. 00:32 What this company does really informed how this team was built but also what they do for all of you is growth. 00:35 Marketers future fingers like automation and orchestration in a connected world. 00:42

Whatever industry was in its cybersecurity. 00:45 It's everything so and I'll spend some time talking about nuts and bolts of like what we actually had to do to get this going. 00:47 I've been in the role for 24 months now and if you want. 00:55 Some details about our new public company. 00:58 I'd be happy to offline share the exact amount of people we have a linear structure. 01:01

Anything like that just you know hit me up and then my team is here and we're actually doing are planning right now across the street at the Huntington Hotel. 01:05 So we're like, Co joined with this conference. 01:14 But I'll share also it's been 2 years and I'll share where we're going next. 01:17 So we've proved this model out there's a great demand for it inside the company. 01:21 And here's now next. 01:25

We're going to be doing to keep growth going all right, 01:25 so a couple of years ago. 01:29 I got the call. 01:31 I was 6 years at Malwarebytes. 01:31 CMO leaning all Beta, Beta, Beta see customer data and systems billing. 01:34 And customer success, which was just me just being there for a long time, 01:38 not really my Forte. 01:41 But I had them also and I wasn't market and trying to think about what's next OK. 01:41 I've done this 10,000,000. 01:47 One hundred million plus scale? 01:47

What's next and go figure. 01:49 It was a VC friend? 01:50 Who's like you know you've done that, 01:51 like don't go do that again go try a billion and for some reason, I don't know why it's like stuck in the back of my head anyhow. 01:53

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