Over the course of 4 years, Sprinklr grew from a company valued at $20 million with 30 employees to a company valued at $1.3 billion with 900 employees. Today, the company is valued at $1.8 billion and has 1400 employees. These are the marketing lessons we learned and used.

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14 RULES
for Successful High-Growth
Marketing
Jeremy Epstein, CEO
Never Stop Marketing

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Background
When I began, the company had 30 people and
was valued at $20 million.
For nearly 5 years beginning in January 2012, I
was the VP/Marketing at Sprinklr.

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Background
Here are just some of the “rules of growth
marketing” that we learned and employed along the
way.
It is my hope that other start-ups will find this of
benefit.
In other words, it was a serious team effort.
Today, there are 1400 employees and the
company is valued at over $1.8 billion.

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Marketing Execution
Part 1

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Genius is one percent inspiration,
ninety-nine percent perspiration.
=Thomas Edison=

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Activity feels good. Make a checklist, get the stuff done, check it
off. But that’s not what you are paid to do.
Rule #1: Don’t Confuse Activity With
Outcomes

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The clarity of whom you serve (and whom you do not), how, and
why is essential.
Rule #2: Define Your Market Before
You Do Anything Else.

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You’re going to be far better off finding the people who naturally
agree with your worldview and turn them into raving fans than
pretty much anything else.
Rule #3: Build Your Community of
Advocates

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If someone asked you for a favor every week for a year, how
would YOU feel about them?
Rule #4: Ask Not What Influencers
Can Do For You, Ask What You Can
Do For Them

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Only reach out with clear value (for them, not for you) in a
conscientious way that treats your prospects like the people that
they are.
Rule #5:
Be Principled in Your Marketing, But
Do What’s Necessary To Grow.

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Spend your money wisely on the activities with the potential for
the highest impact.
Rule #6: Do Creative Outside;
Do PR In-House

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Rule #7: Don’t Spend Too Much
Money on Tech, But Do Over-Invest in
Quality Prospect And Client Data

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Leadership and Operating
Principles
Part 2

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Be obsessed about every lead you create.
Rule #8: No Lead Left Behind

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How you approach each task models the behavior that you will
get from others.
Rule #9: Leave It All on The Field

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As Steve Jobs said, “Real Artists Ship.”
Rule #10: Don’t let the Perfect be the
Enemy of the Good

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The market changes quickly. You need to learn quickly. Don’t
spend a lot to learn a lot.
Rule #11: Make Little Bets

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Make the desired outcome abundantly clear.
Rule #12: Commander’s Intent

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Then do “pop quizzes” to make sure everyone knows it. If they
don’t, you’ve failed as a leader.
Rule #13: Communicate the Strategy

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Cold starts are time, labor, and money intensive. Avoid them.
Rule #14: Never Stop Marketing

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Big-time caveat. Rules can indeed be broken and there are
definite exceptions to every rule. I just suggest these as the
starting or default position
Caveat…

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Download the complete guide

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jer979@neverstopmarketing.com
Twitter: @jer979
Linkedin.com/in/jer979
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