Box CRO Mark Wayland SaaStr CEO Jason Lemkin

2. Reaccelerating
Growth at Scale
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Jason Lemkin
CEO
SaaStr
@jasonlk
Mark Wayland
Chief Revenue Officer
Box
@mtwayland

3. ● Improved Hiring rubric
● Enablement investments
● Tighter alignment between
Enablement and Product
Marketing
Metrics that Matter
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Note: Box fiscal year ends January 31
1. Percent improvement based on 2 year period from 1H FY20 to 1H FY22

4. Box by the Numbers
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67%
Fortune 500
100K+
Customers

5. Reaccelerating Growth
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Quarterly Revenue Growth ($M)
+14% YoY
Quarterly Net Retention Rate
Note: Box fiscal year ends January 31

6. Five Things Driving
Reacceleration of
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7. 1) Master the Message
Welcome to
the Content
Cloud
● Simplified GTM message: It says what it
does and does what it says
● Shared language across all teams
● Product Roadmap aligned with Messaging

8. 2) Moving to Multi-Products
% of Total Revenue from customers who have purchased at least 1 additional product

9. Focusing on
driving larger
deals
3) Go Big or Go Home

10. 4) We’re all on the Renewals team
Product Sales
Customer
Success
Marketing
Renewals
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Product Sales
Customer
Success
Marketing
Renewals

11. ● Improved Hiring rubric
● Enablement investments
● Tighter alignment between
Enablement and Product
Marketing
5) AE Productivity
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Note: Box fiscal year ends January 31
1. Percent improvement based on 2 year period from 1H FY20 to 1H FY22

12. Key Takeaways
1. If growth is a problem, find the root cause. It may not
primarily be a sales problem.
2. Renewals are the most important motion in SaaS.
3. Sales productivity is paramount.
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13. Q&A
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14. THANK YOU
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