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Confidential. ©2021 DataRobot, Inc. – All rights reserved

PG Fundamentals

Tom Levey Bobby Zammuto

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Confidential. ©2021 DataRobot, Inc. – All rights reserved

Objectives

1. Define PG and its importance

2. Outline PG Mondays and expectations

3. Review how to win at PG Mondays

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Tom Intro + Nutanix story

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Q2 2019 Earnings Call

We recently identified some imbalances in our lead generation spending that were beginning to impact our sales pipeline. Lead generation spending is a key component to building pipeline, which ultimately significantly impacts bookings, billings and revenue.  Duston Williams, CFO

Now, looking back at it, we probably over rotated a bit to the existing customer base and large customers there, where those efficiency dollars are easier to get and probably underspent a little bit on new customers” Duston Williams, CFO

…failure of the actions we have undertaken to address inadequate […] pipeline generation and slower than expected sales hiring to yield the results we expect […] will slow revenue growth Nutanix Press Release

Fri Mar 1 2019 $3370 /share $605B MKT cap NTNX Aug Seg Oct Jul

The cost of complacency

NTNX

Thu Feb 28 2019

$50.09 /share

$8.99B MKT Cap

Fri Mar 1 2019 $33.70 /share

$6.05B MKT Cap

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Cut back to Tom to

setup LIs

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PG = Your key to success

10

NBMs

(new hires)

2 1 8

Meetings per week

BVA

(Minimum)

Forecast deals

>$100k

(Inside $20k) 2

Upside deals

>$100k

(Inside $20k) 2

Real PoV

10 +

NBMs

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Cut back to Tom to setup PG Monday

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YOU Introducing I Mondays The goal is to book an Business Meeting (NBF Every seller focuses 7+ their day executing PG You will also spend an I your leader for your we

YOU Intro Monc The goal i Business Every sell their day e You will al your leade

Every seller focuses 7+ hours of their day executing PG

The goal is to book an New Business Meeting (NBM)

You will also spend an hour with your leader for your weekly 1:1

Introducing PG Mondays

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Handoff to Bobby

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Afternoon

Mid-day

PG Monday - A day in the life

• Identify triggers and craft emails for 20 contacts(2x for

new hires)

• Call contacts and leave voicemails if no answer

• Create & send personalized videos to VITOs

• 1:1 with your leader

• Follow up activities to previously contacted prospects

• Social Engagement: Viewing profiles, liking/sharing

content, messaging

Morning

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PG Process

● Initial Research & Account Tiering

● Building your PG Plan

● Actioning your PG Plan

● Partnering with SDR team

● Account Research

● Finding Contacts

● Identifying Triggers

● Developing Account org chart

● Using Outreach.io

● TCQ Email Writing

● Cold Calling

● Social Selling for PG

● Using Video for PG

● Objection Handling

Plan Research Execute

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Winning at PG

✓ PG happens every day, and all day on Monday

✓ PG success = PG Discipline

✓ You have a wide support system, use it!

✓ Keep it simple

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Actions and Resources

● Actions

○ Ask your teammates about their recent PG wins

○ Work with your leader to finalize your account list

● Resources

○ PG Planning Template

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