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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

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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

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

•
Call contacts and leave voicemails if no answer

•
Create & send personalized videos to VITOs

•
Follow up activities to previously contacted prospects

•
Social Engagement: Viewing profiles, liking/sharing

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✓
PG happens every day, and all day on Monday

✓
You have a wide support system, use it!

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○
Ask your teammates about their recent PG wins

○
Work with your leader to finalize your account list

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