Thought Leaders in Mobile and Social: Frank Dale, CEO of Compendium (Part 8)

SM: Their starting prices are $1,000 or $2,000 a month. FD: That’s pretty common in that space, and certainly with a company like Marketo or Eloqua, you’re looking at a mid-market enterprise level tool. If I were going to look for something like that, to unify that a little bit, I’m probably going to look

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Thought Leaders in Mobile and Social: Frank Dale, CEO of Compendium (Part 7)

Frank Dale: Let me make sure I’m with on this. When you’re running these contests, are you initially acquiring the leads through the partners? Sramana Mitra: No. We have a registration page on Eventbrite. Because we already have a large footprint plus other partners publicizing the events, people register for the events. Each session we

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Growing A SaaS Startup With Velocity: Marketo CEO Phil Fernandez (Part 7)

Sramana: What is your forecast for this year? Phil Fernandez: We will do in the up $30 million of annual recurring revenue. We will achieve the same fourth-year revenue that Salesforce.com achieved in their fourth year. The difference is that they spent $250 million to build that market, and I have spent $17 million. It

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Growing A SaaS Startup With Velocity: Marketo CEO Phil Fernandez (Part 6)

Sramana: How much revenue did you generate in 2008? Phil Fernandez: We did $400,000 of subscription revenue. Sramana: How many customers did you have? Phil Fernandez: We had acquired 70 customers by the end of that year.

Growing A SaaS Startup With Velocity: Marketo CEO Phil Fernandez (Part 5)

Sramana: What is the price point of the offering? Phil Fernandez: The lowest end customers pay $1,000 a month. The largest spend 100 times that a month.

Growing A SaaS Startup With Velocity: Marketo CEO Phil Fernandez (Part 4)

Sramana: What do you do in the process that directly supports your clients? Phil Fernandez: We can help our clients to produce webinars to promote their product or services, even if it is specific to a geographic area. To run a webinar you need to identify the target audience, and you need to be able

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Growing A SaaS Startup With Velocity: Marketo CEO Phil Fernandez (Part 3)

Sramana: What is the genesis of Marketo? Phil Fernandez: My previous companies were million-dollar enterprise software companies. They were classic enterprise software companies with big sales forces. Salesforce had not quite burst on the scene but it was getting started. There was a new point of view that there was a whole new software company

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Growing A SaaS Startup With Velocity: Marketo CEO Phil Fernandez (Part 2)

Sramana: Where does the story go from there? Phil Fernandez: After that I got hooked up with a company that is now TIBCO. Back then it was an incubator called Technicron Software Systems. Rick Haven was the chief operating officer, and he was my mentor.