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Clarity

Steve Patrizi

San Francisco

VP Market Development at Imgur. Founded B2B marketing team at Pinterest, founded and served as GM of LinkedIn's Marketing Solutions business. Passionate about building teams, developing strategies, presentation design, public speaking, and Salesforce.com

$3.33/min

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35 Reviews

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Entrepreneurship Start-ups Social Media Marketing Leadership Pinterest Digital Marketing Strategy LinkedIn SaaS - Enterprise & SMB B2B Online Marketplace Presentation Coaching

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Leadership

I have over 15 years of experience building, scaling and leading teams, and can help with everything from developing a clear mission to setting a strategy to coaching a high-performing, cross-functional team.

Presenting & Public Speaking

I've developed and delivered hundreds of presentations in front of thousands of people, and can help you develop an engaging presentation and deliver it flawlessly.

Positioning & Branding Strategies

I developed the positioning strategies for LinkedIn Marketing Solutions, Bunchball and Pinterest for Business, and can help you think through the positioning strategies for your business as well.

Salesforce.com Help

I've implemented Salesforce.com at LinkedIn, Bunchball and Pinterest. For each company I developed the profiles, workflows, custom objects and guidelines to help our teams be productive and help us get the business optics we needed.

Managing Sales Teams

I have almost 20 years experience building, managing and scaling sales teams. I can help answer questions around quota setting, team-building, coaching and development, training and enablement.

Answers 2
Reviews 35

Answers

Steve Patrizi answered

What are some tried-and-true metrics for enterprise/ARR-based SaaS companies?

I think you'll find some of the MRR sales & customer-success related metrics also cross over into the ARR world:

Sales metrics:
- Length of sales cycle (# of days at each sales stage)
- # leads / week
- # of attempted calls / week
- # of completed calls/demos / week
- # of deals closed / week
- # of lost deals / week
- Close rate
- Customer acquisition cost

Customer success metrics:
- Renewal rate
- Upsell rate & value
- Utilization rate
- Lifetime value
- NPS

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SaaS - Enterprise & SMB B2B

Enterprise Software

Cloud Applications

Steve Patrizi answered

Why do so many SaaS B2B firms make you go through a demo, and hide the product instead of letting you start using it right away?

I can't speak for all companies, but many SaaS companies know that its hard for customers to see value from their product until you have some meaningful content in their system - data, users, etc. They could put you into an empty state product, but their own data may very well show that there's a much higher bounce/churn rate or lower conversion rate because its hard for customers to see value vs. when they provide the demo first and then provision access.

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Demos

SaaS - Enterprise & SMB B2B

Sales

Reviews

Steve spoke at the Business Marketing Association's national event and was a great speaker with a wealth of information. Thank you Steve!

Fern Dickey Source: LinkedIn

I joined Bunchball in no small part due to Steve. His mission and passion to transform the work experience by engaging employees thru game mechanics, was truly inspring. Steve possess an extraordinary ability to balance both design and discipline. He was able to craft an ambitious and entirely unique vision for the company while laying the strategy and foundation to execute flawlessly. Steve is the type of leader that you aspire to become someday. I hope to have the opportunity to work shoulder to shoulder with him long into the future so that at least some of him rubs off on me.

Kevin Dew...IS HIRING! Source: LinkedIn

Steve Patrizi changed my career trajectory four years ago by bringing me onboard to build out LinkedIn’s west coast footprint. In making the decision to join Steve, I spoke to multiple people who had worked with him in the past. Everyone echoed the same sentiment – “Follow Steve wherever he goes – he’s an amazing salesperson and manager.” Thankfully I took that advice, as he taught me work ethic, dedication, and what it takes to go from good to great. Over the four years Steve was at LinkedIn, he led the Marketing Solutions business from a new team that you could count on one hand, to an established organization that exemplifies what he always strived for – best in class. The foundation that he laid at LinkedIn will continue to showcase the exemplary work that Steve is capable of, and the relationships he is able to build.

Hannah Goldberg Source: LinkedIn

I wish I could claim Steve's exceptional presenting style as a product of my own training. Unfortunately it's not. Steve is one of those rare people that you come across who's just got 'it.'
Professional, inspiring, humble and an all-round nice guy. His keynote at Ad:Tech Sydney will be talked about in digital circles for many years to come.

Tara Commerford Source: LinkedIn

Throughout my career in advertising, while at Ziff-Davis and now here at Microsoft, I've had the opportunity to work for, and with, some of the very brightest individuals in this industry. Steve Patrizi is at the top of that list. Not only is he one of the greatest managers of people, but his business insight never ceases to amaze me. Steve's passion for his people, his business and his customers is second to none.

Michele Ahern Source: LinkedIn

I was lucky enough to be hired by Steve and get to learn directly from him during my first few months at LinkedIn. Steve is a true leader--he's tireless in his work ethic, passionate about what he does, and intelligent about all aspects of the business. He personally grew the LinkedIn Marketing Solutions team to what it is today, and we can still feel much of his influence in our everyday activities. Steve is also incredibly funny and personable, which only strengthens his ability to relate to and inspire those around him.

Nandita Sahni Source: LinkedIn

Steve is a great business partner. He is respected by peers both within the company and in the industry as someone who is very collaborative and understands the consumer ad space very well. Steve is a great people manager - teams really enjoying working with him as he has a mix of strong leadership in his space along a terrific sense of humor. He is an excellent speaker and is extremely good at representing the company at industry events. It has been a pleasure working with Steve over the last four years. He has been instrumental in building the LinkedIn marketing solutions from the ground up. Please feel free to contact me if you would like to learn more about Steve.

Steve Sordello Source: LinkedIn

Steve accomplished much at LinkedIn. He was directly responsible for building the advertising sales organization in the U.S. from a few individuals to a full-fledged (and substantial) team of well-liked and valuable contributors in one of LinkedIn's key businesses.

He was also one of the most passionate, authentic, charismatic, and effective advocates of both LinkedIn's solutions for marketers and LinkedIn as a platform for professionals. I used to refer to captivated audiences as being, "stuck in the Steve Patrizi Show."

On a personal level, I genuinely enjoyed working with Steve and learned much as a close partner in the Product organization. He is a great guy in every sense of the term.

Jack Chou Source: LinkedIn

Steve was one of the main reasons that I joined LinkedIn a few years back. When I spoke to him about the opening you could see and feel how excited he was about the huge opportunity that laid ahead of us and he was right. I was sold on Steve after my first talk with him but I did my due diligence of doing some background checks and he's the only person I've worked with that got positive feedback all the way around.

Steve built up a great team from and business pretty much from the ground up and it was great being a part of his team and learning from him.

Blake Boznanski Source: LinkedIn

Over the past five years I have had the opportunity to work along side and directly for Steve at both large (Microsoft) and small (LinkedIn) organizations. I have always admired his passion for the fusion of advertising and technology. Steve's tireless work ethic combined with a deep conviction to succeed is contagious and truly inspirational. Whether building a multi-million dollar advertising business from scratch or taking a mature business to the next level, Steve is an asset that any organization would be lucky to have. He exemplifies "world class" when it comes to leadership, and I am grateful to have worked closely with him through out my career.

James Burnette Source: LinkedIn

I admire Steve as someone who leads by example. He drives tirelessly towards results and makes sure everyone's having fun along the way. At LinkedIn he rolled up his sleeves and built the Ad Sales business from the ground up. He was someone I always enjoyed working with and frequently turned to for advice. He's a great person to have on your team.

Kay Luo Source: LinkedIn

Member since July 2014