Many of the ideas in this book are the result of years of discussion and collaboration among my colleagues at Marketo, as well as with a number of industry experts and thought leaders who have a shared interest in changing the way companies create revenue. And of course, I’ve learned more than anything from the innovative revenue leaders who are putting these ideas into action in their own companies. I’d like to thank the many colleagues, friends, and customers of Marketo who lent wisdom, case studies, and quotes to this effort.
I would like to extend special thanks to Jon Miller, my co-founder at Marketo. Jon is himself a prolific writer and thinker on the topic of modern demand marketing, and his assistance with the material in Part III was invaluable.
I’m not sure what I was thinking by embarking on this book project while at the same time doing my day job as CEO of a fast-growing software company. A successful result was only possible because of the amazing coordination and editorial assistance provided by Lori Bush Shepard, Sharon Seitz, and Peter Longini.
Thank you to Gaurav Kotak, who supported me by performing much of the original research cited in the book. Thank you also to the intrepid team at LaunchSquad, for helping me put Revenue Performance Management on the map.
I must also thank my husband, Daniel Sternbergh, for his encouragement, and for accepting with a smile all the nights, weekends, vacations, and holidays when I was spending time in front ...