Zoom CRO Ryan Azus and SaaStr VP of Sales Bryan Elsesser

1. Top 5 Ways to Scale a Sales Team
...from the team who had to do it at warp speed
with Zoom’s CRO
Ryan Azus
Chief Revenue Officer
Zoom
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
Bryan Elsesser
VP, Sales
SaaStr

2. Metrics that Matter: Scale no one
could have seen coming
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.
$167M
(Q3 FY20)
$1B
(Q3 FY22)
2019 2021
2020
30X
Growth in daily
meeting users
Zoom
Quarterly
Revenue

3. 1. Leverage every channel
2. Build your partner network
3. Enable a hybrid salesforce
4. Invest in enablement
5. Live your culture -- and make it a good one
Top 5 Ways to Scale a Sales Team
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

4. LEVERAGE EVERY
CHANNEL
Direct & Online Subscriptions
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

5. BUILD YOUR
PARTNER NETWORK
Leverage EVERY Channel
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

6. Zoom Channel Expansion
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

7. Partner Ecosystem
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

8. ENABLE A HYBRID
SALESFORCE
Effectively sell from anywhere
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

9. Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

10. INVEST IN
ENABLEMENT
Foster a culture of continuous learning &
productivity Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

11. Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

12. LIVE YOUR CULTURE
Caring, sustainable culture is everything
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

13. 1. Leverage every channel
2. Build your partner network
3. Enable a hybrid salesforce
4. Invest in enablement
5. Live your culture -- and make it a good one
My Top Takeaways
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

14. Q&A
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

15. Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

16. THANK YOU
Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

17. Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

18. Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.

19. Do not place text, or graphics
in any of the red space
Your faces will be
here
Logo Overlays will
be here
DO NOT DELETE
SaaStr Team will delete these
guides in review.