Welcome to people-based selling at scale I recommend not using account based intelligence because the selling point seems to be account + people + message combination and ABI does not do justice to your offering especially if you are being compared to predictive solutions which do not go beyond accounts. The story here is first there was spray and pray. Then we moved to account based, but as we all know, companies don’t buy, people do. That’s why now is the era of people based marketing and selling - personalization is key. And we created a technology that allows you to do just that -  the right companies that will grow your business, the right people that will take your meeting and the right things to say that will accelerate your deal cycle.

Who we are Falon Fatemi Daniel Barber Robert Day Our team CEO VP of Revenue VP of Engineering Joined Google at age 19, as one of the youngest employees where she worked on AdSense analytics before founding Node. Previously led a 34-person international team from $80M to $200M, resulting in a $1.5B acquisition by Oracle. Helped grow a company from 50 to 400 employees and 5x revenue in just two years before acquisition to Google for $350M Our investors Our clients Here the presenter should talk about how Falon was running biz dev at Google; prospecting, searching for leads, spending valuable time. It dawned on her that the very thing that Google does to search is what sales needs to accelerate deals. She and the ex-googler engineering team got to building the very solution she needed and utilized their unique background in web indexing. The idea was so compelling that it attracted the leadership team as well as the reputable investors in today’s financing environment.

Buyers have more knowledge and control than ever before Sales and marketing face a joint challenge today: Buyers have more information and options than ever before. So targeting the right people is more important than ever too. But companies need to find the right balance between scale and accuracy:

Expanding reach means wasted impressions and efforts 7.5 hours 2-5% conversion rate 209 calls 25% deal close rate = 1 lead In an effort to accelerate both the marketing and sales funnel, there have been many technologies that automated the process. While this created many efficiencies for both departments, we quickly realized that widening the funnel is not the complete solution. Spray and pray means wasted efforts, reaching out to people who are not interested in you, risking bad reputation and ultimately not using resources effectively.

Finding quality prospects takes effort and doesn’t scale Finding quality prospects takes precious salespeople time and it is hard to scale the business effectively.

Every deal now involves 8 people And even if you reach the right company, saying the right thing to the right people could be the difference between a long dragged out deal cycle or a fast deal close

Node offers scale and quality and a way to reach the right people with the right message

Node accelerates your sales cycle like no one else Uncovers most valuable deals Prioritizes the right people to contact Shows you the most effective thing to say With Node, we give you access to the highest value accounts, key decision makers and the most effective message to grow your business. You should also state that you (sales and marketing leads, sales ops and sales people) can do this without ever leaving Salesforce, not have to worry about data upload, cross reference, go to LinkedIn. <pause> So it is the best way for sales and marketing to connect with potential buyers

Node can help you grow your opportunities like no one else Largest, most accurate set of company and contact data 400M It all starts with data - we have the most comprehensive, accurate database. This is the foundation of our offering to businesses. Especially when it comes to covering accurate contact information at medium sized companies, our database is unmatched. Of course the more data you have, the more you can uncover the right accounts and contacts that you need to grow your business.

Relationship based: Node surfaces accounts to prioritize deals that will close bigger, faster And even if you reach the right company, saying the right thing to the right people could be the difference between a long dragged out deal cycle or a fast deal close

People based: Node helps your sales team build relationships this has never been done before in one tool and within Salesforce. You can go to linkedin but that means your sales person prioritized the right people, key decision makers. It takes them out of context. LinkedIn also does not solve the problem of which marquee clients to mention to grab interest. We give you the whole package without leaving Salesforce and uncover all key facts that will create a warm introduction or a killer marketing campaign. 11

Consolidates all these other technologies $100k-$300k estimated savings Speaker will run through an illustrated example of how node would surface potential deals with CAOs which you would have missed. while walking through the steps in this slide, speaker should mention that node takes out anomalies. Should also mention why google search is more accurate than other search engines. It is all about surfacing the most relevant website through relationships. Here the speaker should go into detail about ex-googler team using their learnings to surface relevant data which google is an expert at.

Predictive is limiting, inaccurate and flawed ? B ? C C ? ? A D D B B ? D C C A ? A ? D A ? B And even if you reach the right company, saying the right thing to the right people could be the difference between a long dragged out deal cycle or a fast deal close

Our technology learns and optimizes to take your business to its next frontier this has never been done before in one tool and within Salesforce. You can go to linkedin but that means your sales person prioritized the right people, key decision makers. It takes them out of context. LinkedIn also does not solve the problem of which marquee clients to mention to grab interest. We give you the whole package without leaving Salesforce and uncover all key facts that will create a warm introduction or a killer marketing campaign. 14

Why our clients love us: PagerDuty InsightSquared SmartRecruiters Quota: 2,000 Quota: 10,000 Quota: 4,000 “Node not only helped us double our leads but their context-aware data helped us improve our win rate by 40% increasing our sales ROI by 80%.” “Node helped us double how many deals we close in a month. It was the single biggest impact change we’ve made to our team in 2 years.” “Node has become the secret weapon that separates us from our competition’s sales process. With their context aware data we’re able to reach out to people at the perfect time. It’s like having spidey senses for your sales team. ”

How to get started (step by step) Step 1: Always Step 2: Be Step 3: Closing