The Aha Moment From having previously built companies on the Salesforce Kraig Swensrud and Sean Whiteley noticed a marketing gap Platform, Kraig shares his advice for scaling: “If you’re going in the digital world. They saw that after watching a television to build a consumer app, you can go to many different ad or listening to a radio commercial, the next step was to pick vendors. But if you want to build an enterprise billion-dollar up the phone and dial a 1-800 number. In today’s digital world, software company, you should be a Trailblazer on the although we are still driving customers to follow through with Salesforce Platform.” a call to action, customers log onto their devices and go online. Digital ads, search engines, social media, and emails always drive Learning From the Journey prospects to a corporate website. The main difference between Every company begins at square one. It’s the steps you take from driving people to pick up their phone versus going online is there that influence how you progress and where you end up. that there is no one waiting to greet them when they land on Kraig and Sean are no strangers to that starting block. That’s why the website. they always start off every day with a winning perspective. Kraig shares that “When you’re a brand-new company and you’re two Kraig and Sean recognized this as a problem that made it guys in a room and you’re starting out, you want to do everything difficult for B2Bs to generate leads and get closer to their in your power to increase your chances of success. And that’s customers. As a result, Qualified was built to address this crucial what we think. We wake up every day and think, ‘Wow, I don’t customer moment. Kraig says, “There’s a huge gap in between know what today is going to bring. I don’t know what this month when you come to the website and when you are engaged in a is going to bring. But how can we win?’” sales process. And it’s this gap, that we’re addressing right now.” The Secret to Scaling Aligning with the right strategic partners at the inception of a new venture can pay off for years to come in your company’s journey. Kraig and Sean are able to scale Qualified by positioning it with Salesforce’s technology. By building on Sales Cloud, Marketing Cloud, Service Cloud and more, Qualified is able to grow everywhere Salesforce continues to grow. 13