Newstalk SaaS Bootcamp


The Programme

Register for the Growth Day:

The focus of the Newstalk SaaS BootCamp was to help scaling tech companies to develop strategies for accelerated growth. It was aimed at funded Irish B2B SaaS (Software as a Service) companies with live product and customers who were facing the challenge of building a scalable sales and marketing engine. The BootCamp was delivered over six days, commencing in December 2015 and culminating in a Growth Day in 2016 when the participants will present their growth plans.


Mark Roberge

Mark is Chief Revenue Officer at HubSpot served as its SeniorVP of Worldwide Sales and Services. Previous Mark as been Advisor at SquareOne Mail, Inc., VP of Sales at HubSpot, Inc. and Founder and CEO at PawSpot.

Fergus Gloster

Fergus served as MD of EMEA at Marketo, & was a founding director of's European business, building the corporate sales model. Before then he was Technology Director at Oracle.

Lincoln Murphy

Lincoln has helped hundreds of SaaS startups and Enterprise Software companies moving to SaaS take full advantage of the SaaS business model. In 2009 he published "The Seven SaaS Revenue Streams." Subscriptions (Recurring), Products, Ecosystem, Services, Ancillary, Advertising, and Network Effect.

Orla Moran

Orla is Head of SMB SaaS Sales at NewRelic. Previously she was EMEA Sales Manager at Citrix, and also worked in Sales at Datapac. Orla has been shortlisted for Management Professional of the Year at the 2015 Image Business Woman of the Year Awards.

Brian Caulfield

Brian Caulfield is Partner at Draper Esprit. Brian currently sits on the boards of Datahug, Movidius, MTT, Clavis Technology and the Irish Times. He is also a personal investor in a number of early stage technology companies including Cicero Networks, GridStore and Teamer.

Peter Coppinger

Peter CEO and Lead Dev at Teamwork founded Digital Crew in 2007, making software for pharmaceutical companies in Cork. He then created "Teamwork Project Manager" which became in 2014.

Alex Theuma

Alex spent 10+ years in software sales at NexTone, Convergence, SiPhon Networks and Odin before founding SaaScribe, an online publication for the SaaS community and SaaSNerd, a new job site for the SaaS industry.

DJ Cahill

Prior to joining Datahug, DJ spent over seven years as a management consultant, application development lead and solution architect at Accenture, gaining international experience across multiple industries, clients and technologies.

Mic Fitzgerald

Mic comes from an engineering background and has a passion for Internet start-ups. He is CEO of OnePageCRM and has co-founded Portershed, FD&M & Cucoco. He lectures at NUIG.

John Collins

John is Managing Editor at Intercom, and was previously a business and technology journalist over 20 years working at The Irish Times and other newspapers, magazines and online.

Joe Ryan

Joe is Senior Account Executive at Intercom in San Francisco. Previously he was Bus Dev Manager at Merchant Atlas.

Emily Zahuta

Emily is MD for Europe at Betts Recruiting, Tech Sales recruitment specialists.

Jeetu Mahtani

Jeetu is MD at HubSpot International & responsible for driving HubSpot's growth in Europe and Asia-Pacific. This includes setting up HubSpot’s International operations and delivering customer success.

Harry Largey

Harry has over 25 years of strategic leadership and sales & marketing experience in B2B and B2C IT and services companies. His Specialties include Business Strategy, Sales and Marketing Leadership, Business Development, Growth, Building Sales Teams.

Des Martin

Des heads up the Growth Team for Qualtrics EMEA. He has lectured on Analytics, Location based Marketing, Pay per Click and Search Engine Optimisation. Previously founder of The Search Mill and 3funnel. Des is a Chartered Accountant with a love of Marketing Metrics.

Colin Bohanna

Colin is Sales Director at Indeed & responsible for building, leading & growing UK business.
Previously he consulted with early-stage startups in Ireland, worked with a number of Fortune 100 companies in the USA & returned to Dublin to work for Oracle. Colin's focus is on building & growing high performance sales teams whilst developing future leaders & senior sales professionals.

Niamh Bushnell

Niamh is Dublin's first Commissioner for Startups with responsibility for spearheading the development of the city as a global hub for innovative companies. She is an Angel Investor at
Previously, Niamh co-founded IDIRUS and EIR Talent Tech Labs Niamh has be Honored as one of 50 Most Influential Irish American Women by the Irish Voice in July 2010 and Small Business 50 by the Irish Echo in April 2012.

Gary Leyden

Gary Leyden is Commercial Director at NDRC, in which role he supportd new ventures to create value propositions that can contribute to building repeatable and scalable business models. Gary founded Computer Gym & Vrising, and has advised numerous start-ups in a personal capacity and as part of Enterprise Ireland’s Mentor Network.

Sarah O'Farrell

Sarah is Programme Manager at NDRC working with the value-add team to deliver world class mentorship, programme content and partnership to investee companies.

DC Cahalane

In the last five years, DC has helped over 60 startup companies find funding, get themselves together and launch their first product all over the globe. With considerable experience working with technology startups, transitioning from the early days of bootstrapping into revenue-generating companies.

Joe Ryan

Joe is Senior Account Executive at Intercom

Andrew Moran

Andrew is Manager at Intercom, having previously worked at Facebook.

Rosemary Turley

Rosemary is a passionate believer in the impact good marketing can have on revenue and profit. She helps organisations craft and execute marketing strategies and plans that drive revenue and profit.

Programme Content

Dates to be confirmed

The programme will run over 6 dates from November 2015 to February 2016 culminating in a Growth Day where the participants will present their growth plans.

Day 1: Wednesday 9th December, 2015
Sales & Marketing, Demand Generation, Aligning Sales and Marketing

Sales & Marketing Metrics

Building the Sales & Marketing Funnel

Demand Generation & Content Marketing

Aligning Sales & Marketing & Demand Generation

Growth plan Review


Day 2: Wednesday 3rd February 2016
Building the sales funnel

Designing Sales and Marketing Processes

Aligning to the Customer Purchase Journey

Building the Sales & Marketing Components

Building Funnels

Allocating Resources

Understanding CAC and LTV

Day 3: Wednesday 16th March 2016
Customer Success

Customer Success is Transformative

Why Customer Success Matters

Desired Outcome & Success Milestones

Success Gaps & Customer Accountability

Engagement Modelling

Logical Account Expansion

Customer-driven Growth

Day 4: Wednesday 6th April 2016
Sales Management & Growth Tactics

metrics driven sales coaching,

motivation through compensation plans & competitions,

developing sales leaders


Growth Tactics Workshop

Day 5 Wednesday 27th April
Sales & Marketing Traction - An Investors Perspective

9:30 – 10:30 Joe Ryan Intercom

  1. Intro to Intercom and Intercom Sales – When is it the right time for sales for your business?
  2. Finding your Sweet Spot/Strike Zone for your product and coaching the team on identifying these.
  3. Operating on an Inbound Sales Model – working closely with Marketing, Support and the general Go To Market team.

10:45 – 11:45 Andrew Moran Intercom

  1. Hiring a sales team
  2. Managing sales cycles
  1. Assessing Sales performance
  2. Working across locations

14:00 – 15:00 Patrick Campbell –

Day 6 Wednesday 22nd June
Growth Day
3:30 Registration, Tea & Coffee
4:00 Welcome: Niamh Bushnell

4:05 Keynote: Tim Collins, CEO Newstalk
4:10 Newstalk SaaS Bootcamp Overview: Gary Leyden

4:20 Company Findings:









5:00 Fergus Gloster: Insights and feedback from a thought leader

5:25 Closing remarks: Niamh Bushnell

5:30 Networking reception: drinks & canapes

6:30 finish.



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