In this episode of SaaS Connect by Cloud Software Association, we dive behind the scenes of the journey of LastPass, a very hot startup. Rachael Stockton, at the time Senior Director of Product Marketing at LogMeIn (that acquired LastPass) and now Senior Director of Product Marketing at Transmit Security, shares what worked well, what didn’t, how partnerships were so critical to their strategy moving forward, and tips for getting organizational buy-in to the partnership concept. 

LastPass is an all-in-one password manager that was founded in 2008 and has 30 employees. 

An interesting discussion, the presentation covers:

  • The history of LastPass.
  • The company’s early struggles; balancing the need for revenue and rapid use adoption, as well as its early wins.
  • How to sell the concept of partnership internally when the benefits are not immediately seen. It seems to be a lot more difficult to sell the concept internally than to sell externally and the larger the company, the harder it is:
    • How to sell to each relevant role in the organization, taking into account personal and role biases, and tips for pitching to each. It’s also important to let people participate in the process.


Resources Mentioned:


Please note: this presentation is from a SaaS conference in 2018.



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