Web Masters

David Cummings tells the story of building Pardot, the marketing automation platform that's become a core piece of the Salesforce Marking Cloud.

Show Notes

The process for selling a product to consumers used to be very different than the process for selling products to other businesses. However, like so many things, the Internet changed that. A big reason was Pardot.

Pardot helped introduce B2B companies to a different type of sales process. It was a systematized and operationalized sales process that helped make B2B sales more scalable. That scalability, in turn, made it possible to sell less expensive products to more companies, which opened enormous amounts of new markets that previously weren't profitable because the costs were too high.

In this episode of Web Masters, Pardot's founder, David Cummings, explains how he came up with the idea for Pardot and bootstrapped it to a nearly $100 million exit, first to ExactTarget before it ultimately became an integral part of the Salesforce Marketing Cloud.

For a complete transcript of the episode, click here.

What is Web Masters?

Web Masters is an original podcast that explores the history of the Internet through the stories of some of its most important innovators. In each episode, host Aaron Dinin, a serial entrepreneur and digital media scholar, talks with Internet entrepreneurs who created important websites, tools, services, and features. Some are hugely popular, some you’ve never heard of, and all of them have impacted everything you do online. You’ll get a behind-the-scenes look at how the Internet has enabled -- and continues to create -- some of the greatest business opportunities in history from the people who have proven they know how to build successful Internet businesses.