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© 2019 TWILIO INC. ALL RIGHTS RESERVED. Disruptive GTM strategies for exponential growth © 2019 TWILIO INC. ALL RIGHTS RESERVED.

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. Icons made by Srip from www.flaticon.com What? Whom? How? GTM strategy

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. WHAT TO BUILD?

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. Develop product Develop market Penetrat e market Diversify product Existing Product Existing Market New Market Igor Ansoff, Harvard Business Review 1960 Ansoff matrix New Product

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. New Product Existing Market New Market Acquire Existing critical need Igor Ansoff, Harvard Business Review 1960 Winning strategies Develop market Penetrat e market Existing Product

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. SIMPLE vs. COMPLEX One simple price Free hardware Easy for Mom & Pop SMBs

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. New communications channel

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. WHOM TO SELL?

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. Complete solution

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. Complete economic solution $ $ $ $ $ $

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. Opportunity size $ $ $ $ $ $

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. CARRIERS vs. CUSTOMERS Fewer competitors Default solution Unmatched capabilities

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. HOW TO SELL?

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. Develop product Develop market Penetrat e market Diversify product Existing Product Existing Market New Market Igor Ansoff, Harvard Business Review 1960 Ansoff matrix New Product

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. Existing Product Existing Market New Market Via Channel Switch customers Igor Ansoff, Harvard Business Review 1960 Winning strategies Develop product Diversify product New Product

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. PMM AS A STRATEGIC ORG

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. MAKE ‘THINKING BIG’ A HABIT

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. 1 Build a team Gain valuable thinking time Own data & insights Become the business expert 2 © 2019 TWILIO INC. ALL RIGHTS RESERVED. Be proactive Bring new ideas to the table 3 Empower yourself and your team

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. Foster a culture of testing and create a safe space to fail fast. © 2019 TWILIO INC. ALL RIGHTS RESERVED. Be the change

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THANK YOU

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. LEGAL vs. ILLEGAL Freemium Convenience Access

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. Free! No advertisements Expand via mobile# USERS vs. REVENUE

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© 2019 TWILIO INC. ALL RIGHTS RESERVED. New analytics market