Disruptive GTM strategies for exponential growth

Transcript

1. © 2019 TWILIO INC. ALL RIGHTS RESERVED. Disruptive GTM strategies for exponential growth © 2019 TWILIO INC. ALL RIGHTS RESERVED.
2. © 2019 TWILIO INC. ALL RIGHTS RESERVED. Icons made by Srip from www.flaticon.com What? Whom? How? GTM strategy
3. © 2019 TWILIO INC. ALL RIGHTS RESERVED. WHAT TO BUILD?
4. © 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
5. © 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
6. © 2019 TWILIO INC. ALL RIGHTS RESERVED. SIMPLE vs. COMPLEX One simple price Free hardware Easy for Mom & Pop SMBs
7. © 2019 TWILIO INC. ALL RIGHTS RESERVED. New communications channel
8. © 2019 TWILIO INC. ALL RIGHTS RESERVED. WHOM TO SELL?
9. © 2019 TWILIO INC. ALL RIGHTS RESERVED. Complete solution
10. © 2019 TWILIO INC. ALL RIGHTS RESERVED. Complete economic solution $ $ $ $ $ $
11. © 2019 TWILIO INC. ALL RIGHTS RESERVED. Opportunity size $ $ $ $ $ $
12. © 2019 TWILIO INC. ALL RIGHTS RESERVED. CARRIERS vs. CUSTOMERS Fewer competitors Default solution Unmatched capabilities
13. © 2019 TWILIO INC. ALL RIGHTS RESERVED. HOW TO SELL?
14. © 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
15. © 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
16. © 2019 TWILIO INC. ALL RIGHTS RESERVED. PMM AS A STRATEGIC ORG
17. © 2019 TWILIO INC. ALL RIGHTS RESERVED. MAKE ‘THINKING BIG’ A HABIT
18. © 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
19. © 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
20. THANK YOU
21. © 2019 TWILIO INC. ALL RIGHTS RESERVED. LEGAL vs. ILLEGAL Freemium Convenience Access
22. © 2019 TWILIO INC. ALL RIGHTS RESERVED. Free! No advertisements Expand via mobile# USERS vs. REVENUE
23. © 2019 TWILIO INC. ALL RIGHTS RESERVED. New analytics market