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.
   

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2. © 2019 TWILIO INC. ALL RIGHTS
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   Icons made by Srip from www.flaticon.com
   What? Whom? How?
   GTM strategy
   

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3. © 2019 TWILIO INC. ALL RIGHTS
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   WHAT TO BUILD?
   

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4. © 2019 TWILIO INC. ALL RIGHTS
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   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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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
   

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6. © 2019 TWILIO INC. ALL RIGHTS
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   SIMPLE vs. COMPLEX
   One simple price Free hardware Easy for Mom & Pop SMBs
   

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   New communications channel
   

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   WHOM TO SELL?
   

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   Complete solution
   

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10. © 2019 TWILIO INC. ALL RIGHTS
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    Complete economic solution
    $
    $
    $
    $
    $ $
    

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    Opportunity size
    $
    $
    $
    $
    $
    $
    

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    CARRIERS vs. CUSTOMERS
    Fewer competitors Default solution Unmatched capabilities
    

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    HOW TO SELL?
    

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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
    

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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
    

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16. © 2019 TWILIO INC. ALL RIGHTS
    RESERVED.
    PMM AS A STRATEGIC ORG
    

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17. © 2019 TWILIO INC. ALL RIGHTS
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    MAKE ‘THINKING BIG’ A HABIT
    

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18. © 2019 TWILIO INC. ALL RIGHTS
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    1
    Build a team
    Gain valuable thinking time
    Own data & insights
    Become the business expert
    2
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    RESERVED.
    Be proactive
    Bring new ideas to the table
    3
    Empower yourself and your team
    

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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
    

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20. THANK YOU
    

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21. © 2019 TWILIO INC. ALL RIGHTS
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    LEGAL vs. ILLEGAL
    Freemium Convenience Access
    

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    Free! No advertisements Expand via mobile#
    USERS vs. REVENUE
    

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23. © 2019 TWILIO INC. ALL RIGHTS
    RESERVED.
    New analytics market
    

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