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Building for fast growth in a global team

Building for fast growth in a global team

Daniella Bellaire, Head of Global Revenue Enablement at Shopify, gave this talk at the Revenue Acceleration Festival in March 2021.

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Transcript

  1. Daniella Bellaire, Global Head of Revenue Enablement
    Building for Fast Growth in a
    Global Team

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  2. Shopify is a leading multi-channel commerce platform.
    2006
    Platform Released
    $2.9B
    Revenue
    (Last 12 months)
    6,000
    Apps in our App Store
    ~$277B
    Total Sales on Shopify by
    Merchants
    (Cumulative as of
    4.9 million
    Merchant Staff Accounts
    (December 31, 2019)
    +1.7M
    Merchants
    — in —
    ~175 Countries
    7,000+
    Employees
    At a Glance
    42,200
    Partners who have referred at least one merchant to
    Shopify in the last 12 months
    $230M
    Paid out in 2020 to partners by Shopify for apps benefiting
    our merchants
    December 31, 2020)
    (December 31, 2020)
    (December 31, 2020)

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  3. Rest of the World
    16% Revenue
    (vs. 15% in 2019)
    30% Merchants
    (vs. 29% in 2019)
    * Revenue and merchants as at December 31,
    2020
    Canada
    6% Revenue
    (vs. 6% in 2019)
    6% Merchants
    (vs. 6% in 2019)
    USA
    67% Revenue
    (vs. 68% in 2019)
    50% Merchants
    (vs. 52% in 2019)
    Australia
    4% Revenue
    (vs. 4% in 2019)
    6% Merchants
    (vs. 6% in 2019)
    UK
    7% Revenue
    (vs. 7% in 2019)
    8% Merchants
    (vs. 7% in 2019)
    We are growing globally

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  4. Make some bets, take chances
    02
    Contents
    4
    Operational Excellence
    01
    03
    Culture and Career
    04
    05
    Building a Global team
    06 Q&A
    Tech and tooling

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  5. Culture
    Capacity
    Building the team
    Capability

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  6. 6
    Building the team
    - When building revenue teams globally, re-think your hiring profile by Region
    and the skills you want to add to your teams.
    - Hiring for experience vs potential or acquiring new skills
    - Diversity in hiring
    - Investing in junior talent
    - Distributed Global team
    - Great “first impression”
    - Onboarding and ramp

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  7. 7
    Onboarding the team
    ● Foundational 2-week Global
    onboarding
    ○ Culture
    ○ The business
    ○ Market
    ○ Merchants
    ○ Tooling
    ○ Building a store
    ● Craft 2-week program
    ○ How to do the job skills
    ○ Tactical job specific training
    ○ Job shadowing/ practice
    ○ Mentorship
    ○ Understand the Regional/
    Market nuances
    ● Ramp up to impact 90-days
    ○ Tied to business metrics and
    outcomes that vary by role

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  8. 8
    Operational Excellence
    - Global standards with Regional agility
    - Global teams can play a massive role in setting
    the tone for the company and their craft or
    discipline.
    In order to scale fast the growth needs to be rooted in
    foundations and enablement plays a big role in this.
    - Tech infrastructure
    - Tooling
    - Training on core skills
    - Data and reporting structure to measure like for like
    - Content library for consistent messaging
    - cross -functional collaboration best practices
    Tooling to do some of this at scale….

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  9. 9
    Invest in the Tech Stack

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  10. 10
    Make some bets, take chances
    - Fail fast, fail often
    - In order to grow fast, you need to
    run experiments
    - New verticals, messaging,
    positioning etc.
    - Make some bets and see what
    can scale.

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  11. 11
    Culture and Career
    - Build a culture where people feel invested in the
    greater mission and vision
    - Give autonomy to make decisions and encourage
    learning
    - Failure in a high growth environment should be
    encouraged as it’s an opportunity to learn
    - Have career conversations and getting 40% better
    conversations rooted in your culture- the concept of
    re-qualifying for your role each year.
    - We talk about career as a jungle gym- allow for Global
    movement and encourage/ foster talent development
    - We encourage moving across teams, product
    lines, disciplines, roles.

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  12. Q&A

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  13. Daniella Bellaire
    Global Head of Revenue Enablement at Shopify
    LinkedIn.com/daniellabellaire
    Thank you.

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