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NETFLIX'S Balanced Scorecard

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by Julie Dobek on 28 August 2013

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Transcript of NETFLIX'S Balanced Scorecard

Customer
Financial
Perspective
Be Big First
Internal Business
Matrix Partners preso!
Harvard Business Review
How to lower the cost of enterprise sales?
Companies Die
Others Adapt...
98%
Market Cap is
Dropping
Volume of Members is increasing
Result...
However...
BCOV S1
How did it
$
$
$
$
$
$
$
BiG?
traditional marketing &
sales functions
Let the Internet take over
structure CAC to win logo's
structure to grow business
The Cost to Acquire a Customer (CAC) exceeds the Life Time Value (LTV) a customer brings us.
This is my third go-around selling to large enterprises, SkyStream, Kontiki and now Qumu.

I like to explain to you the problem the way I see it, the changes I suggest to avoid making the same mistake again. and
Travels to Clients
Existing
clients
Great Customer Use Experience
Increase Use
Increase Use-Case
Increase Seats
$
$
$
$
$
$
$
$
$
$
$
Traditional HW/SW sales In the Enterprise
$
$
$
Leads
Leads
Leads
Leads
Leads
Leads
Leads
Leads
Leads
Increase Conversion Rate
Understand and Match to Architecture
Negotiation on price+time vs. value
Successful Deployment
Leads
SaaS Funnel works in reverse
`
Need for Professional Services, Customer Service and a customer success Manager
Team consists of Inside Sales, Account Managers and Sales Engineers
Focus: Great experience from
sales to successful deployment
Marketing Plan
To build a campaign around your existing clients and treat them as the peers of your future clients!
Lead Gen Plan
Build Brand name online, heavily market a 30 day free-demo enabling us to get low CAC!
leads to
leads to
Takes a lot of money!
Tools
Organize
Latest in asynchronous selling tools
Customer Success!
Click here
Moving into the cloud
20th Century
21st Century
Moving to the shop
$288 Million
NETFLIX'S
Juliette Boussier / Julie Dobek / Maxime Giaubert
Yves-Marie Heurté / Maxime Theillet

BALANCED SCORECARD
$9.18 Billion
2002
2012
4067 %
in 10 years
Perspective
Perspective
get so
Learning & Growth
Perspective
UNIQUE
BUSINESS
MODEL
Employee retention rate employee satisfaction




Revenue per employee a key to attract the best




Employee productivity efficacy of employees




Performance management system Employees rating
75 % high turnover, low employees satisfaction
salaries 15 % above the market
Hours are not tracked, unique vacation policy
Absence of a performance management system,
linked to the high turnover
COULD DO BETTER
HUDGE MARGIN
Objective: Stabilization of Domestic Streaming
Augmentation of Internat. Streaming
$50 millions
Objective: no more than 50% in Internat. Streaming
Limit = - 150
Q2 2012
Objective: Limit = - 150 million
To Conclude...
Wait to Break Even in the Int'l Sector and Then Penetrate the Spanish Market
EXTERNAL GROWTH STRATEGY
Maintain Low Prices, DO NOT HIGHER
INCREASE CUSTOMER
SATISFACTION
Performance Management System
a tool to develop and train employees,
allowing to following their evolution.
1
2
3
THANK YOU
FOR WATCHING US
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