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NETFLIX'S Balanced Scorecard
Julie Dobekon 28 August 2013
Transcript of NETFLIX'S Balanced Scorecard
Be Big First
Matrix Partners preso!
Harvard Business Review
How to lower the cost of enterprise sales?
Market Cap is
Volume of Members is increasing
How did it
traditional marketing &
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
Great Customer Use Experience
Traditional HW/SW sales In the Enterprise
Increase Conversion Rate
Understand and Match to Architecture
Negotiation on price+time vs. value
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
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!
Takes a lot of money!
Latest in asynchronous selling tools
Moving into the cloud
Moving to the shop
Juliette Boussier / Julie Dobek / Maxime Giaubert
Yves-Marie Heurté / Maxime Theillet
in 10 years
Learning & Growth
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
Objective: Stabilization of Domestic Streaming
Augmentation of Internat. Streaming
Objective: no more than 50% in Internat. Streaming
Limit = - 150
Objective: Limit = - 150 million
Wait to Break Even in the Int'l Sector and Then Penetrate the Spanish Market
EXTERNAL GROWTH STRATEGY
Maintain Low Prices, DO NOT HIGHER
Performance Management System
a tool to develop and train employees,
allowing to following their evolution.
FOR WATCHING US