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Business Growth Strategy - Board Meeting Aug 21

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by

Prezi David Hooker

on 5 December 2018

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Transcript of Business Growth Strategy - Board Meeting Aug 21

Business Individuals (B2B)
B2B Marketing
Automation
Sales
(sales dev, inside sales)
Goal:
Accelerate adoption and close small teams (4-5)
Channel/Reseller
Partner Manager
Goal:
Grow partner sales
Consumer Individuals (B2C)
Marketing
EDU, Non Profit, Personal
SMB, MidMarket, Enterprise
Customer Success
Goal:
Ensure success of team licenses. Expand teams
Upgrades, Retention
Exact Target
Transactional emails/outreach
TRIALS
WEBSITE VISITORS
ACTIVE USERS
WEBINARS
Prezi for
Business
Growth
Strategy

PRODUCT DEVELOPMENT
Qualified leads only
TARGET MARKET
Departments in Enterprise businesses (sales, marketing)
Bottom-up approach
"Enterprise Lite"
EDU
GOV'T
SMBs
MM & Enterprise
2%
11%
24%
62%
A sample size of existing team customers....

Top-down
CIO driven
1000+ seats

SMB
ENTERPRISE
"Full"
ENTERPRISE "Lite"
STEVIE
(Not in Scope)
"for business"
Research trip
Roadmap development
CURRENT STATUS
FEATURES
Private Reuse
Privacy & Security
Team Collaboration
Admin Controls
New PM
New B2B marketing lead
LEAD SCORING TOOLS
ie. Infer
SALESFORCE
(SALES CRM)
MARKETING AUTOMATION (PARDOT)
Website interaction
Targeted assets
Campaigns
Blogs
Case studies,
Whitepapers
SALES & B2B MARKETING
STUDENTS
NON PROFIT
PERSONAL
EXECUTIVES
TEACHERS
MARKETING
SALES REP
TRAINING REPS
BUSINESS EVANGELIST
SUL and Free (individuals)
Small business teams - average group size: 4-5
Expand business teams
Group size: 10+
Identify business users top of funnel
Funnel Management - Segment
Intervene early.
Create advocates
Close small teams
Nurture relationship and expand
Team licenses start from a prezi advocate (SUL)
Observations and Learnings
Company benchmarks:
1:1s & VC summits: all early in journey working to "crack the nut"
Move up the funnel...tap into the large # of users interested
Businesses have different expectations...segment!
Traditional enterprise sales not feasible given low ASP
Departments in Enterprise businesses
Bottom-up approach
Full transcript