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Business Growth Strategy - new design

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Prezi David Hooker

on 5 December 2018

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Transcript of Business Growth Strategy - new design

Prezi for
BUSINESS
GROWTH
STRATEGY
2015

WHO ARE WE?
MUL, Teams, Groups, B2B,...?#!$@??
How do others think about team licenses?
Google Apps
SurveyMonkey
Dropbox
G
SM
DB
CURRENT
VS
FUTURE
HOW?
Let's make it RAIN
In sales, we pray for rain
Who are the majority of our customers..
Departments
in Enterprise businesses:
• Sales
• Marketing
• Training
• Executives
• Marketing Automation

• Scaled Sales

• Customer success
"for business"
Biggest competitor
is SUL
Clear differentiation
and value propositions for team licenses
(end user & buyer)
• Team Collaboration
• Private Reuse
• Admin controls
• Privacy
• Security
• Offline
• New PM
• New Marketing lead
• Research trip (Aug)
• Develop roadmap
CURRENT STATUS
FEATURES
PRODUCT DEVELOPMENT
SALES AND MARKETING
HIGH VELOCITY SALES MODEL
• High deal volume
• Low average sales price
• Scaled sales and self
service/online model
• Invest in sales dev, inside
sales, and customer
success
Our vast user base
40M and growing!
OUR CONTRIBUTION TO THE RAIN
EARLY ADOPTERS
STUDENTS
NON PROFIT
PERSONAL
EXECUTIVES
TEACHERS
STEVIES
MARKETING
SALES REP
BUSINESS EVANGELIST
• Indirect
channels
(Resellers)
• SMB
• Mid Market
• Enterprise
• EDU
• Non Profit
• Personal
Goal:
Grow partner channel sales

Who:
Partner manager, product marketing (B2B)
Goal:
Leverage marketing to automate nurture process and send qualified leads to sales or push to online purchase

Who:
Product Marketing (B2B), sales,
Exact Target
Transactional
nurture/emails
Goal:
Ensure success of business users. Expand teams

Who:
Customer Success Team
Goal:
Accelerate adoption and close small teams (4-5)

Who:
Sales Team (sales development, inside sales)
SALESFORCE
(SALES
CRM)
LEAD SCORING TOOLS
MARKETING AUTOMATION (PARDOT)
Website interaction
Targeted assets
Campaigns
Blogs
Case studies,
Whitepapers
ie. Infer
Consumers
EDU (B2C)
Businesses (B2B)
Business Individuals (SUL)
Small teams (MUL)
Expand Teams (MUL++)
TRIALS
WEBSITE VISITORS
ACTIVE USERS
WEBINARS
LOW TOUCH
HIGH TOUCH
PARTNERS
Approach
Leverage existing funnel
Identify business users early on with high potential
Intervene early to help with individual and team adoption Create an early advocate/evangelist
Invest in Customer Success to increase team size
SUL and Free (individuals)
MUL (businesses) with average group size: 4-5
Expand MUL (businesses) to
Average group size: 20-50
EDU
GOV'T
SMBs
MM & Enterprise
2%
11%
24%
62%
Let's look at some hard data

Top-down
CIO driven
1000+ seats

Bottom-up adoption
< 100 seats
ASP: <$10,000
ENTERPRISE
"Full"
ENTERPRISE "Lite"
STEVIE
Key requirements:

• Team collaboration and reuse
• Privacy, control, and security
• Expect higher touch
• Onboarding and training

Not in scope:
Full Enterprise Deployment - C-level execs driving top-down full Enterprise adoption.
TARGET MARKET
Departments in Enterprise businesses (sales, marketing)
Bottom-up approach
"Enterprise Lite"
(good inbound leads...)
for Business
for Business
for Enterprise
Full transcript