Jeff Lawson, unSEXY Presentation

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Jeff Lawson, Twilio @unSEXY August 9, 2012

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  • CIO, Committee\nRFP\nBake Off\nWebex, Conf Calls\nSales Engineers\n...\n
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  • High BS Filters ... very skeptical\n
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  • ROGER PINCOMB\n
  • High BS Filters ... very skeptical\n
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  • Inverting tradtiional sales\n
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  • Jeff Lawson, unSEXY Presentation

    1. Inverting Enterprise Sales twilio Jeff Lawson www.twilio.com jeff@twilio.com @twilio @jeffiel
    2. vs.Traditional Enterprise Sales
    3. *!&
    4. *!&
    5. *!&
    6. Talking to DOers
    7. the Enterprise
    8. the Enterpriseis not your customer
    9. the Enterprise is not your customer(people are your customers)
    10. Talking to DOers
    11. Mating Calls
    12. The Tour
    13. Published Pricing
    14. Sign Up
    15. Tell them WHAT IT DOES
    16. Tell them WHAT IT DOESTell them WHAT IT COSTS
    17. Tell them WHAT IT DOESTell them WHAT IT COSTS Let them USE IT!
    18. No shenanigans.
    19. Seem OBVIOUS ?
    20. * Jeff’s Rule of Enterprise Software
    21. * Jeff’s Rule of Enterprise Software“The buying timeline is inverselyproportional to the multicultural intensity of the photos.”
    22. * Jeff’s Rule of Enterprise Software
    23. Withhold information from “Enterprises”Give information to DOers
    24. Consumerization of IT
    25. Don’t you just LOVE that SDK?
    26. Don’t you just LOVE that SDK?Does it come in Ruby?
    27. Enterprise DOers
    28. adoption funnel PRIVILEGED & CONFIDENTIAL
    29. marketingadoption funnel PRIVILEGED & CONFIDENTIAL
    30. marketingadoption funnel website visitor PRIVILEGED & CONFIDENTIAL
    31. marketingadoption funnel website visitor SIGNUP PRIVILEGED & CONFIDENTIAL
    32. marketingadoption funnel website visitor SIGNUP PAY! PRIVILEGED & CONFIDENTIAL
    33. marketing }adoption funnel website visitor self service SIGNUP PAY! PRIVILEGED & CONFIDENTIAL
    34. marketing }adoption funnel website visitor self service SIGNUP PAY! Full Service PRIVILEGED & CONFIDENTIAL
    35. marketing }adoption funnel website visitor self service SIGNUP PAY! Full Service Sales PRIVILEGED & CONFIDENTIAL
    36. Inverting Traditional Sales
    37. Inverting Traditional Sales Success,then transaction.
    38. Attract DOers
    39. Attract DOersGet OUT OF THEIR WAY
    40. Attract DOers Get OUT OF THEIR WAYDon’t forget FULL SERVICE
    41. twilio www.twilio.com @twilioJeff Lawsonjeff@twilio.com@jeffiel

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