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Jeff Lawson, unSEXY Presentation

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Jeff Lawson, Twilio @unSEXY August 9, 2012

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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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