Just an interview prep for new role at Twilio.

1. AGENDA
1. About Me
1. Why Twilio?
1. Twilio Magic Alignment
1. 30/60/90 Plan
1. Prospecting Process

2. About Me

3. About Me

4. Sasin Graduate
School of Business
Masters Degree in
International Business
Icon Manufacturing
Project Executive
Fine Food Experts
Supply Chain Manager
Salesforce.com
Account Executive
About Me

5. Why Twilio?

6. Why Twilio?
●Technical
○ Challenge myself to new products and solutions
that are essential in the “New Normal”
●Engagement
○ Dive deeper into conversations around APIs and
CPaaS
○ Engage with new personas
●Career Roadmap
○ Right step in career goals in Tech Consultancy
●People
○ Exposure to new people and ideas
○ Attract talent like Darmawan
Personal Company
●Rapid Growth
○ Twilio 50-55% YoY growth in Revenue ($1.7Bn 2020)
○ Darmawan’s team one of the top achievers
●Be on the Boat
●Twilio as a Company
○ Stock tripled from beg 2020
○ State of Customer Engagement
○ 54% reported increase in digital interactions
○ 63% reported increase in digital touchpoints
○ 90% reported greater customer insights from
customer engagement
○ 220k+ companies building on Twilio
○ 1 Trillion Interactions on Twilio
○ Strong brand with flexibility to allow companies to
focus on creating their apps that can address the
different channels

7. Twilio Magic Alignment
How We Act
Empower Others
Unleash human potential
through humility
No Shenanigans
Always act in an honest,
direct and transparent way
Be an Owner
Know your business in
every detail
*My SF Business
● Listen to internal stakeholders
● Work with the customer i.e.
Suanluang
● Clear communication with
customers
● Internal Conflicts

8. Twilio Magic Alignment
How We Make
Decisions
Wear the Customer’s
Shoes
Spend time to understand
the customer through
shared perspectives,
empathy and trust building
Write it Down
Complex businesses
require straightforward and
clear communication
Ruthlessly Prioritize
Break down complex
problems and provide
clarity in the face of
uncertainty
● My daily planning
● My annual planning
● Planning deadlines with
customers i.e. Vespa
● Running my own company
● EDEN i.e. Vespa Workshops,
Suanluang Workshops
● Expectations setting
● MCP’s
● Recaps
● Follow-up

9. Twilio Magic Alignment
How We Win
Be Bold
Think big and outside the
box! Be creative and
pursue interesting ideas
Draw the Owl
There’s no instruction
book. Look at problems
from different angles to
ensure all bases are
covered
Don’t Settle
Expect the best from
yourself and others
Be Inclusive
Build diverse teams with
different POVs
● Running my own company
● Partner Pairing Pipegen
● Developing dream team i.e.
Bitkub
● Develop POVs
● Read between the lines of what
the customer is saying: Vespa
Updates
● Need vs. Want
● Be persistent! Make sure to try
everything i.e. Endomend
(unsuccessful)
● Adjusting the Timeline: AUA

10. Draw the Owl
WIN STORY - Managing Timeline
● AUA Language Learning Center
● Dinosaur amongst learning
● Digitize lead management + management visibility
● PROBLEM: Covid + WFH Initiative = Delays
● SOLUTION: Proposed value of starting project now
● Results: -Signed Won 8K ACV / 24K TCV
-Currently running workshops
Don’t Settle
Stripline Message - Unknown Competition
● Endomed is a provider of respiratory systems to ICU care
(Covid 19 rapid growth)
● Did the solution pitch and proposal and got greenlit
● Had access to power but then was assigned right hand to
continue engagement
● Beat out competition
● PROBLEM: Suddenly customer called to say MD is going
with different vendor (HRM) for CRM platform as a tag-on
solution (price)
● Loss access to decision maker
● SOLUTION: Decided to send final email to customer
imploring them to think twice (experience vs. pricing)
● Said if it is not Salesforce due to price premium, at least
explore some other official CRM vendor
● Results: -Lost deal
● Learnings: -Always keep access to power
-Check-in and check-in on checking-in
Leads being submitted by customer now
Ruthlessly Prioritize / Write it Down
Project Delays - Managing Expectations
● Vespa distributor of Vespa in Thailand + Lifestyle brand
● IT Infrastructure overhaul project from WMS, ERP, DMS,
Marketing Automation, and CRM
● CRM + Marketing Automation
● PROBLEM: Customer keeps delaying decision making
process
● SOLUTION: Discussed first what the issues are and why
there are delays constantly (Dec -> Apr -> Jun)
● Realized it was an internal capacity issue (3 projects)
● Said we can assign support for them
● Develop MCP to adhere to detailing deliverables and
deadlines
● Constantly updated and asked for updates
● Whenever hit a snag, allocate contact (role play) / explore
workaround gatekeeper
● Results: -MD guarantee of sign date
-Biggest deal in APAC for
Growth
business segment
-Pulling in marketing automation into
phase 1
-Assigned CRM lead to project
-Expected value of Phase 1 CRM - 110K ACV
-Expected value on Phase 2 MC - 50K ACV
Be Inclusive
WIN STORY PIPEGEN - Partner Collaboration
● Had some success in running webinar with partner
● Repeatable / actionable initiative
● PROBLEM: Funnel was getting sparse in terms of leads
● SOLUTION: Pipegen initiative where AE’s paired with a
partner to penetrate the market together
● Develop industry POV by sub industries + Territory
planning
● Develop quick start packages + align with partners so we
understand budgetaries offered
● Win-Win: Partner gets source leads + Professional
Services and AE gets more pipe + deals won
● Results: x2 deals with this model with x1 of
the deals growing larger than quick-start
package
No Shenanigans
Lead Pass Process - ROE issues
● Internal process had gaps (4 managers)
● Devil vs ROE Angel
● PROBLEM: Accounts + Opptys misalignment = Cases /
Disputes
● SOLUTION: Asked manager if I could reach out to partners
to align
● Results: -BDR now main contact point
-No new Cases / Disputes
Be Inclusive / Empower Others
Workshop - Clarity in SOW
● Suanluang is a Real Estate Developer with 3-4 projects
● Multiple engagements + budgetary already sent
● However customer was still unclear of platform (Salesforce
not OTB for Real Estate)
● PROBLEM: Engagement running around in circles
● SOLUTION: Asked for time commitment from customer to
run workshops
● Shows commitment from their side as well
● Clarify every fine detail before taking the plunge
● Results: Signed for 2 Phases Ramp based on
requirements priority and and budget
constraints
15K ACV / 30K Pro Ser

11. 30/60/90

12. 30/60/90
30 60 90
Tasks:
● Learn about Twilio Platform
● Learn use cases
● Customer types
● Industry related
● Integration related
Understand the Product
Tasks:
● Get to know the team
● Managers
● Team Leads
● AEs
● SE
● BDR
Understand the People
Tasks:
● Internal processes
● Meetings
● Forecasting
● Update cadence
● APp rigour
● Global Sales Policy
Understand the Process
Tasks:
● Territory Planning
● Targeted Accounts
● Industry POVs
● Use Cases
● Current IB
Understand my Business
● Responsibilities Mapping
● Key KPIs
● Develop sales cadences
● Understand when to leverage
relevant resources

13. 30/60/90
30 60 90
Tasks:
● Understand the product
● Understand the people
● Understand the process
● Understand my business
This will be a continuous process
throughout my time at Twilio
Continuation from First Month
Tasks:
● Introduction as AE for current
install base
Touch Base
Tasks:
● Begging setting up calls and
meetings with
● IB
● Tier 1 Accounts
● Tier 2 Accounts
Pipegen
Tasks:
● Set-up 4-5 meetings with
inbound leads
● Meet at least 2-3 IB customers
● Set-up meetings with outbound
prospects for following month
Meetings

14. 30/60/90
30 60 90
Continuation from First 60
Days
Tasks:
● Forecast into Q1, Q2, Q3, Q4 of
2022
Quarterly Planning
Tasks:
● Review Action Plan
● Review “My Business”
Review Learnings
Tasks:
● Meet at least 5 prospects (net
new)
Meetings
Tasks:
● Understand the product
● Understand the people
● Understand the process
● Understand my business
● Touch base
● Pipegen
● Meetings
This will be a continuous process
throughout my time at Twilio

15. Prospecting Process
Engage
Contacts
Account
Industry
Service:
Personalized support at
scale
Marketing:
Deliver the right message at every
step of the customer journey
Operations:
Increase efficiency with
coordinated communications
Healthcare:
Transform the way you care
for patients
Hospitality:
Provide personalized guest communications
Financial Services:
Engage clients with convenient and
secure communications
Real Estate:
Reach buyers and sellers
when it matters most
Retail:
Make every customer
conversation count
Use Cases:
How relevant customers
leverage Twilio
Solutions:
Relevant products based on their
comm channels:
Programmable SMS / voice, Twilio Flex,
Twilio Sendgrid
Customer:
Target developers and IT
Partners:
Outbounding activities and
leads sharing
Networks::
Ex-colleagues in Tech
industry and personal
Develop POVs
Assess where we can fit
Find the relevant POC
Craft the message

17. Thank
You
Yosathorn Pamon-Montri
yosathorn.pmontri@gmail.com
66 6945 1423
65 9003 5114
LINE: yoso_sfdc