AWS Partner Techshift - Building Successful GTM Strategy For the US Market (스톰벤처스 남태희 대표)
Post on 15-Apr-2017
349 Views
Preview:
Transcript
Building Successful GTM Strategy
For the US marketTae Hea Nahm | Managing
Director
Tae Hea Nahm: Co-founder of Storm Ventures
Building Enterprise Leaders
Tae Hea Nahm of Storm Ventures: A Believer and a Skeptic in One
Secrets Of An Investor Who Built Two Unicorns
Building Enterprise Leaders
Market Leaders by
Solving the GTM
Enterprise Sector
Concentration
First/Early Investor
Repeated SuccessBuilds
Storm Brandand Platform
Financial Returns
16 years
5 funds
1 vision
Building Enterprise Leaders
Market Leaders by
Solving the GTM
Enterprise Concentration
First/Early Investor
Repeated SuccessBuilds
Storm Brandand Platform
Financial Returns
Marketing Sales Finance/Support
HR Eng Verticals
Lexigram
Security
Infrastructure
*
*
*
*
*
* **Exited
Storm Enterprise Concentration
GTM Disruption
Relationship Selling
Experienced Sales Rep
Digital GTMRepeatablePredictable
Scalable
Other Platforms
Want to buy
Potential Customers
ExperienceNurture CloseWant to
buy CloseProspecting(rolodex)
Pote
ntia
l Cus
tom
ers
Traditional GTM: relationship
Nurture CloseWant to buy Close
Scalable Predictable Repeatable
Demand Generation
CRMAccount Based Marketing
Digital GTM
Pote
ntia
l Cus
tom
ers
Plat
form
Nurture CloseWant to buy
Demand Generation
Potential Customers
CRM
Storm Investments in Digital GTMAccount Based
Marketing
Pote
ntia
l Cus
tom
ers
Plat
form
NurtureWant to buy Close
Pote
ntia
l Cus
tom
ers
Targeted Outbound: social
NameWho buy?Why buy? Pain & solutionHow contact? Social and Platforms
Platforms
Plat
form
NurtureWant to buy Close
Nurture Close
Name Why buy? Pain & solutionWhere to learn? Search and Platforms
Platforms
Inbound: Customer opt in
Pote
ntia
l Cus
tom
ers
Plat
form
NurtureWant to buy Close
Fly fishing at scalePote
ntia
l Cus
tom
ers
Marketing AutomationSend content (eBook, video) personalized for that customer
when and where the customer wants it
Name LeadsPl
atfo
rm
Win
Pote
ntia
l Cus
tom
ers NurtureWant to
buy CloseName Leads
Why buy from me today?
Plat
form
Win
CRMCustomer Records
Sales Process
Pote
ntia
l Cus
tom
ers NurtureWant to
buy CloseName Leads
Why buy from me today?Repeatable sales process • Same Who Buy? Why Buy? • How Sell? (Playbook, Customer org)Predictable GTM model• Win rate and average sales cycle• Pipeline• Sales quota (billings/rep-month)Pl
atfo
rm
Win
CRMCustomer Records
Sales Process
Pote
ntia
l Cus
tom
ers NurtureWant to
buy CloseName Leads
Who buy?Why buy? Pain & solution
Why buy from me today?Repeatable sales process • Same Who Buy? Why Buy? • How Sell? (Playbook, Customer org)Predictable GTM model• Win rate and average sales cycle• Pipeline• Sales quota (billings/rep-month)Pl
atfo
rm
Sales(Repeatable Close; win
rate)Marketing
(Lots of qualified leads) Customer Success(Happy Customers;
NPS)
Who Buy? Target Profile ・ Champion・ Approvals?• Active User Title• Budget holder title
Why Buy? Pain and Solution • Wow• Counter competition
• Describe and Discuss Pain and Solution
• Reporting Metric• Favorite screen
How Sell? Where buyers learn about thePain and Solution
• Reference• Easy for the customer
• Public references, case study• Referrals
Fundamental GTM Blocks
Sales(Repeatable Close; win
rate)Marketing
(Lots of qualified leads) Customer Success
(Happy Customers; NPS)
Who Buy? Target Profile ・ Champion・ Approvals?• Active User Title• Budget holder title
Why Buy? Pain and Solution • Wow• Counter competition
• Describe and Discuss Pain and Solution
• Reporting Metric• Favorite screen
How Sell? Where buyers learn about thePain and Solution
• Reference• Easy for the customer
• Public references, case study• Referrals
Aligning all the GTM Blocks with the Wave
Awareness UrgencyThe Wave
Surfing GTM
Repeatable Close
Happy Customers
Wave
Lots of Leads
How AWS helps our GTM?
Why does MobileIron use AWS?
Attribute Benefit
Cost effective & fast go-to market
No data center buildout; no machines to buy; pay Amazon as you growRespect data sovereignty by choosing in-country AWS regionsMultiple zones per region for high availability, while keeping data locallyScalable deployment model allows us to grow with customers
Inherit security features from AWS
Physical & logical access controls protect infrastructureEasily enabled data at rest encryption protects customer data stored in AWSCountry-specific certifications provide confidence for non-US customersPre-certified infrastructure speeds MobileIron’s certification process
AWS Certifications
Why does MobileIron use AWS?
• Thousands of MobileIron (MI) Cloud Tenants hosted in multiple AWS Regions• Leverages AWS global infrastructure
– MobileIron hosts MI Cloud in multiple AWS Regions (or locations) around the world– MobileIron Site Reliability Engineering Team manages MobileIron Cloud from US and India
• Leverages AWS services– MobileIron creates AWS templates for simplified deployment model– AWS Server Snapshots provide easy roll back– Amazon DNS simplifies DNS updates
AWS Regions:
MI Cloud ✓ ✓ ✓ ✓MI Cloud (FedRAMP Compliant) for US Federal customers ✓
MI Access ✓ ✓
FedRAMP Moderate
Smaller Storm Ventures US Startup - Tech Stack
Non AWS Tech StackTime Centric Database
Communication Tools AWS Tech StackCloudFormation
LambadaAPI Gateways
Kinesis StreamsS2 BucketsIAM Roles
AWS Cloud
RedshiftPostgresLogstashCredstash
Data Pipeline serversElastic Map Reduce
How AWS helps GTM?
• Rapid Innovation
• Customer Acceptance– Data sovereignty– Security– Scalability– Integration
• Lowest Cost Long Term
• AWS Marketplace
• US M/A and partnering
Building Enterprise Leaders
Market Leaders by
Solving the GTM
Enterprise Sector
Concentration
First/Early Investor
Repeated SuccessBuilds
Storm Brandand Platform
Financial Returns
Korean SaaSRight tech stack (AWS)
5+ US customers (small $ ok)
Early Digital GTM (website)CEO frequent USA
Building Enterprise Leaders
Market Leaders by
Solving the GTM
First/Early Investor
Repeated SuccessBuilds
Storm Brandand Platform
Financial Returns
Enterprise Concentration
top related