Building for fast growth in a global team

Daniella Bellaire, Head of Global Revenue Enablement at Shopify, gave this talk at the Revenue Acceleration Festival in March 2021.

1. Daniella Bellaire, Global Head of Revenue Enablement Building for Fast Growth in a Global Team
2. Shopify is a leading multi-channel commerce platform. 2006 Platform Released $2.9B Revenue (Last 12 months) 6,000 Apps in our App Store ~$277B Total Sales on Shopify by Merchants (Cumulative as of 4.9 million Merchant Staff Accounts (December 31, 2019) +1.7M Merchants — in — ~175 Countries 7,000+ Employees At a Glance 42,200 Partners who have referred at least one merchant to Shopify in the last 12 months $230M Paid out in 2020 to partners by Shopify for apps benefiting our merchants December 31, 2020) (December 31, 2020) (December 31, 2020)
3. Rest of the World 16% Revenue (vs. 15% in 2019) 30% Merchants (vs. 29% in 2019) * Revenue and merchants as at December 31, 2020 Canada 6% Revenue (vs. 6% in 2019) 6% Merchants (vs. 6% in 2019) USA 67% Revenue (vs. 68% in 2019) 50% Merchants (vs. 52% in 2019) Australia 4% Revenue (vs. 4% in 2019) 6% Merchants (vs. 6% in 2019) UK 7% Revenue (vs. 7% in 2019) 8% Merchants (vs. 7% in 2019) We are growing globally
4. Make some bets, take chances 02 Contents 4 Operational Excellence 01 03 Culture and Career 04 05 Building a Global team 06 Q&A Tech and tooling
5. Culture Capacity Building the team Capability
6. 6 Building the team - When building revenue teams globally, re-think your hiring profile by Region and the skills you want to add to your teams. - Hiring for experience vs potential or acquiring new skills - Diversity in hiring - Investing in junior talent - Distributed Global team - Great “first impression” - Onboarding and ramp
7. 7 Onboarding the team • Foundational 2-week Global onboarding ◦ Culture ◦ The business ◦ Market ◦ Merchants ◦ Tooling ◦ Building a store • Craft 2-week program ◦ How to do the job skills ◦ Tactical job specific training ◦ Job shadowing/ practice ◦ Mentorship ◦ Understand the Regional/ Market nuances • Ramp up to impact 90-days ◦ Tied to business metrics and outcomes that vary by role
8. 8 Operational Excellence - Global standards with Regional agility - Global teams can play a massive role in setting the tone for the company and their craft or discipline. In order to scale fast the growth needs to be rooted in foundations and enablement plays a big role in this. - Tech infrastructure - Tooling - Training on core skills - Data and reporting structure to measure like for like - Content library for consistent messaging - cross -functional collaboration best practices Tooling to do some of this at scale….
9. 9 Invest in the Tech Stack
10. 10 Make some bets, take chances - Fail fast, fail often - In order to grow fast, you need to run experiments - New verticals, messaging, positioning etc. - Make some bets and see what can scale.
11. 11 Culture and Career - Build a culture where people feel invested in the greater mission and vision - Give autonomy to make decisions and encourage learning - Failure in a high growth environment should be encouraged as it’s an opportunity to learn - Have career conversations and getting 40% better conversations rooted in your culture- the concept of re-qualifying for your role each year. - We talk about career as a jungle gym- allow for Global movement and encourage/ foster talent development - We encourage moving across teams, product lines, disciplines, roles.
12. Q&A
13. Daniella Bellaire Global Head of Revenue Enablement at Shopify LinkedIn.com/daniellabellaire Thank you.