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Christina Kopka: Technical-ish: How to Build Su...

Turing Fest
July 22, 2024
9

Christina Kopka: Technical-ish: How to Build Successful Revenue Teams at Highly Technical Organisation

"Product-led growth is the holy grail of customer acquisition and expansion for most technical companies but often falls short of generating the revenue turnover needed to truly scale.

This talk explores ways that product-led companies can build credible revenue teams for technical buyers and covers practical strategies for introducing a human touch to revenue growth. This will be presented through the lens of consumption/usage growth and is mostly designed for Customer Success and Sales leaders with an eye towards founders in this space as well. "

Turing Fest

July 22, 2024
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Transcript

  1. About me: Born in New Jersey - it’s actually a

    nice place Built my career from Series D through post-IPO at Twilio, now at Watershed Held roles across almost every function in go-to- market orgs (except marketing)
  2. Lead with documentation & quickstarts 1 Customers tend to build

    rather than buy 2 4 Technical target audience 3 5 Technical, product -led organisations: B2B Product/Engineering led culture
  3. What I hope you’ll take away from our time together

    today: 1 2 3 Ideas for building a whole-company revenue culture Ideas for how to build a revenue model How to find the right revenue people
  4. Let your product lead the way Systems for signal Everybody

    Blend, baby, blend Revenue team acts on signal Seek and ye shall find Revenue team creates signal Midmarket Enterprise
  5. Let your product lead the way Systems for signal Blend,

    baby, blend Revenue team acts on signal Seek and ye shall find Revenue team creates signal Product + Engineering Everybody Midmarket Enterprise
  6. SDRs, Inbound BDRs, Outbound Commercial AEs Whale hunters/Enterprise AEs Product

    Support Account Managers Revenue Acquisition Revenue Expansion Outbound Mid-market AEs Sales Engineers/Solution Architects Customer Success Managers Technical Account Managers Professional Services
  7. Shared post-mortem exercises 1 Product team deal sponsorship 2 Customer

    advisory boards 4 Technical team embeds 3 Shared quarterly reviews 5 Structural Practices
  8. Own the Ticket days 1 Shared hackathons 2 All Hands

    meetings 4 Earn your “track jacket” 3 “Show and Tell” 5 Cultural Practices
  9. In Summary 1 2 3 Cultural practices are the glue

    that holds this together - commit to them with consistency Revenue is everyone’s responsibility - build your model on this principle Hiring the right kind of GTM folks is the key to success at each stage of growth