Developer-Focused Go-To Market with Arthur Johnson and Yasmin Razavi
b'Arthur Johnson (@98arthurj), VP at Pure Storage and formerly of Twilio, joins Erik and co-host Yasmin Razavi (@yasminrazavi), GP at Spark Capital.
They discuss:
- Twilio\\u2019s origins as a company for developers by developers and the grassroots efforts they had to spread the world about the company.
- Building a team of developer evangelists and why they initially ignored the mainstream tech press in favor of outlets preferred by developers.
- How they got to half a billion in ARR and shifting to an enterprise go-to-market.
- The \\u201chunter and farmer\\u201d model that they had for their sales team and what that enabled them to do.
- The evolution of the company into other areas and why the skeptics have been proven wrong.
- What he\\u2019s seeing change in the field during the pandemic and how it has impacted the sales motion across companies.
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