Aligning DevRel and Sales for Growth\r\n
- Connecting DevRel & Sales: A Case Study
- Who Twilio Is & How We Got Here
- Twilio Was Built on Developer Love
- Bridging the Gap Between Developers and the Business
- 1. Finding a Unifying Metric
- Developer Community Leads vs. Enterprise Sales Leaders
- The Conjunction of Developer Signups
- 2. Identifying Pivotal Moments
- Breaking Down the Opportunity Journey Analysis
- Developer Sign Ups vs. Enterprise Projects
- Shortening the Fuse: Help, Don't Sell
- 3. Empowering and Training
- Superclass & Engage, Foundry Workshops and Enterprise Hackathons
- 4. Playing to Your Strengths
- Harnessing Your Team's Strengths Without Changing Them
- 5. Scale: Final Thoughts
- You Don't Need an Army
\r\n

",[],"posterFrame",{"_31":137,"_126":4169},{"_128":4170,"_31":130},"image-1146d7488bfa7e0fa355f1a93e3b9ba437ff798f-1850x700-jpg","2020-08-19T10:30:52","slideDeck",{"_31":281,"_126":4174,"_4176":4177,"_40":4178},{"_128":4175,"_31":130},"file-97fae1184ff7e95ef48be3102804e05545ae7673-pdf","fileLink","https://cdn.sanity.io/files/50q6fr1p/production/97fae1184ff7e95ef48be3102804e05545ae7673.pdf","Sara Varni: Aligning DevRel and Sales - Slides",{"_31":596,"_4180":4181},"current","aligning-devrel-and-sales-for-growth-with-twilio-cmo-sara-varni","speakers","speakersWithOrg",[4185],{"_45":4186,"_31":4187,"_4188":-5,"_4189":4190},"1vztLDAFFq","speaker","organization","person",{"_26":4191,"_28":4192,"_29":4193,"_31":4189,"_32":4194,"_4195":187,"_284":4196,"_4188":-5,"_4197":4198,"_4199":4200,"_4201":187},"2022-09-16T03:04:40Z","oTug8j9bB2lUwM6o7JCNgH","QapUzD06bG0ZQfyX8KWK7a","2022-09-16T23:02:26Z","generate","Sara Varni","position","","socials",[],"teamMember","startDate","tags",[4205,4214],{"_26":4206,"_28":4207,"_45":4207,"_29":4208,"_31":4209,"_32":4210,"_284":4211,"_596":4212},"2022-04-29T20:41:45Z","rec6FbRYYXQeIs6z1","sGpx8ZAtjp3y9Udp02Ds2K","tag","2022-06-15T12:10:33Z","Developer Relations",{"_31":596,"_4180":4213},"developer-relations",{"_26":4215,"_28":4216,"_29":4217,"_31":4209,"_32":4218,"_36":4219,"_284":4220,"_596":4221},"2021-09-21T20:59:30Z","tag-55","kFpYkfzWCiYI8xC60oUK9i","2022-09-09T00:12:04Z","Experts provide actionable sales tactics and advice for developer-focused startups.","Sales",{"_31":596,"_4180":4222},"sales","Aligning DevRel and Sales for Growth with Twilio CMO Sara Varni","transcript",[4226,4234,4241,4381,4389,4524,4532,4684,4792,4800,4851,4859,4937,5052,5060,5161,5255,5327,5335,5403,5498,5506,5584,5592,5683,5691,5782,5890,5898,6002,6092,6170,6190,6251,6385,6508,6598,6606,6726,6873,6967,7071,7079,7200,7298,7393,7424,7566,7574,7625,7633,7787,7912,8023,8124,8132,8173,8181,8299,8387,8477,8525,8609],{"_45":4227,"_31":268,"_269":4228,"_277":4233,"_279":696},"61b313536458",[4229],{"_45":4230,"_31":273,"_274":4231,"_163":4232},"61b3135364580",[],"Connecting DevRel & Sales: A Case Study",[],{"_45":4235,"_31":268,"_269":4236,"_277":4240,"_279":280},"2568cdd7b360",[4237],{"_45":4238,"_31":273,"_274":4239,"_163":4198},"2568cdd7b3600",[],[],{"_45":4242,"_31":268,"_269":4243,"_277":4350,"_279":280},"a7e9fbdf5836",[4244,4249,4252,4257,4260,4265,4270,4273,4278,4281,4286,4289,4294,4297,4302,4305,4310,4313,4318,4321,4326,4329,4334,4337,4342,4345],{"_45":4245,"_31":273,"_274":4246,"_163":4248},"a7e9fbdf58360",[4247],"207a83d302801508949d438c68af00c9","My name is Sara Varni, and I'm the CMO at",{"_45":4250,"_31":273,"_274":4251,"_163":966},"a7e9fbdf58361",[],{"_45":4253,"_31":273,"_274":4254,"_163":4256},"a7e9fbdf58362",[4255],"48c6b36290f081b0f44a3faa633c6281","Twilio. I wanted to",{"_45":4258,"_31":273,"_274":4259,"_163":966},"a7e9fbdf58363",[],{"_45":4261,"_31":273,"_274":4262,"_163":4264},"a7e9fbdf58364",[4263],"7d6ebfa8422b1ee2060be0e4bd0ea67d","share with you my learnings from the last three years that I've been at Twilio",{"_45":4266,"_31":273,"_274":4267,"_163":4269},"a7e9fbdf58365",[4268],"f8f4fcf8de7feb714c3fc7cf088e6a06",". A topic that's near and dear to my heart, and that's how",{"_45":4271,"_31":273,"_274":4272,"_163":966},"a7e9fbdf58366",[],{"_45":4274,"_31":273,"_274":4275,"_163":4277},"a7e9fbdf58367",[4276],"7107ab4dac946f6cf9278250e6cf4542","a developer relations team and the sales organization can partner well",{"_45":4279,"_31":273,"_274":4280,"_163":966},"a7e9fbdf58368",[],{"_45":4282,"_31":273,"_274":4283,"_163":4285},"a7e9fbdf58369",[4284],"0a66185b967634d4f997255e5af8725e","together. I hope by the end of this session",{"_45":4287,"_31":273,"_274":4288,"_163":966},"a7e9fbdf583610",[],{"_45":4290,"_31":273,"_274":4291,"_163":4293},"a7e9fbdf583611",[4292],"2e529ce71fd3d0fa028bc00bdf670b88","that you learn something, that there's something",{"_45":4295,"_31":273,"_274":4296,"_163":966},"a7e9fbdf583612",[],{"_45":4298,"_31":273,"_274":4299,"_163":4301},"a7e9fbdf583613",[4300],"53b80cd8df166cccc6b98e864a5b97b9","that gets you excited.",{"_45":4303,"_31":273,"_274":4304,"_163":966},"a7e9fbdf583614",[],{"_45":4306,"_31":273,"_274":4307,"_163":4309},"a7e9fbdf583615",[4308],"8dcd7f969e846b7cb007da6bcb39251e","I think if I had to sum it up, the TL;DR of my three",{"_45":4311,"_31":273,"_274":4312,"_163":966},"a7e9fbdf583616",[],{"_45":4314,"_31":273,"_274":4315,"_163":4317},"a7e9fbdf583617",[4316],"7c86742d61396f6757fe78adc6b5c08b","years is that at the end of the day, these",{"_45":4319,"_31":273,"_274":4320,"_163":966},"a7e9fbdf583618",[],{"_45":4322,"_31":273,"_274":4323,"_163":4325},"a7e9fbdf583619",[4324],"f8d0e728570ee5da90ac8530cd429955","organizations aren't as different from each other fundamentally",{"_45":4327,"_31":273,"_274":4328,"_163":966},"a7e9fbdf583620",[],{"_45":4330,"_31":273,"_274":4331,"_163":4333},"a7e9fbdf583621",[4332],"08a523e9b12594ae5c2b58f98cd7a184","as people might think or people assume.",{"_45":4335,"_31":273,"_274":4336,"_163":966},"a7e9fbdf583622",[],{"_45":4338,"_31":273,"_274":4339,"_163":4341},"a7e9fbdf583623",[4340],"698b33e84aaaf09fb9fb6302f04247c0","Hopefully some of the tips I've learned over the last three years will be helpful,",{"_45":4343,"_31":273,"_274":4344,"_163":966},"a7e9fbdf583624",[],{"_45":4346,"_31":273,"_274":4347,"_163":4349},"a7e9fbdf583625",[4348],"2bdf81d7b8280e4e1eeb49426187060b","but let's just jump into it.",[4351,4355,4357,4359,4361,4363,4365,4367,4369,4371,4373,4375,4377,4379],{"_45":4247,"_31":4352,"_4353":4354},"timestamp","time","00:00:08.550",{"_45":4255,"_31":4352,"_4353":4356},"00:00:12.630",{"_45":4263,"_31":4352,"_4353":4358},"00:00:16.590",{"_45":4268,"_31":4352,"_4353":4360},"00:00:20.350",{"_45":4276,"_31":4352,"_4353":4362},"00:00:24.330",{"_45":4284,"_31":4352,"_4353":4364},"00:00:27.780",{"_45":4292,"_31":4352,"_4353":4366},"00:00:31.590",{"_45":4300,"_31":4352,"_4353":4368},"00:00:35.040",{"_45":4308,"_31":4352,"_4353":4370},"00:00:36.810",{"_45":4316,"_31":4352,"_4353":4372},"00:00:40.320",{"_45":4324,"_31":4352,"_4353":4374},"00:00:43.530",{"_45":4332,"_31":4352,"_4353":4376},"00:00:46.950",{"_45":4340,"_31":4352,"_4353":4378},"00:00:51.000",{"_45":4348,"_31":4352,"_4353":4380},"00:00:55.260",{"_45":4382,"_31":268,"_269":4383,"_277":4388,"_279":696},"cc7700e3edcf",[4384],{"_45":4385,"_31":273,"_274":4386,"_163":4387},"cc7700e3edcf0",[],"Who Twilio Is & How We Got Here",[],{"_45":4390,"_31":268,"_269":4391,"_277":4495,"_279":280},"e5380ec247b1",[4392,4397,4400,4405,4408,4413,4416,4421,4424,4429,4432,4437,4440,4445,4450,4453,4458,4461,4466,4469,4474,4479,4482,4487,4490],{"_45":4393,"_31":273,"_274":4394,"_163":4396},"e5380ec247b10",[4395],"6a07c9751eda757ff81a05c7b074fdf8","Just a little bit about Twilio for people who aren't familiar with the company,",{"_45":4398,"_31":273,"_274":4399,"_163":966},"e5380ec247b11",[],{"_45":4401,"_31":273,"_274":4402,"_163":4404},"e5380ec247b12",[4403],"b5d9505d696cca6cb39c6c32942f2987","we started in 2008 and it started",{"_45":4406,"_31":273,"_274":4407,"_163":966},"e5380ec247b13",[],{"_45":4409,"_31":273,"_274":4410,"_163":4412},"e5380ec247b14",[4411],"835bf5c8cafe52c8eb8251eae7612865","actually when Jeff Lawson Rickrolled someone on the stage of",{"_45":4414,"_31":273,"_274":4415,"_163":966},"e5380ec247b15",[],{"_45":4417,"_31":273,"_274":4418,"_163":4420},"e5380ec247b16",[4419],"f0523944ba93a41ed01b01a2bc09314d","TechCrunch Disrupt, and it started with",{"_45":4422,"_31":273,"_274":4423,"_163":966},"e5380ec247b17",[],{"_45":4425,"_31":273,"_274":4426,"_163":4428},"e5380ec247b18",[4427],"9bc7f8fb8f7655cd3ea1b69703cc5990","a voice API but led to a series of communications",{"_45":4430,"_31":273,"_274":4431,"_163":966},"e5380ec247b19",[],{"_45":4433,"_31":273,"_274":4434,"_163":4436},"e5380ec247b110",[4435],"1af29a99b3ccf67d74c59dafa0a3a259","APIs across a number of different channels from SMS to",{"_45":4438,"_31":273,"_274":4439,"_163":966},"e5380ec247b111",[],{"_45":4441,"_31":273,"_274":4442,"_163":4444},"e5380ec247b112",[4443],"26bf79f56f4f840f83293fb2124fe64a","video, to email. 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",{"_45":5264,"_31":273,"_274":5265,"_163":5267},"a6552e48ed861",[5266],"b5523f25391d11855226a95c37851d9a","\"Alright, how can we really align these two worlds and get people ",{"_45":5269,"_31":273,"_274":5270,"_163":5272},"a6552e48ed862",[5271],"1200d08f9dc8659ce84dfb0e0108f6fb","working together?\" So we all teamed u",{"_45":5274,"_31":273,"_274":5275,"_163":5277},"a6552e48ed863",[5276],"d1a10846ab2e787edd446f10ba1efe63","p, we came at it from both sides, coming at it from a humble perspective of not",{"_45":5279,"_31":273,"_274":5280,"_163":966},"a6552e48ed864",[],{"_45":5282,"_31":273,"_274":5283,"_163":5285},"a6552e48ed865",[5284],"20378c91c0291bff4be6de80a9e09e22","knowing everything that we know about the respective functions, and we decided",{"_45":5287,"_31":273,"_274":5288,"_163":966},"a6552e48ed866",[],{"_45":5290,"_31":273,"_274":5291,"_163":5293},"a6552e48ed867",[5292],"690a835364f2dde54ab8f28d7796ccca","\"What is that intersection of these two 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Also, I",{"_45":5454,"_31":273,"_274":5455,"_163":966},"cbbdbdb740fb11",[],{"_45":5457,"_31":273,"_274":5458,"_163":5460},"cbbdbdb740fb12",[5459],"f0fff97f1f119eb30eb1abd1a38a0676","think a byproduct was just having the conversations about what's",{"_45":5462,"_31":273,"_274":5463,"_163":966},"cbbdbdb740fb13",[],{"_45":5465,"_31":273,"_274":5466,"_163":5468},"cbbdbdb740fb14",[5467],"e6101b520b4865de7430174eb4f9d320","meaningful to these two groups of people and figuring out where",{"_45":5470,"_31":273,"_274":5471,"_163":966},"cbbdbdb740fb15",[],{"_45":5473,"_31":273,"_274":5474,"_163":5476},"cbbdbdb740fb16",[5475],"ecf7d84337eda8d72d70e100a69c6d27","these intersections exist in the first place.",[5478,5480,5482,5484,5486,5488,5490,5492,5494,5496],{"_45":5409,"_31":4352,"_4353":5479},"00:06:11.650",{"_45":5417,"_31":4352,"_4353":5481},"00:06:13.980",{"_45":5425,"_31":4352,"_4353":5483},"00:06:17.260",{"_45":5433,"_31":4352,"_4353":5485},"00:06:20.380",{"_45":5438,"_31":4352,"_4353":5487},"00:06:21.700",{"_45":5446,"_31":4352,"_4353":5489},"00:06:24.700",{"_45":5451,"_31":4352,"_4353":5491},"00:06:27.970",{"_45":5459,"_31":4352,"_4353":5493},"00:06:31.420",{"_45":5467,"_31":4352,"_4353":5495},"00:06:34.570",{"_45":5475,"_31":4352,"_4353":5497},"00:06:38.290",{"_45":5499,"_31":268,"_269":5500,"_277":5505,"_279":696},"c97a04662c11",[5501],{"_45":5502,"_31":273,"_274":5503,"_163":5504},"c97a04662c110",[],"2. 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",{"_45":8325,"_31":273,"_274":8326,"_163":8327},"822dc282d8175",[8305],"For all of these, I would just think about \"What is the digital--?\" O",{"_45":8329,"_31":273,"_274":8330,"_163":8332},"822dc282d8176",[8331],"863ab39d9210ca480b3e2732b6ed0822","f course, sometimes face-to-face interaction, there's",{"_45":8334,"_31":273,"_274":8335,"_163":966},"822dc282d8177",[],{"_45":8337,"_31":273,"_274":8338,"_163":8340},"822dc282d8178",[8339],"b7f1d74ca46f82307e9fd6b30ceb7580","nothing that can replace it.",{"_45":8342,"_31":273,"_274":8343,"_163":966},"822dc282d8179",[],{"_45":8345,"_31":273,"_274":8346,"_163":8348},"822dc282d81710",[8347],"8e7d44aea53af8b00e6b2a51cd032a84","But I do think for all of these things you should be thinking about",{"_45":8350,"_31":273,"_274":8351,"_163":966},"822dc282d81711",[],{"_45":8353,"_31":273,"_274":8354,"_163":8356},"822dc282d81712",[8355],"1b2c9890fcd3b6a6dacea7a31ad9f05a","\"How will this transfer digitally, and can it",{"_45":8358,"_31":273,"_274":8359,"_163":966},"822dc282d81713",[],{"_45":8361,"_31":273,"_274":8362,"_163":8364},"822dc282d81714",[8363],"431d5e31d5923c8ab232462e706eb254","scale?\"",{"_45":8366,"_31":273,"_274":8367,"_163":4652},"822dc282d81715",[],[8369,8371,8373,8375,8377,8379,8381,8383,8385],{"_45":8306,"_31":4352,"_4353":8370},"00:21:23.970",{"_45":8314,"_31":4352,"_4353":8372},"00:21:27.330",{"_45":8322,"_31":4352,"_4353":8374},"00:21:30.720",{"_45":8305,"_31":4352,"_4353":8376},"00:21:33.300",{"_45":8331,"_31":4352,"_4353":8378},"00:21:36.630",{"_45":8339,"_31":4352,"_4353":8380},"00:21:39.810",{"_45":8347,"_31":4352,"_4353":8382},"00:21:41.580",{"_45":8355,"_31":4352,"_4353":8384},"00:21:44.910",{"_45":8363,"_31":4352,"_4353":8386},"00:21:47.790",{"_45":8388,"_31":268,"_269":8389,"_277":8459,"_279":280},"176bcb3c72af",[8390,8395,8398,8403,8406,8411,8414,8419,8422,8427,8430,8435,8438,8443,8446,8451,8454],{"_45":8391,"_31":273,"_274":8392,"_163":8394},"176bcb3c72af0",[8393],"384c9250538cce5ac491590fa17293cc","I also encourage you to find",{"_45":8396,"_31":273,"_274":8397,"_163":966},"176bcb3c72af1",[],{"_45":8399,"_31":273,"_274":8400,"_163":8402},"176bcb3c72af2",[8401],"7c9b02e0a831b1322e6796c90df9f7f7","leverage points in your community.",{"_45":8404,"_31":273,"_274":8405,"_163":966},"176bcb3c72af3",[],{"_45":8407,"_31":273,"_274":8408,"_163":8410},"176bcb3c72af4",[8409],"50609872da26148d2963cf716cf70186","We have some people who are so super passionate about",{"_45":8412,"_31":273,"_274":8413,"_163":966},"176bcb3c72af5",[],{"_45":8415,"_31":273,"_274":8416,"_163":8418},"176bcb3c72af6",[8417],"75701862fa4ec312c88a0fcf2935bb23","Twilio, and we have often packaged up some of",{"_45":8420,"_31":273,"_274":8421,"_163":966},"176bcb3c72af7",[],{"_45":8423,"_31":273,"_274":8424,"_163":8426},"176bcb3c72af8",[8425],"6dc224fb1f795f93f0bc080b636251c7","the material that we have. Whether it's that Superclass curriculum",{"_45":8428,"_31":273,"_274":8429,"_163":966},"176bcb3c72af9",[],{"_45":8431,"_31":273,"_274":8432,"_163":8434},"176bcb3c72af10",[8433],"3a7130d69096816368c2f7b35401176a","for some of our big influencers and community members to drive that",{"_45":8436,"_31":273,"_274":8437,"_163":966},"176bcb3c72af11",[],{"_45":8439,"_31":273,"_274":8440,"_163":8442},"176bcb3c72af12",[8441],"88de95d94dffcb55ed55073dd5fc66d0","on their own, so that they can host their own Superclass",{"_45":8444,"_31":273,"_274":8445,"_163":966},"176bcb3c72af13",[],{"_45":8447,"_31":273,"_274":8448,"_163":8450},"176bcb3c72af14",[8449],"3ce2cc0e03904236571e83c909e0559b","or they can even host their",{"_45":8452,"_31":273,"_274":8453,"_163":966},"176bcb3c72af15",[],{"_45":8455,"_31":273,"_274":8456,"_163":8458},"176bcb3c72af16",[8457],"a7cffdb1cef41ca627565759649e2b6a","own virtual hackathon.",[8460,8461,8463,8465,8467,8469,8471,8473,8475],{"_45":8393,"_31":4352,"_4353":8386},{"_45":8401,"_31":4352,"_4353":8462},"00:21:51.020",{"_45":8409,"_31":4352,"_4353":8464},"00:21:52.940",{"_45":8417,"_31":4352,"_4353":8466},"00:21:56.120",{"_45":8425,"_31":4352,"_4353":8468},"00:21:59.570",{"_45":8433,"_31":4352,"_4353":8470},"00:22:03.050",{"_45":8441,"_31":4352,"_4353":8472},"00:22:06.440",{"_45":8449,"_31":4352,"_4353":8474},"00:22:10.160",{"_45":8457,"_31":4352,"_4353":8476},"00:22:13.430",{"_45":8478,"_31":268,"_269":8479,"_277":8514,"_279":2681},"c7a59e726ec8",[8480,8485,8488,8493,8498,8501,8506,8509],{"_45":8481,"_31":273,"_274":8482,"_163":8484},"c7a59e726ec80",[8483],"d9925239e30ec21c6dd7592b2a240ca2","I think you'd be surprised at, especially for people",{"_45":8486,"_31":273,"_274":8487,"_163":966},"c7a59e726ec81",[],{"_45":8489,"_31":273,"_274":8490,"_163":8492},"c7a59e726ec82",[8491],"bfa39f88e1260f4c24e3d252a7f305c2","who have huge brand affinity for you, ",{"_45":8494,"_31":273,"_274":8495,"_163":8497},"c7a59e726ec83",[8496],"b92fd26be8114e94530075cab2416d53","the lengths that they'll go",{"_45":8499,"_31":273,"_274":8500,"_163":966},"c7a59e726ec84",[],{"_45":8502,"_31":273,"_274":8503,"_163":8505},"c7a59e726ec85",[8504],"b4c257fd8d03a91be2d95f2e518c05aa","to, to share what they've been doing with",{"_45":8507,"_31":273,"_274":8508,"_163":966},"c7a59e726ec86",[],{"_45":8510,"_31":273,"_274":8511,"_163":8513},"c7a59e726ec87",[8512],"1fc8aad3b8aeeb84d5921e2df6e7ef27","your products.",[8515,8517,8519,8521,8523],{"_45":8483,"_31":4352,"_4353":8516},"00:22:15.740",{"_45":8491,"_31":4352,"_4353":8518},"00:22:19.130",{"_45":8496,"_31":4352,"_4353":8520},"00:22:22.640",{"_45":8504,"_31":4352,"_4353":8522},"00:22:26.000",{"_45":8512,"_31":4352,"_4353":8524},"00:22:29.420",{"_45":8526,"_31":268,"_269":8527,"_277":8592,"_279":280},"85bf6f4aa905",[8528,8533,8536,8541,8544,8549,8552,8557,8560,8565,8568,8573,8576,8581,8584,8589],{"_45":8529,"_31":273,"_274":8530,"_163":8532},"85bf6f4aa9050",[8531],"b79180352678874aaa656b0c097c6e26","I would just be on the lookout for who those influencers and key",{"_45":8534,"_31":273,"_274":8535,"_163":966},"85bf6f4aa9051",[],{"_45":8537,"_31":273,"_274":8538,"_163":8540},"85bf6f4aa9052",[8539],"aca631078f1f23bf8f0b1e264c6f7b2d","committee members are. Then I",{"_45":8542,"_31":273,"_274":8543,"_163":966},"85bf6f4aa9053",[],{"_45":8545,"_31":273,"_274":8546,"_163":8548},"85bf6f4aa9054",[8547],"b854d104ef6bbf581dc66cf45f260302","always advise people to really think about a \"Train the trainer\"",{"_45":8550,"_31":273,"_274":8551,"_163":966},"85bf6f4aa9055",[],{"_45":8553,"_31":273,"_274":8554,"_163":8556},"85bf6f4aa9056",[8555],"9fdf3da6dc3b0c67c0ceae652a4aa0c7","method. At Twilio our",{"_45":8558,"_31":273,"_274":8559,"_163":966},"85bf6f4aa9057",[],{"_45":8561,"_31":273,"_274":8562,"_163":8564},"85bf6f4aa9058",[8563],"c67be162a6327f4568a26ebb85e0f35d","sales organization is growing much faster than our marketing team, for",{"_45":8566,"_31":273,"_274":8567,"_163":966},"85bf6f4aa9059",[],{"_45":8569,"_31":273,"_274":8570,"_163":8572},"85bf6f4aa90510",[8571],"3086e15ba6fa18d6cf3b2cb5878df5d9","example, or our DevRel team.",{"_45":8574,"_31":273,"_274":8575,"_163":966},"85bf6f4aa90511",[],{"_45":8577,"_31":273,"_274":8578,"_163":8580},"85bf6f4aa90512",[8579],"3e8047d844e93fe1a0e9384e8c05ea5c","So I'm trying to think about ways that I can put this program in the",{"_45":8582,"_31":273,"_274":8583,"_163":966},"85bf6f4aa90513",[],{"_45":8585,"_31":273,"_274":8586,"_163":8588},"85bf6f4aa90514",[8587],"8d36f8f39c79c2a10d1045c8398549b4","hands of other teams that are growing faster than mine.",{"_45":8590,"_31":273,"_274":8591,"_163":4652},"85bf6f4aa90515",[],[8593,8595,8597,8599,8601,8603,8605,8607],{"_45":8531,"_31":4352,"_4353":8594},"00:22:31.660",{"_45":8539,"_31":4352,"_4353":8596},"00:22:35.030",{"_45":8547,"_31":4352,"_4353":8598},"00:22:38.380",{"_45":8555,"_31":4352,"_4353":8600},"00:22:41.840",{"_45":8563,"_31":4352,"_4353":8602},"00:22:45.250",{"_45":8571,"_31":4352,"_4353":8604},"00:22:48.670",{"_45":8579,"_31":4352,"_4353":8606},"00:22:50.920",{"_45":8587,"_31":4352,"_4353":8608},"00:22:54.400",{"_45":8610,"_31":268,"_269":8611,"_277":8657,"_279":280},"9aa2ad2c7014",[8612,8617,8622,8627,8632,8637,8642,8647,8652],{"_45":8613,"_31":273,"_274":8614,"_163":8616},"9aa2ad2c70140",[8615],"ca3be68e660d6ba3aabf406f7aaed258","For things like the Enterprise Hackathons, ",{"_45":8618,"_31":273,"_274":8619,"_163":8621},"9aa2ad2c70141",[8620],"96def955b42835b0f6edfff70f1f06a7","while our first iterations of them were very heavy in terms of ",{"_45":8623,"_31":273,"_274":8624,"_163":8626},"9aa2ad2c70142",[8625],"e1990bb61f89ab070ee72638c32e69ef","our DevRel participation, we've tried to increasingly think about, \"what are the ",{"_45":8628,"_31":273,"_274":8629,"_163":8631},"9aa2ad2c70143",[8630],"d9a795474e5122f73f5accaba01c7028","tools, what's the playbook and checklists ",{"_45":8633,"_31":273,"_274":8634,"_163":8636},"9aa2ad2c70144",[8635],"80c8f999d4ddc8e79e333d64aa0bf46a","and all those things that we can hand to our solutions engineering team, ",{"_45":8638,"_31":273,"_274":8639,"_163":8641},"9aa2ad2c70145",[8640],"c5e3922c309fd2c8caf1e9e40f15e4cc","so they could deliver them without us being in the room?\" Because their ",{"_45":8643,"_31":273,"_274":8644,"_163":8646},"9aa2ad2c70146",[8645],"c6cf910838bc9ab6c9e69ad854bbe02c","team is growing, like I said, more quickly than ",{"_45":8648,"_31":273,"_274":8649,"_163":8651},"9aa2ad2c70147",[8650],"55057d00863fdb64cedea85e1d77c7de","ours. That's just another leverage point for us as a marketing ",{"_45":8653,"_31":273,"_274":8654,"_163":8656},"9aa2ad2c70148",[8655],"c018464f3666befc76cb45c921bfe00f","team.",[8658,8660,8662,8664,8666,8668,8670,8672,8674],{"_45":8615,"_31":4352,"_4353":8659},"00:22:58.600",{"_45":8620,"_31":4352,"_4353":8661},"00:23:01.720",{"_45":8625,"_31":4352,"_4353":8663},"00:23:05.200",{"_45":8630,"_31":4352,"_4353":8665},"00:23:08.470",{"_45":8635,"_31":4352,"_4353":8667},"00:23:11.860",{"_45":8640,"_31":4352,"_4353":8669},"00:23:15.370",{"_45":8645,"_31":4352,"_4353":8671},"00:23:18.760",{"_45":8650,"_31":4352,"_4353":8673},"00:23:22.150",{"_45":8655,"_31":4352,"_4353":8675},"00:23:25.420",{"_126":8677},{"_26":8678,"_28":8679,"_29":8680,"_31":8681,"_32":8682,"_8683":8684,"_22":8685,"_8706":8703,"_8707":8708,"_131":8709},"2022-07-13T08:26:31Z","2a4feee1-95fa-476c-aa48-7ffecef1ba72","X134i8WqlMvuVEA17Hi8VG","mux.videoAsset","2022-09-05T22:25:26Z","assetId","iDIvzWyEinwz00IksaL4yKKOjHGnRtCH2",{"_8686":8687,"_8688":8689,"_589":8690,"_146":8684,"_8691":8692,"_8693":8694,"_8695":8696,"_8697":8698,"_8699":8700},"aspect_ratio","240:77","created_at","1644902411",1416.6152,"master_access","none","max_stored_frame_rate",29.97,"max_stored_resolution","HD","mp4_support","standard","playback_ids",[8701],{"_45":8702,"_146":8703,"_8704":8705},"sk29HVEv","Jyr5MOkT8k02j802aXgH00Na801nCHZvF2D7","policy","public","playbackId","status","ready","https://stream.mux.com/Jyr5MOkT8k02j802aXgH00Na801nCHZvF2D7","seo",{"_8712":295,"_135":4168},"OGdescription","preview","pageNumber","actionData","errors"]

Aligning DevRel and Sales for Growth with Twilio CMO Sara Varni

Speakers