CRO Twilio, Marc Boroditsky: A Behind the Scenes Look at Twilio’s Go to Market Strategy

Marc Boroditisky brings a unique perspective to the table as CRO of Twilio, as a founder and builder who has led several companies.

In this episode of Go to Market, Joubin and Marc discuss his unique background and journey that led him to Twilio, and how his experience and passions — like his love of startups and discovering product-market fit — have shaped his revenue leadership strategy. Joubin and Marc also discuss Twilio’s go to market motion, and their approach to customer service.

In this episode of Go to Market Grit, we cover:

• Marc’s winding career path, which has largely centered around authentication and identity/ access — and how that helped him land at Twilio.
• Marc’s pay it forward mindset in business, and why he likes to give back and help other organizations grow. Marc also explains why he loves working with smaller companies.
• Marc’s thoughts on Oracle’s acquisition of PassLogix, and why the experience was a positive one for him.
• Marc’s 15 year run at PassLogix, and what it was like running a company independently for that long — including how they made it through the .com bubble burst, the mortgage meltdown, and intense contraction.
• A key lesson that Marc and his team at PassLogix learned during the mortgage crisis, which was discovering the place that they filled in the market. Marc explains how this lesson has shaped his outlook on business today.
• The key factors that led Twilio to buy Authy.
• What Twilio does, and some common use cases.
• The functions that roll up to Marc as CRO of Twilio.
• What it’s like going to market with a product like Twilio, that’s relatively simple and lacks an extreme focus.
• The strategy of having specialization across different product lines. Marc explains how Twilio uses specialization.
• How Marc enabled Twilio to sell to large enterprise accounts.
• The biggest challenge that Marc has faced since joining Twilio four years ago.
• Why Twilio prioritizes hiring the best and brightest talent in the industry. Marc also talks about why the company is looking for people with grit, how he defines grit, and why grit is necessary for building a strong customer-centric culture.

Links:

• Connect with Marc Boroditsky
  • LinkedIn
• Connect with Joubin
  • Twitter
  • LinkedIn
  • Email: gtmg@kleinerperkins.com
• Learn more about Kleiner Perkins