30/60/90 day Plan for International Business

Panelists: Karen Murphy, Tommy Grappin

Candidate: Anuj Narang

Role: International Sales Manager

Agenda: 30/60/90 day plan for IB

30-day Plan

Familiar-ization

30 Day Plan / Familiar-ization

​Education Industry:

• Users and ICP  / learn their pain, pleasure, priorities

• Customer Segments / users, evaluators, decision Makers, executives

• Organization Objectives / teachers, schools, districts 

Orientation & Training: 

• Tech Stack / crm, sales engagement platform, sales process

• Product / value props, customer priorities, level 1: positioning & demonstration

• Quizizz / company culture, different teams, internal stakeholders

Market Research:

• US: campaigns / lead-flow, conversions, user-segments, engagement, buying signals, budgeting

• IB: new segments, tam, competitive landscape, buying trends, cultural nuances, regulatory environment, growth opps, potential barriers to entry

Multiple Choice

At the end of 30 days, Anuj should be able to:

• Understand ICPs and Personas, communicate in their language

• Position & demonstrate Quizizz

  (Level Starter)

• Reverse engineer Quizizz US Success,

  build IB Roadmap 

• All of the above

60-day Plan

Experiment-ation

+

Process-ization

60 Day Plan / Experimentation + Process-ization

​Quizizz Product Expertise 

• Level 2 (PRO) / value props, pricing, differentiators, unique selling points, competition landscape

Sales Pipeline Closing + Owning + Process-isation

• Sales Pipeline:

  • Shadow sales calls, mock calls, study active pipeline

  • Start prospecting, closing and owning sales pipeline

• Establish Sales Process via Rigorous Experimentation:

  • Workflows and Templates / account plans, cadences, qualification criteria, business case, pricing proposal, involvement of SE's, compliance, legal, commercials, cust. success metrics,Quizizz Pilot

• Rigorous documentation and experimentation of All-Things-IB:

  • What's working vs not / best practices, buying trends, unique value props in new segment, etc.

GTM for IB Expansion (Level 1)

• Establish Key KPIs to track and evaluate success of IB expansion 

• Align with company's global sales quotas and profitability goals

Multiple Select

At the end of 60 days, Anuj should be able to:

• Position & demonstrate Quizizz

  (Level PRO)

• Start building, closing, owning and process-sing  Sales Pipeline for IB

• Build first level of GTM for IB Expansion

90-day Plan

Playbook-ization

90 Day Plan / Playbook-ization

Quizizz Product Expertise 

• Level 3 (EXPERT)

Cross Functional Collaboration 

• Product Marketing / sales collateral, product positioning, messaging for new target segments 

• Demand Generation / inbound lead flow, conversions, email campaigns, social media, content

• Customer Success / seamless onboarding and high customer satisfaction

  
  

Evaluate, Refine and Optimize GTM to Level 2

• Assess GTM Progress / analyze data to identify trends, challenges,, opps for improvement

• Optimize + Scale / based on initial success, develop a plan to scale the strategy to additional regions

Multiple Choice

At the end of 90 days, Anuj should be able to:

• Position & demonstrate Quizizz

  (Level EXPERT)

• Optimize IB GTM by Rigorous Experimentation

• Build region-specific playbooks for

  IB Sales

• All of the above

Thank you!