aws partner tech sv gtm

Building Successful GTM Strategy For the US market

Tae Hea Nahm | Managing Director

Tae Hea Nahm: Co-founder of Storm Ventures

Building Enterprise Leaders

Tae Hea Nahm of Storm Ventures: A Believer and a Skeptic in One

Secrets Of An Investor Who Built Two Unicorns


Market Leaders by Solving the GTM

Enterprise Sector Concentration

First/Early Investor

Repeated SuccessBuilds

Storm Brandand Platform

Financial Returns

16 years

5 funds

1 vision



Enterprise Concentration First/Early Investor



Financial Returns

Marketing Sales Finance/Support

HR Eng Verticals

Lexigram

Security

Infrastructure

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* **Exite

d

Storm Enterprise Concentration

GTM Disruption

Relationship SellingExperienced Sales Rep

Dependence

Other Platforms

Digital GTMScience w/ Data, Tools, Platforms

IndependenceRepeat, Scale, Predict

Want to buy

Potential Customers

Pote

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l Cus

tom

ers

Traditional GTM: relationship

Nurture CloseWant to buy CloseProspecting

(rolodex) Experience

Nurture CloseWant to buy Close

CRM

Pote

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tom

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Inbound

TargetedOutboundPl

atfo

rm

MarketingAutomation

WinLeads

Digital GTM: no prior relationship

Name

Nurture CloseWant to buy Close

CRM

Pote

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Inbound

TargetedOutboundPl

atfo

rm

MarketingAutomation

Digital GTM: Storm investments

WinLeadsName

NurtureWant to buy Close

Pote

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l Cus

tom

ers

Targeted Outbound: social

Who buy?Why buy? Pain & solutionHow contact? Social and Platforms

Platforms

Plat

form

Name of potential customer who wants to buy


Nurture CloseWhy buy? Pain & solutionWhere to learn? Search and Platforms

Platforms

Inbound: Customer opt in

Pote

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l Cus

tom

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Plat

form

Name of potential customer who wants to buy


Fly fishing at scalePote

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l Cus

tom

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Marketing AutomationSend content (eBook, video) personalized for that customer

when and where the customer wants it

Plat

form

LeadsName

CRMCustomer Records

Sales Process

Pote

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Plat

form

WinLeadsName

Why buy from me today?Repeatable sales process • Who Buy? • Why Buy? • How Sell? (Playbook, Customer org)

Why buy from me today?Repeatable sales process • Who Buy? • Why Buy? • How Sell? (Playbook, Customer org)

CRMCustomer Records

Sales Process

Pote

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Who buy?Why buy? Pain & solution

Plat

form

Alignment

WinLeadsName

Who Buy?

Why Buy?

Customer Success(Happy Customers; testimo

nial)

Learn from your early customers to align the GTM Blocks

Sales(Repeatable Close; win rate)

Marketing(Qualified Leads; leads/rep-

mo)

• What is the title of active user

• What is the title of the budget holder(other approvals required?)

• What is their key reporting metricand favorite screen

• How describe Pain and Solution

• Where learn about pain and solution

• What is their buying process and selection criteria (why me?)

• Why buy now? urgency• Why caused them to look?

• Target active user or budget holder to be the champion

• Identify blockers (budget, IT, …)

• Show Wow! (for the bossand user)

• Case Study; Sales collateral

• Foundation for sales process andcompetitive analysis

• Target Profile for targeting outbound and qualifying inbound

• Prepare to content to overcome blockers(show key reporting metric)

• Highlight in website, joint webinarand nurture campaigns

• Use description for search terms; website; message; content marketing

• Place for content marketing and ads

• Content marketing

• Is there a nearby potential wave? (such as an emerging new platform or major disruption)

• How to ride the wave? Right message to ride the wave

Surfing GTMAligning the GTM Blocks with the wave

Repeatable CloseQualified Leads

Wave

Happy Customers

How AWS helps our GTM?

Why does MobileIron use AWS?

Attribute Benefit

Cost effective & fast go-to market

No data center buildout; no machines to buy; pay Amazon as you grow

Respect data sovereignty by choosing in-country AWS regions

Multiple zones per region for high availability, while keeping data locally

Scalable deployment model allows us to grow with customers

Inherit securityfeatures from AWS

Physical & logical access controls protect infrastructure

Easily enabled data at rest encryption protects customer data stored in AWS

Country-specific certifications provide confidence for non-US customers

Pre-certified infrastructure speeds MobileIron’s certification process

AWS Certifications

Why does MobileIron use AWS?

• Thousands of MobileIron (MI) Cloud Tenants hosted in multiple AWS Regions• Leverages AWS global infrastructure

– MobileIron hosts MI Cloud in multiple AWS Regions (or locations) around the world– MobileIron Site Reliability Engineering Team manages MobileIron Cloud from US and India

• Leverages AWS services– MobileIron creates AWS templates for simplified deployment model– AWS Server Snapshots provide easy roll back– Amazon DNS simplifies DNS updates

AWS Regions:

MI Cloud ü ü ü ü

MI Cloud (FedRAMP Compliant) for US Federal customers

ü

MI Access ü ü

FedRAMPModerate

Smaller Storm Ventures US Startup - Tech Stack

Non AWS Tech StackTime Centric Database Communication Tools

AWS Tech StackCloudFormation

LambdaAPI Gateways

Kinesis Streams

IAM RolesRedshiftPostgresLogstash

Data Pipeline serversElastic Map Reduce

S2 BucketsCredstash

AWS Cloud

Startup’s proprietary code

AWS Tech Stack + Cloud reduces costs and drives innovation

How AWS helps our investments

WITH AWS• Rapid Innovation

(right tech stack)

• Relief for customers on data sovereignty, security, scalability, integration

• Lowest Cost

• AWS Marketplace

CLOSE CUSTOMERS• Growth !!!

INVESTOR RETURN• IPO

• M/A



Enterprise Sector Concentration




Financial Returns

Korean SaaSRight tech stack (AWS)

5+ US customers (small $ ok)Early Digital GTM (website)

CEO frequent USA






Financial Returns

Enterprise Concentration

aws partner tech sv gtm

Technology