Video Recording : https://www.youtube.com/watch?v=RvuJgMy9Xac Heather J. Brunner, CEO of WE Engine, a 26 year technology veteran, shared how she has been leading a team of 60% female dominated company serving international business with 50,000 customers in 136 countries. Co-hosted by Taiwan's first startup school, ALPHA Camp, and Taiwan Startup Stadium (TSS), Global Mind Series is a multi-site, cross-border lecture series with the aim of aligning Taiwan and Southeast Asian startups with the latest from the global tech scene, as well as strengthening the links between startups in America and Southeast Asia. We have brought together international experts from various fields to engage in an international discussion with startups from Singapore, Hong Kong, South Korea, and Taiwan. More of Global Minds Series : https://www.alphacamp.co/global-minds-series/

2. Charting your Path Forward
Heather J. Brunner
CEO, WP Engine
September 1, 2016

3. September 2013 Confidential
Agenda
1.Introductions
2.Charting your path to $1M in revenue
3.Identifying your hero customer
4.Building a company with purpose
5.Discussion

4. September 2013 Confidential3

5. of the top 10,000
sites are powered by
WordPress
of CMS Market
27%
WordPress has
60%
26%of the web is
powered by
WordPress
WordPress is the undisputed open source
leader of Content Management Systems

6. • Growth
• Hit > 50K recurring
revenue customers in
6 years
• Offices in US and UK
• Efficiency
• Raised ~ $40 million
• LTV:CAC > 5
• Scale
• Highly global > 130
countries
• 5% of the online world
visits a WP Engine
powered website each
day
YEAR OVER YEAR HYPER GROWTH SINCE INCEPTION, WITH
> 40% CUSTOMERS COMING FROM ENTERPRISE OFFERING
WP Engine Leads WordPress
Leveraging the Power of WP
Engine’s Platform and Managed
Service for Differentiation
NumberofCustomers
Number of
Countries
4 16 62 100 > 130
2010 Today

7. Company Led by
Values and
Proven Team
Founded in 2010;
Headquarters in
Austin, TX
Offices in London,
Limerick, San
Francisco and San
Antonio
400 Employees
Award winning
Workplace and
Executive Team

8. 60% Women Execs
31% Women non-
exec management
26% Women
company wide
28% Non-Caucasian
33% No college
degree
Equal pay for equal
work
DIVERSITY ATTRACTS
DIVERSITY

9. Peak Performance

10. September 2013 Confidential
Path guide points – Getting started
Ø You must have firm conviction for your business
idea and be 100% focused on building a business
that will make money!
Ø Define your path to $1M in revenue before you start.
Ø Be committed in your pursuit of building a business
that can fund itself.
Ø Do not give Vice President and Chief titles out to
early team unless they have the experience to back
it up.

11. September 2013 Confidential
Path guide points – Pre Revenue
Ø Clearly identify and articulate your product
or service benefits and why it matters.
Ø Clearly identify the specific customer roles
that will benefit from your product.
Ø Prioritize only 1 “hero customer”.

12. Built to Last

13. September 2013 Confidential
Your Hero Customer
Ø The single customer persona that is most
likely to benefit from and be willing to try
your product/service.
Ø Interview 25-40 people who represent your
hero customer. This is critical!
Ø Leverage insights from interviews to
build/refine your product/service beta.
Ø Go back and offer for them to use your
product for free to gather feedback.

14. September 2013 Confidential
Path guide points – Post-Revenue (1)
Ø The fastest path to growth is exceeding the
expectations of the customers you have
worked so hard to attract.
Ø Invest in customer service. Be relentless in
asking for and acting on customer
satisfaction feedback!
Ø Measure customer retention with as much
vigor and care as you do new customers.
Customer retention = GROWTH!

15. September 2013 Confidential
Path guide points – Post-Revenue (2)
Ø Ask your early customers to participate in
case studies and quotes that prove how your
product/service has tangibly benefited them.
Ø Measure customer profitability to build your
true cost to serve and evolve your pricing
model.
Ø Plan for success now. What will your
organization need to look like to support the
# of customers at $1M in revenue? At $2M?
Beyond?

16. Built to Last

18. When it’s right for the
customer, right for the
company, and you’re proud
of your decision, you’ve
done the right thing.
When we are learning from
our mistakes, we are doing
the right thing.
We empower each other to
do the right thing. This
means we: trust each other,
transparently share
results, forgive honest
mistakes, act ethically,
demand excellence from
ourselves, and remain
accountable to each other.
DO THE RIGHT THING

19. WP Engine = INVESTMENT We amaze customers
with our service,
expertise, and
transparency.
We are grateful for our
role in our customers’
lives, providing peace of
mind, and increasing
their business and
reputation. We will not
let them down.
We turn customers into
advocates, earning it
with every action.
CUSTOMER INSPIRED

20. We are challenged by the
most interesting and
meaningful work of our
careers and inspired by
engaged passionate
people.
We celebrate successes
and nourish personal
growth and leadership.
We support and develop
each other, while not
forgetting to laugh.
WHERE THE BEST
GET BETTER

21. We choose long-term
investment over short-
term gain.
We build for growth and
profitability, because
financial health sustains
us and ensures we’re in
control of our destiny.
We build lasting
relationships with
customers, employees,
and our communities by
making what’s important
to them important to us.
BUILT TO LAST

22. We aspire to earn a
leadership position in the
WordPress Community
through original
contribution, sharing
expertise, and active
participation.
We empower our team to
lead and participate in
meaningful programs in
their own communities.
We support and engage
with our local communities,
changing lives, growing,
and thriving together.
ASPIRING TO LEAD
COMMITTED TO GIVE BACK

24. THANK YOU!