Field Guide
Start Your Company
How to raise Pre-Seed funding
Building conviction in a startup
Making the leap
Hiring
Holistic hiring for hyper-growth
3 traits in early-stage hires
Develop your recruiting brand
Online recruiting brand
Write great job descriptions
Hiring product designers
Messaging for hiring first engineers
Interview process
Hiring process
Selling while you hire
Compensation & closing hires
Make an attractive job offer
Employee onboarding
Create an employee guide
Product
Customer validation
Outreach playbook
AppDynamics case study
Design partners
What are design partners?
Prospecting for design partners
Qualifying design partners
Shape your MVP with design partners
A practical example: Traceable
Building a product roadmap
The 4 most important lists
The Modern GTM
Understanding the Modern GTM
Introduction to the Modern GTM
The Modern GTM requires a modern org
The Modern GTM User/Buyer Journey
Modern GTM Planner
Sales in the Modern GTM
Segment early markets, win sequentially
Define a GTM framework with innovators
Innovator outreach and interview tactics
Build a sales motion with design partners
4 boxes of discovery with prospects
Scale your team to win the early majority
Nurture a self-serve USER/BUYER journey
Share your feedback
Marketing in the Modern GTM
GTM funnel stages, metrics, & goals
Leads! How do we get more leads?
Building awareness with target users
Convert targets into trial/freemium users
From trial to aha!, land, and beyond
Stand out in an open-source community
Product-led growth in the Modern GTM
Introduction to product-led growth
Nail your self-serve product
Free plan vs. free trial
Education in the Modern GTM
Make an Impactful First Impression with Tutorials
Marketing
Crafting your story
Intro to messaging
Why Buy Anything?
Why Buy Now?
Why Buy You?
First customer presentation
Customer presentations
Sales
Intro to Sales
Fixing Seed-Stage sales
Picking a GTM motion
Math of sales
ICP and Personas
Intro to ICP and personas
Sales TAM & Outreach
Outreach tactics
Discovery & Qualification
Qualification Before Discovery
Discovery 101
Deal qualification & forecasting
Product Testing
Product Testing Process
Closing After Testing
Pricing
Pricing Your Product
Hiring for sales
Hiring your first sales leader
Recruiting Your SDR Team
Leadership
CEO/founder prioritization
DataStax case study
Managing an executive staff
Managing the Board
Managing a Series A board meeting
Leading through uncertainty
Leading through crisis
Managing remote teams
Fundraising
Raising a Seed or Series A round
Milestones and valuations
Pitch and process
How Vivun raised a Seed round
Startup Glossary
Startup Glossary for Founders
Growth
Here is an overview from our Fall Founder Workshops:
