Field Guide
Start Your Company
Pre-Seed
Building conviction
Making the leap
Hiring
Hiring Philosophy
3 traits in early-stage hires
Recruiting brand
Online recruiting brand
Crafting great job descriptions
Interview Process
Hiring process
Selling While You Hire
Compensation and Closing
Making the Offer
Employee Onboarding
Creating an Employee Guide
Product
Customer Validation
Customer validation
Outreach playbook
AppDynamics case study
Design Partners
Picking Design Partners
A Practical Example: Traceable
Building a Product Roadmap
The Four 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
Product-led growth in the Modern GTM
Introduction to product-led growth
Nail your self-serve product
Free plan vs. free trial
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
Vivun Case Study: Raising a Seed
Growth
Here is an overview from our Fall Founder Workshops:
