From founder-led sales to scalable revenue organization
2023: PLG is the key
The tech start-up world has appropriately gravitated to companies that are principally founded by technicians and engineers. The focus has shifted to product led growth and rapid iteration. These are positive and exciting shifts.
Strong founders - who deeply know their customer, their use case, and their product - can brute force their first key sales.
It’s an awesome process of learning the customer, the pain, the market and appropriate solutions.
The Struggle to Sustainable Revenue
Beyond this initial validation and first set of customers, a GTM system and team needs to be built.
The answer from most VC’s and technical founders is to hire a mythical superstar sales leader.
One who can take over the act of selling from the founders. But that’s not all they need to do to succeed.
Before your hire your sales leader, you need to:
⚙ Set up the system, landscape and the processes.
🎓 Be an expert in the details of the sales methodology.
🔁 Implement a repeatable sales process, validated by getting two AEs to quota.
💬 Craft sales enablement, enablement strategies, and education.
- Doug Merritt, former CEO, Splunk
If you build it, they will come
To do this right, you can’t hire first. The right foundations and architecture of a scalable revenue organization must be put in place. You need to rapidly study, observe and learn - then the first people can be recruited to own, nurture and evolve it.
Trusted Advisors for Hypergrowth Companies
We are founders & sales leaders who know how to build a revenue organization from zero to scale.
We’ve designed this build-for-purpose program to efficiently & effectively download what you’ve learned as a founder in sales to a team that can carry it forward.
We will make sure you have the best-in-class sales team, systems, and governance so you can attract a best-in-class sales leader.
We deliver a next-gen tech stack, designed for iteration
You, and your growing sales team, get bespoke workflows immediately that map to what matters for execution right now.
From there, in a generative and evolutionary way, we rapidly build the right sales motions and insights from the ground up. Because your tech stack is equipped to adapt, we fuel a continuous listening and learning system to proactively encourage continuous adaptation with tools like