It aims to solve a fundamental problem: each stage of the go-to-market requires different focus, team structure and goals. While much relevant content is available on this site and elsewhere, we believe it has not been presented in a clear start to finish curriculum where the big picture is presented first, followed by the eight key stages. Stephanie is an expert on the details of how to build, motivate, and manage a sales organization. While finding p roduct/market fit has been well covered in The Lean Startup and subsequent movement, there hasn’t yet been a curriculum created to cover this gap.įor Zero to 100, I am partnering with Stephanie (Schatz) Friedman, previously SVP of Sales & Customer Success at Xamarin (acquired by Microsoft). We call this gap the Search for a Repeatable, Scalable, and Profitable Growth process. That’s because there is an important missing step that hasn’t been clearly articulated that’s crucial for success. Founders are often surprised that when they turn up the spend in sales and marketing, sales don’t grow. While this works very well for consumer focused companies, it doesn’t work for B2B startups. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes.Ĭonventional wisdom has it that when you find product market fit, you’re ready to start scaling and hit the gas.
So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing.
This program is my response to what so many of you have been asking for: a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. I have great pleasure in announcing a new program called Zero to 100 – Matrix Growth Academy.
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