Slides from a Balderton Launched Go-To-Market Workshop
Just a quick post to share the slides I used today in a nearly 90-minute discussion with founders participating in the most recent cohort of the Balderton Launched incubator program.
Because this is focused on incubation-stage startups, we walked mostly about $0 to $1M (or $2M) issues, both how to win deals as founder (largely covered through Q&A) and how, once you're winning them, to transition from founder-led sales to sales-led sales. I'd say there are four key parts of that process, overall.
- Throw spaghetti at the wall and see what works
- Identify key clusters on the wall -- particularly those with smart, well-informed prospects who bought from you (anyway). We can't scale luck or chance.
- Hire your head of sales 6-12 months before you want to build a sales team. And then lash yourselves together so you experience all GTM leaning together. Then free them to go build a sales team and teach them what they have learned.
- When it comes to hiring, we don't want people learning how to the job (e.g., managing a small sales team in the prior bullet). We do want them learning how to do the job here. Beware the difference.
The slides are embedded below and downloadable as a PDF here.
