Over the past few weeks, you ran an initial assessment to gauge whether you are ready to embark on your search for Go-To-Market fit. You reverse engineered your next round to get a clear picture of the metrics and milestones to thrive towards. You were introduced to a conceptual framework to help break down the […]

At this point you have identified your best potential target market and validated that it will be the focus on your search for Go-to-Market fit. The process of finding a model can be seen as a black box with sales and marketing activities as inputs, and closed deals as outputs. In our previous post, you […]

Once you reach PMF, you probably have a pretty good idea of what your ideal target market is. Unfortunately, enterprise startups can reach PMF with 20 paying customers, build a repeatable playbook and still fail to unlock growth. The problem is that the initial set of customers only provide an idea, a hypothesis of a […]

In the last post, we introduced the concept of a Sales Learning Curve. We also defined Product/Market fit for enterprise SaaS startups through the lens of a set of metrics and criteria called the Minimum Viable Metrics for PMF. Now that we are aligned on a starting point for the Hypergrowth Sales Playbook, let’s get […]

Before getting started with the steps outlined in the Hypergrowth Sales Playbook, it is important to answer one key preliminary question: when is an enterprise startup ready to think about scaling? In order to tackle that question in this post, we will introduce a big picture framework – the sales learning curve – then align […]

Now that I have introduced the Hypergrowth Sales Playbook and why, in my humble opinion, more Sales and Go-to-Market focused playbooks should exist out there (and be shared!) I wanted to highlight the logic and approach behind it.

Let’s start with what should be obvious: what separates SaaS startups that succeed at scaling from those that don’t is not necessarily the fact that they have a better product, but rather that they consistently figure out ways to unlock growth before running out of cash.

There are more SaaS companies valued at $1B than ever before – 99 as of this writing, according to Bessemer Venture Partners’ latest State of the Cloud report. The proliferation of Startup Accelerators, the availability of Seed funding, methodologies like Lean Startup and new technologies provided by the cloud ecosystem itself are making it easier […]