Lean Startup taught the world how to find product/market fit, but in the B2B world that isn’t enough. B2B founders must then find a way to build repeatable, scalable and profitable growth before they are ready to step on the accelerator and grow at high speed. David Skok, accompanied by several other speakers, breaks this journey down into 9 distinct stages and explains the playbook at each stage.
Warning: trying to force growth by skipping a step is the number one mistake entrepreneurs make, and it is often fatal.
The nine phase process at the heart of Zero to 100 covers the major mistakes that David made personally as an entrepreneur, and what he sees startups making daily in his work as a VC investor and board member. In David’s words: “I can’t tell you how much pain and expense those mistakes cost me personally. I am truly excited about the concepts that we cover, as I believe they have the chance to save you going through that pain and expense.”
Matrix Growth Academy – Zero to 100 was an educational event held in San Francisco, aimed at providing B2B Founders with a road-map for how to get from Zero to a repeatable, scalable and profitable growth process that would take them to $100m in revenue.
Please find below the primary videos for They have been broken down into smaller blocks to make them more easily digestible.
Should you wish to access the slides on SlideShare to skim through the material, links to those are listed below:
If you are interested in documenting you own Buyer’s Journey and using from “Fixing Broken Funnels” above, and using the ideas for documenting Friction, Buyer’s Concerns, and Motivations at each step, you might find the following Google Sheets template helpful. On the first tab is a very generic buyer’s journey. On the second tab, you will see an illustration of how this changes for a real world situation, in this case a developer starts the buyer’s journey, but the actual purchase decision happens when the project that they are developing reaches the point where it is about to go into production, and the Ops or DevOps persona gets involved. So you see two buyer personae, and how they experience your sales and marketing process.
Buyer’s Journey Template in Google Sheets
To use these templates, I recommend that you start by documenting your current marketing and sales process steps that you expect a buyer to go through. Then step back and take the buyer’s point of view and document their process, and think about how they are going to react as they reach each of your steps.
Building a Sales Organization – Part 1
Philosophy of how to sell
Sales team structure in the early days
Recruiting & Interviewing Sales people
Building a Sales Organization – Part 2
Onboarding your first sales hire
Sales Enablement in the early days
Sales Compensation
Pipeline Management
Forecasting
Business Planning
Quotas
Sales Enablement in the later phases
Building a Sales Organization – Part 3
How to Manage the Board
Culture and Team Motivation
The Scaling Phase
Sales Team structure in the Scaling Phase
Sales Operations
Executive Recruiting
Partner Sales
How to Accelerate a Sales Team
Nuggets of Wisdom
Part 1 – The SaaS Business Model & Metrics
The three components of Bookings in SaaS
Funnel Metrics to drive Bookings
Salesforce Metrics
Aligning Sales and Marketing using MQLs
Understanding Churn and how to get Negative Churn
CAC & LTV
The SaaS Cash Flow Trough
The importance of Gross Margins
Using Unit Economics to understand your Customer Segments
Salesperson Unit Economics
Collecting Cash upfront
Summary of the Key Levers to drive a SaaS business
Putting Theory into Practice – Part 1
Zaius’s perfect SaaS Bookings Chart
Diagnosing what went wrong before Mark took over
Scaling Sales before they had a Repeatable Process
Too few Design Partner Customers
Had not found the killer single use-case
How Mark finds a Repeatable Sales Process
Identifying the best customer segment
Identifying a use-case that has budget associated with it
How Mark drove 150 customer conversations in 2 months
What do you want to learn in those conversations:
Who will pay?
For what product?
How much?
Determine the right go-to-market (Enterprise, High Velocity, etc.)
Putting Theory into Practice – Part 2
How Mark applied the Zero to 100 phased approach at Zaius
Vision& Strategy
Leadership
Building a team / Executive Recruiting
Prioritization and Focus
Setting the accelerator pedal
Operational management
Culture
Fundraising
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