Use cases
Companies like yours.
Ten situations growing companies run into. How we would run each one. Examples drawn from companies at this stage. Not client stories.
Building the first team
- Vertical software, 20 to 50 people, recently fundedFrom self-serve to a first sales teamThousands of customers signed up on their own. Now the first salespeople start, with no playbook.The numberPipeline created by sales, by source
- Financial infrastructure, 20 to 40 people, enterprise buyersDeals with five stakeholders and a compliance reviewInterest is not the problem. Long, crowded deals and slow go-lives are.The numberDays from first meeting to live
- Government software, 10 to 30 people, the first sales hireA pipeline that waits on security approvalThe first sales hire can fill the pipeline. Security approval decides when it closes.The numberPaying agencies, and the date approval clears
Scaling after a raise
- Healthcare software, 30 to 60 people, Series AMore new reps than the team can rampA wave of account executives lands this year. Nobody yet owns ramp, coaching and forecast.The numberMonths to full ramp, by rep
- Vertical data software, 40 to 80 people, after a growth roundNew sellers, no marketing behind themThe round funded new sellers. Nobody is building the pipeline they will need.The numberNet revenue retention
- Industrial software, 40 to 60 people, founder-led salesOne great case study, five quiet onesOne customer proved the return. The next five need the same proof, faster.The numberRepeat rate
- A roll-up, 30 to 100 people, buying a company a monthEvery acquired business on one playbookEach acquisition arrives with its own systems and habits. There is no time to change them.The numberRevenue lift per acquired business
Expanding what works
- Software with a large free base, 50 to 150 peopleAn enterprise business inside a self-serve oneA large free base, and a new enterprise team. Somebody has to find the accounts worth selling.The numberEnterprise revenue as a share of the total
- Care software, 60 to 120 people, sold through franchise brandsFrom signed brands to live locationsNational brands have signed. Hundreds of local owners still have to say yes.The numberActivation rate
- Consumer services, 100 to 150 people, opening new statesA new market every quarter, without new chaosEach new state has its own rules and deadlines. Customers expect to hear before they ask.The numberPayback per new market
Which one sounds like you? Tell us what's stuck and we'll bring what we found.