pre-revenue · idea stage
01Create it
Validate your idea in a market worth pursuing.
- A problem statement proven in structured buyer conversations, not assumed
- A buyer profile narrow enough to tell you who to walk away from
- Market sizing built bottom up from named accounts, not a top-down slide
- A build scoped to test the hypothesis, with value evidence planned from day one
◆ market opportunity conviction
$0 to $1M ARR · typically Seed
02Prove it
Acquire your first 10+ paying design partners.
- Tier-1 ICP and target list, researched account by account - and the warm path into each one, mapped across your network and your investors'
- Outreach infrastructure and cadences that book qualified meetings
- Deal support end to end: a brief before key meetings, coaching on your live deals, the one-pager and ROI model for every deal that forms
- A weekly working session: next actions set, commitments tracked
- RevOps, founded: a CRM on a clean object model and a pipeline you can trust from day one
◆ design customers, paying, and seeing value
$1M to $5M ARR · typically Series A
03Repeat it
Evolve from founder-led sales successfully.
- Your first sales hires, done right: scorecard, interviews, comp, and ramp
- Every call scored against a rubric; coaching loops that lift win rates
- The outbound engine at rep scale, qualified leads routed to the team
- Proposal and expansion machinery per deal and per account
- RevOps, at team scale: rep-level dashboards, deal inspection to defined gates, a forecast you can stand behind
◆ 3x revenue in 12 months
$5M to $20M+ ARR · typically Series B+
04Scale it
Specialize the GTM org to a major milestone.
- Marquee deal machinery: battlecards, RFP support, co-negotiation in the room
- Churn contained and NRR rising: early-warning signals, expansion plays per account
- Leaders and ICs hired on scorecards; comp, quota, and ramp architecture
- New lines of business launched with pipeline from day one
- RevOps, as architecture: north-star metrics, integrations, reporting your board trusts
◆ $20M+ ARR sustainably
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Founders we've climbed withTailscale · Contractor Commerce · Upciti · Guidebook · Cohley · Branchcare · Fifth Dimension
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