Comments (1)

By brantcooper, February 9, 2009 12:38 pm

A couple of years ago, a colleague and I began developing a process-oriented way to lead companies toward gaining market traction.  The idea was born out of a conversation my colleague had with a partner at Sequoia Capital about how to significantly reduce, if not eliminate, the classic high-burn, low return tactics of typical B2B software start-ups.

So to oversimplify, the classic failure might look like:

1. Build financial model based on revenue and go-to-market assumptions and present to the Board;
2. Develop product;
3. Hire VP of Sales w/ relevant contacts;
4. Build sales plan based on promises to the board;
5. Hire field sales team;
6. Hire marketing person to support sales;
7. Burn cash, miss milestones;
8. Go back to board with new assumptions;
9. Build sales plan based on new promises;
10. Rinse. Repeat.

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