2. 1. How you are defined by your deal size
2. Why scaling early is always stupid
3. How to work in the different stages
@hajak
3. 1. What is your current revenue
2. What is your ACV
a. none
b. very small and random
c. $1000-5000 / month
d. $5k-50k / month
e. >$50k / month
a. no clue. at all.
b. <$500 ARR / deal
c. <$5000 - $20k MRR / deal
d. >$20k MRR / deal
@hajak
5. SCALE
WHENYOUACTUALLYNEEDDEV
FIRST
$5k MRR
>3 DEALS
THE RACE
TO $100k
MRR
PROBLEM SOLUTION
channels, geos,
platforms,
target groups,
…
THECRMLINE
THETOOLSLINE
THEDEBTLINE
WHY
HOW
Document
the pain
Sell them
competitors &
alternatives(aka “teach them how to google”)
Deliver,
measure &
improve
ITC, buying
process, lead
source
DISCOVERY PRODUCT
@hajak
6. First 10 deals
First 100 deals
The race to
>$100k MRR
Sales Ready Product
- Ideal target customer
- Pain & decision point
- Purchasing process
Make it unscalable
Stay close and learn
Segment customers
Rinse and repeat
- All material needed
- Fill funnel & hire sales
- Sales learning curve@hajak
7. <$500
ARR / deal
$5k - $20k
ARR / deal
> $50 000
ARR / deal
Self service & support
Best at marketing
100% data driven
Complex field sales
Being the best
100% gut driven
High velocity inside sales
Human meets machine
Funnel conversion
INSIDE
THE
TORNADO
INNOVATOR’S
SOLUTION
[
]
PREDICTABLE
REVENUE
CHALLENGER
SALES
[
]
INBOUND
MARKETING
DON’T
MAKE
ME
THINK
[
]
@hajak