From Hustle To Scale: A Go-To-Market & Sales Execution Guide for B2B Tech Start-Ups Proven to Accelerate Revenue and Customer Growth

“The best technology or product rarely wins in the B2B technology world.” If you’re like many Founder-led B2B technology start-ups, your leadership comes from a technological or engineering/product background, and because of this, you may have limited experience or knowledge in sales and/or sophisticated Go-to-Market (GTM) strategies. You likely depend on a “product-led” strategy, where connecting with the customer consists of describing, educating or over-informing a prospective customer on the details of the product’s features and functionality. This “product-led” strategy makes you reliant on innovator or early adopter type customers, that can make the linkage between your technology or product and how it can help them, to drive your company’s customer and revenue growth. Hustle to Scale shares the unique approach, developed by a 6-time tech start-up Chief Revenue Officer that drove several successful liquidity events, on how to create a GTM strategy and Sales execution plan which takes a company from early Product Market Fit to predictably converting market demand into scalable customer and revenue growth. Focusing on B2B technology start-ups wanting to avoid the inconsistent or stalling sales and customer growth that often happens when trying to emerge from product market fit in “product-led” organizations, the author shares how to be “customer experience – led” by creating a GTM strategy and Sales plan which aligns your Sales, Marketing & Support teams around how your customer defines success. More specifically - in terms of business value and desired outcomes, or what is referred to as – Solving for the Customer! No longer will you need to talk the buyer/target customer into having the problem, only THEN having to convince them they need what you have. You will be converting market demand for problems they have expressly identified as a high priority and must solve. Hustle to Scale provides the roadmap to transform your organization from product-centric to customer/business value - centric, and the tactical advice for organizing a company around this approach. A must-read resource for founders, entrepreneurs, executives, and leaders of all kinds who seek to unlock the growth potential of a company and scale it to drive breakthrough results!