As an entrepreneur, you build three things -- the product, the sales machine, and the company. The Building for scale session will focus on developing the sales machine which takes you from ideation to scale.
A sales machine built in the right way makes your company ready for growth, and the pot of gold at the end of the rainbow, done wrong you never get to product market fit, you burn through cash and die.
Additionally, in this session, we will discuss the sales learning curve process and sequence, sales-ready products, product superpowers and why it is vital to identify them, as well as understand how you work your way through the Gap Startup Stage, which is the time between customer development and scale. Moreover, we’ll discuss how to manage investor expectations and resources, and most importantly, build a system that will give you the right levers to pull to grow your company.
Key topic points
• The gap stage and why it matters in the startup’s life cycle • Getting to product market fit and signposts that show that you are reaching it • The importance of the Sales Learning Curve and how adhering to it will save you cash, help you better communicate with your investors, partners, and team • Your product’s Superpowers and why understanding what they are and how to use them to establish a sales-ready product • Developing a sales-ready product and why it matters • Consistency and repeatability - the lifeblood of a successful sales machine
I run the Exponential Group, a fifteen-year-old company that works with young early-stage technology businesses in the US, Europe, and Asia developing and bringing to market product and services in the areas of mobile, digital imaging, SaaS, big data and IOT technologies. I have a BA in Mathematics from St. Olaf College and an MBA from the University of St. Thomas.
I started as a software engineer and was the inventor or co-developer of a number of leading-edge computer graphic software systems. I then moved on to managing, running, and starting technology companies that pioneered digital cameras, SaaS services, advanced database systems and e-commerce solutions helping them develop and build markets in the US, Europe, and Asia.
In addition to running the Exponential Group, I currently am a board member and advisor to young technology companies as well as work with others as a mentor through MESA.