Managing growth in early-stage startups can be challenging, especially when the path to Go-to-Market Fit isn’t clear. Premature scaling is one of the biggest sources of overextension and leads to frustration at a minimum and results in accelerated capital burn, significantly decreasing the runway for your business. In this 3-part workshop, we will utilize a structured framework offers the precision to identify and address growth constraints early, helping progress efficiently from pre-PMF to scaling beyond $20M ARR.

GTM/MF is about matching your product and market strategy with the realities of operating in your chosen space. This is where companies will build a predictable sales model, identify potential channel opportunities, and focus on Unit Economics.

9) Repeatability

• Document end-to-end sales process
• Build and iterate a strong discovery framework
• Setup feedback loops

10)  Non-Founder Sales

• Clearly define role and structure rigorous interview process
• Onboard and empower new hires
• Continuous feedback and learning

11)  Build a sales team

• Ensure lead volume can support role specialization
• Bottoms-up unit economics evaluation
• Identify and clearly define roles and responsibilities
• Develop compensation plans that support specialization

12)  Control Churn

• Proactive risk management
• Renewal and upsell planning
• Develop escalation pathways
• Customer success playbook development

13) Scalability

• Growth rate: ARR/MRR
• CAC payback
• NRR/GRR
• Pipeline conversion metrics