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