Components of a Superb Go-to-Market Strategy by Fredrik Skantze (Funnel) |
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For Vendep SaaS Camp Day 1 Fredrik Skantze (CEO @ Funnel) lays down the building blocks for a go-to-market model of an early stage SaaS company. Session is hosted by Oxx Capital's Bob Thomas and Vendep Capital's Timo Felin. Slides available at https://my.surveypal.com/Vendep-webinar-slides.
3:04 Intro into Funnel 4:55 What to expect in building a SaaS company 13:37 Finding the right growth model 16:10 Growth strategies 21:49 When to use partnerships 23:35 Funnel's early stage growth model selection 27:00 Building a sales machine (inbound example) 31:30 On sales metrics 38:00 Scaling (and diversifying) 39:48 Summary Q&A 42:18 The tension between focusing on a growth model and trying out a few different models? 45:23 Changing buyer personas and buyer journey? 47:20 Lead scoring as the business matures? 49:56 Building the business in "the new normal" 52:39 First scaling out from the home market 54:13 Sales compensation and targets |