Companyon’s goal is to accelerate B2B software companies through their first $10M of annualized revenue, where you will grapple with reaching go-to-market fit, transitioning from founder-led sales, building a leadership team, and learning how to execute at scale. We are ready with the playbooks to get your revenue machinery humming.
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➊ Set Your Northstar
Define your aspirational North Star with a clear vision of what you want the company to be, a mission that defines how you will get there, and a culture that espouses who you are and how you will work together.
➋ Your Business Strategy
Work back from your aspirations to outline the strategic themes, milestones, and tactics to get you there. Make it measurable, and hold yourselves accountable.
➌ Hire Your Dream Team
To ensure you hire the best talent for your stage and that you know they’re the best, we have built a series of downloadable best practices, frameworks, and resources to elevate your recruiting processes.
➍ Segment Your Market
It’s time to narrow your focus. Use data analytics combined with qualitative insights to find the common characteristics of your most (and least) profitable customers. Use that segmentation to refine personas, target your marketing, and focus sales.
➎ Message-Market-Fit
Stop pitching features and stats. Take a structured approach to develop messaging and positioning that differentiates you and resonates with your customer personas, prospective employees, investors, and media.
➏ Instrument Your Vision
Operationalize and instrument your sales journeys with well-defined stages. Gain insights that lead to company-specific, leading-edge indicators that go beyond typical SaaS metrics to focus on the growth determinants for your business.
➐ GTM Engineering
Implement cutting-edge Go-To-Market (GTM) Engineering tools like Clay, which harness AI and curated data sources to analyze prospect behavior and align it with the appropriate value proposition.
➑ Founder-Led→GTM Team
To build a scalable, repeatable sales process, founders need not just to transfer their knowledge to a sales team; they need to transform how they sell. Follow a process to manage this transition.
➒ Nail Your KPIs
There are hundreds of business metrics to guide you, but these Five KPIs illustrate the attractiveness of your business. Understand them, what they mean, your goals, and how to impact them.
➓ Plan Your Capital
Fundraising is a time-consuming and continuous process. The best time to raise non-dilutive funding is immediately after an equity round. It’s important to build a long-term capital plan that aligns your capital needs with the right audience of investors who are focused on your industry and stage and aligned with your metrics and growth profile.
Sign up 👇 below to get the whole wiki and download all of the playbooks.
Fair warning: if you haven’t reached product-market fit (PMF), you could be wasting time on this roadmap. You should focus on getting your company to its first $2M in ARR with repeat sales in the same segment, CAC payback in less than 15 months, and the first signs of positive NRR. These metrics will become second nature as you continue down this path.
This is not a 30-day journey but a set of operational vectors you will optimize and improve over time. Our most successful portfolio companies with the greatest accretion in value have followed these vectors to secure their subsequent rounds. Get ready for the long haul. When you’re ready, jump in.
