The fastest way to turn learning into a process is to codify your early wins. Write down every deal you’ve closed:
That’s your starting template.
Your early adopters are the connective tissue between your initial revenue and hypergrowth. Document the key characteristics that define your desperate who and make sure everyone knows and understands your target:
At AppDynamics, Jyoti Bansal learned that not all ops teams were desperate. The desperate ones were running large-scale, distributed systems and were personally on the hook for downtime. They worked in fast-growing, mid-sized, e-commerce companies that were Java-based.
Once Jyoti completed a product that delighted his early adopters, he turned them into references and a powerful pipeline generation machine was built. This careful and deliberate work changed the trajectory of the company.
Identify four roles in every customer:
When you can articulate what each needs to see before saying “yes,” you’re ready to design your first repeatable sales motion.
Founder-led selling is not a phase to “get through.” It’s the R&D lab for your eventual sales process. Treat it like product development. Create a one-page playbook that includes:
Treat it like code: version 1.0 of your future revenue engine.
Reverse engineer your first 3–5 “land” deals. For each, write down:
This audit becomes your GTM template. This is your first sketch of repeatability. Expect to refine it constantly.
Building your GTM machine
