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UNUSUAL ACADEMY: APPLICATIONS OPEN
Field Guide
Starting Your Company
Starting Your Company
1
1
Guide to starting up
1
1
Customer Discovery
Customer Discovery
2
1
Identifying initial customers
2
1
Going to Market
Going to Market
3
1
Marketing
3
1
Fundraising
Fundraising
4
1
Guides to fundraising
4
1
Hiring and Leadership
Hiring and Leadership
5
1
Early-stage hiring
5
1
Starting Your Company
Starting Your Company
1
1
Starting an open source company
1
2
Customer Discovery
Customer Discovery
2
1
Working with design partners
2
2
Customer Discovery
Customer Discovery
2
1
Open source customer discovery
2
2
Going to Market
Going to Market
3
1
Sales
3
2
Fundraising
Fundraising
4
1
Open source fundraising
4
2
Hiring and Leadership
Hiring and Leadership
5
1
Open-source hiring
5
2
Going to Market
Going to Market
3
1
The Modern GTM
3
3
Hiring and Leadership
Hiring and Leadership
5
1
Leadership
5
3
Going to Market
Going to Market
3
1
Building open source GTM
3
4
Going to Market
Going to Market
3
1
Product-led growth
3
5
Customer Discovery
Customer Discovery
2
1
Iterating to MVP
2
6
Going to Market
Going to Market
3
1
Hiring your first sales leader
3
6
Customer Discovery
Customer Discovery
2
1
Early-stage pricing
2
7
ToolsButton Text

Going to Market

In this section, we provide you with an essential GTM toolkit to set up your company for success.

Marketing

Sales

The Modern GTM

Building open source GTM

Product-led growth

Hiring your first sales leader

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Hiring your first sales leader
Building GTM for an open source company
What is product-led growth (PLG)?
Understanding the Modern GTM for early-stage founders
GTM funnel stages, metrics, and goals for B2B startups
How to pick the right GTM motion to reach $100M ARR
Math of sales: Calculating sales outreach for B2B businesses
Organizing Modern GTM teams
Leads! How do B2B startups generate leads?
Scale your sales team to win the early majority
Strategies for product-led growth (PLG)
Nurture a self-serve USER/BUYER journey
Recruiting your SDR team
What is a self-serve PLG (product-led growth) experience?
Build a B2B sales motion with design partners
Build awareness with B2B target users
The Modern GTM User/Buyer journey
4 boxes of discovery with prospects for a B2B product
Converting targets into trial/freemium users
6 tactics to nail your self-serve PLG experience
From B2B trial to aha! land
Starting the sales process for a B2B product
Free plan vs. free trial in PLG
Modern GTM planner
Drive adoption of your B2B product with tutorials
Discovery 101 for enterprise startups
How Webflow found product-market fit
Qualify deals to discover real sales opportunities
How Snyk created a developer-first security company
Product testing process for enterprise startups
Closing after product testing for B2B startups
Marketing
Sales
The Modern GTM
Building open source GTM
Product-led growth
Hiring your first sales leader
Hiring and Leadership
Fundraising
Customer Discovery
Starting Your Company

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