David Skok and Stephanie (Schatz) Friedman invite you to attend the first in-person training event of the Zero To 100 Growth Academy - A High Growth SaaS Playbook. Our mission is to help technical startup founders and their executives understand how to build a repeatable and scalable growth machine and scale a B2B startup from Zero to $100m.

We have carefully constructed a sales and marketing curriculum which is founded on a systematic way of thinking about startup growth: There are seven stages that a startup needs to go through to build a repeatable, scalable, and profitable growth process, and it is important for founders to do the right things at the right time. Not focusing on the things needed to finish a stage, or jumping ahead prematurely is extremely costly, and often fatal.

This first event will focus on the Zero to $20m phase and you will learn, for example, how to design a buyer-centric funnel; how to build and manage a sales team from your first sales hire to a fully scaled sales organization; what are the key drivers of success in a SaaS business, and how you as a founder or startup exec can apply the most relevant metrics to drive results and understand your business.

Agenda Outline:

12pm- 1pm. Light lunch / Meet other founders
Founder roadmap - 7 key stages to get to a repeatable and scalable growth process: How to think systematically about startup growth.

Startup tactics are highly stage specific. The most common startup errors come from trying to force progress by skipping ahead. For each stage, we’ll discuss goals, focus, exit criteria, and most common mistakes. How these stages correlate with valuation and fund raising.

Product / market fit: How you know you’ve built a product that people want to buy.

Sell, Design, Build, not Design, Build, Sell. Customer development: overcoming your fear of sales, how to find and talk to customers, understand what problem you are solving. What are the true signs of validation?

Repeatable and scalable growth: How to create a repeatable, scalable sales machine.

Define your ideal customer, ideal target market, messaging and positioning, initial sales motion, initial lead sources, pricing, etc. When and how to add salespeople, scale the organization.

Funnel design: How to get inside your buyers’ head and drive higher conversions.

The five parts of a B2B funnel. Buyer centric funnel design, buyer persona analysis. How to turn your product into your best salesperson, decreasing the Time to Wow! PQLs versus MQLs.

Sales management: How to build and manage a high performing sales organization.

Your first sales hire, pipeline management, forecasting. How to prepare, run and debrief great customer meetings. Sales operations and the importance of data. How to hire a sales management team, sales team motivation.

The SaaS Business Model: How to use SaaS metrics to drive performance.

The three components of SaaS bookings. Customer and salesperson unit economics (CAC, LTV). Dollar vs logo retention, negative churn. Salesforce capacity and productivity. Measuring Customer Success.

Building a recruiting machine: How to source, evaluate and close the best candidates.

Sourcing, interviewing, reference checking, selling, closing, onboarding.

Organizational design and the role of the CEO

How the organization evolves at each stage, building a company operating system, how to work with your investors and the board.

6pm - 7:30pm: Cocktails and conversations with other founders and execs

Join us on 9/11/2018 for an afternoon of learning and networking!

See you there,

David and Stephanie

FAQs

What are my transportation/parking options for getting to and from the event?

Directions to Bespoke: The closest parking garage is the 5th & Mission Garage (Yerba Buena Garage). After exiting the garage onto Mission Street, you'll walk directly across the street and enter through the Bloomingdale's/Century Theater entrance. Attendees can take the elevator directly up to the 4th floor. On the 4th floor, exit out of Bloomingdales into the rest of the Centre and Bespoke will be on your left-hand side.

After-10AM

Do I have to bring my printed ticket to the event?

No, our staff will check you in.

How can I contact the organizer with any questions?

For general questions about the event, email myya@matrixpartners.com.

If you have questions you would like asked, feel free to post them to our events sli.do page:

https://app2.sli.do/event/chthhzpk/questions

Zero to 100: Matrix Growth Academy