scale at launch - kyle york
TRANSCRIPT
/ 2 Kyle York @kyork20/ 2 Kyle York @kyork20
YOU FOUNDED YOUR STARTUP.
CONGRATS, NOW IT’S TIME TO SCALE.
/ 4 Kyle York @kyork20
Human Geography
World Population:
7.2 billion+
Internet Population:
3 billion+
/ 5 Kyle York @kyork20
THE NUMBERS TELL THE STORY.
20 BILLIONNEW INTERNET-CONNECTED DEVICES
WILL GO ONLINE IN THE NEXT 6 YEARS
Source – IDC
/ 9 Kyle York @kyork20
1. Executive Buy-In
2. Sales/Revenue Leadership
3. GTM Strategy
4. The Pitch
5. Bag of Tricks
6. Sales Process/Journey
12 FOUNDATIONAL ELEMENTS TO SCALING GTM
7. Forecasting and Pipeline
8. Pricing Strategy
9. Compensation Plans
10.Quota Modeling
11.Sales Team Structure
12.Hiring Roadmap
Take an Instagram!
/ 11 Kyle York @kyork20
BRAND
Believeyoubelong.
Inside Baseball
DAWES Tactful
ignorance.Being likable is scalable.
Be disruptive.
Dyn 2014 SXSW
/ 12 Kyle York @kyork20
• Stop using the term “user” – CUSTOMERS pay you.
• They won’t come to you.
• How do you get customers to scale revenue with you.
• Customers aren’t dollar signs.
• Scalable, predictable, sustainable GTM.
REVENUE
/ 13 Kyle York @kyork20
HUSTLE
THE WORLD IS OUT THERE.
But it’s not going to
come to you.
GET AFTER IT!