Scandi Consulting’s Post

This week I found myself discussing founder led sales at four different occasions. For that reason I'd like to share an invaluable resource I've used to early enterprise go-to-market strategy from a YC founder called Steve Kazanjy. If you want to get straight to it you can check out his entire audiobook on youtube for free (see comments). Its f-ing fire. To add context, yesterday in our Growth minds workshop Robin Berglund made a good point of showcasing how companies confuse being in Start-up vs Scaleup phase. Since you can have very large startups and also small scaleups, which adds to the confusion. For enterprise startups though (meaning you are still experimenting with PMF, regardless of deal size) I strongly recommend checking out Steve Kazanjy's founding sales. Unless you have great serious experience with ads platforms or an experienced data scientist at hand I would be careful with running ads. Google and Facebook are really good at taking your money and if you dont know what attribution models are then you are essentially setting your money on fire. To summarize, if you are still experimenting with PMF even in large deal sizes then founder led sales are key and you are better of hosting dinners for your industry leaders than running ads. Another day I'll deep dive more on creating symbiosis between how scaleups can leverage data to shorten the sales cycles of their sales teams together with marketing. Have a great weekend. #growth