Rags Gupta – One to Ten Finding Your Way from Startup to Scaleup
English | eBook | Size: 1.54 MB
Here’s a little secret: Most tech startups get to One. They build a product, land some customers, and close funding. The harder part? Getting from One to Ten.
Tech founders struggle to progress past early adopter customers and founder-led sales-to grow from a scrappy group in which everyone just pitches in to building out an executive team and a well-functioning organization.
They struggle to go from One to Ten, from Startup to Scaleup.
To be able to scale, tech startups must achieve Product Readiness, build a Repeatable Sales Machine, and scale their Human Capital.
In One to Ten: Finding Your Way from Startup to Scaleup, B2B tech entrepreneurs will discover the tools, frameworks, and principles they need to overcome the inevitable growing pains and plot their own path to Ten and beyond.
A serial entrepreneur and operator, Raghav “Rags” Gupta has worked with a number of startups and scaleups and achieved multiple exits, including being part of the founding management team at Brightcove (IPO), Chief Commercial Officer at Videoplaza (acquisition), GM EMEA at Ooyala, and COO at Humatics. He is currently President of Butlr, the breakthrough proptech startup, as well as Venture Partner at Hyperplane Venture Capital. Rags is an active angel investor, mentor, board member, and advisor working with the likes of MIT Sandbox, Harvard Launch Lab X, Dvinci, Elucidata, and Asylon, among others. Rags studied operations research at Princeton University and lives with his wife and two children outside of Boston.
Contents:
Introduction
Part 1: Product Readiness
1 Validate Your Value Proposition
2 Escape Pilot Purgatory
3 Commit to a Business Model
4 Invest in Scalability
5 Ship Your Product
Part 2: Build a Repeatable Sales Machine
6 Hone Your Sales Motion
7 Reliably Generate Demand
8 Build Your Go-to-Market Team
9 Run Quality Sales Processes
10 Negotiate Win-Win Deals
11 Reliably Close Deals
Part 3: Scale Your Human Capital
12 Align Your Vectors
13 Achieve Operational Excellence
14 Leverage Your Human Capital
15 Scale Your Organization
16 Scale Yourself
Conclusion
Acknowledgments
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