As an enterprise founder, you know your product in and out, but go-to-market may keep you up at night.
Our Work-Bench Enterprise Playbooks are tactical guides that collate almost 10 years of working with best in class enterprise companies and the tactics needed to succeed in sales, marketing, procurement, SOC II, and more.
This Q&A document is designed to help teams learn (and appreciate) the quirks of each individual, including how to best encourage them, provide feedback, etc., in order to accelerate collaboration.
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This template helps founders build a narrative around their go-to-market vision in order to generate investor interest when trying to fundraise a Seed round when there are no (or little) metrics to showcase.
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This Enterprise Playbook outlines how to build out an early Marketing function, including how to build a customer acquisition “system,” scale it over time, and then measure success that aligns with weekly revenue goals.
Read MoreThis differentiated messaging template outlines the key questions Product Marketers need to think through in order to nail down and articulate truly differentiated product messaging.
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This Sales Playbook outlines a disciplined approach early-stage founders and Sales leaders can use to accurately qualify, forecast, and resource opportunities.
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This Sales Playbook outlines a formula to help up-level discovery and demo calls to make them more efficient, productive, and overall successful in getting to the next stage of closing a prospect.
Read MoreThis Enterprise Playbook outlines how enterprise software startup founders can build out a BDR organization step-by-step and start revving up their outbound go-to-market engine.
Read MoreThis enterprise sales pipeline review template provides both qualitative and quantitative data points that can help to paint a more complete and nuanced story on sales traction.
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This Business Value Calculator helps sellers demonstrate the ROI of their product versus that of an home-grown tool by creating a business case, detailing how the product will impact the prospect’s business and why now more than ever is the right time to buy.
Read MoreThis Founder-Led Outbound Sales Playbook outlines 3 steps founders can follow in their journey to creating a repeatable and scaleable sales playbook, all before hiring a fleet of BDRs.
READ MOREOur Value-Based Pricing Calculator creates a structured process to calculate your ROI and thus pricing, so that your sales team is set up to be confident in how they articulate value to customers and quote a contract value to prospects.
Read MoreOur Customer Evaluation document outlines the objectives and deliverables, pre-evaluation activities, schedule, costs, and contact info to ensure that both parties are on the same page throughout the sales process.
Read MoreOur tactical 10 Sales Process Stages dives into the desired outcome to keep you focused on the goal, including a checklist of to-dos, a breakdown of each team member’s role in that part of the process, as well as the tools you’ll need.
Read MoreIs your new hire ready to go solo on making a sale? Rate the effectiveness of your new hire's pitch during sales calls using our Pitch Scorecard.
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Define a successful hiring strategy beyond founder-led sales with our First Sales Hiring Playbook. We outline best practices for compensation, sourcing, and candidate assessments for BDRs.
Read MoreBuild a replicable sales onboarding process, from culture to customers to closing with our Onboarding Schedule for Your Sales Hire.
Read MoreOur Must-Ask Interview Questions for a VP of Sales Candidate will guide your conversation when interviewing your first VP of Sales candidate.
Read MoreFrom 5 hires to 50 to 500, use our Startup Recruiting Workbook: Sourcing & Interview Process to build your startup’s recruiting process.
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The legal contract process is necessary to keep early-stage startups protected. This Playbook addresses many of the legal challenges enterprise leaders face when closing a deal, including the best legal negotiation and review tactics.
Read MoreOur Legal Challenges Playbook addresses many of the legal challenges startups are facing during COVID-19, including how to best handle customer and contract evaluation, contract renegotiation, and contract renewal.
Read MoreWe address how corporates should approach buying from startups during COVID-19, including how to rate supplier criticality, and best handle supplier diligence, contractual protection and flexibility, and contingency planning.
Read MoreWe put together best practices to help enterprise startup leaders conquer SOC 2 compliance, including why is it important for startups, SOC 2 scope, the 5 Trust Services Criteria , SOC 2 timelines, cost, and preparation, and more.
Read MoreWe outline how to structure a POC, including a step-by-step framework and a template of a POC Agreement - in order to get your POC up-and-running fast.
Read MoreBuilding an open-source business requires founders to become familiar with their target developer ecosystem, spread awareness, and cultivate a community. This Playbook outlines 3 proven community strategies to grow an open-source business.
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