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Go To Market Fit Summit

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If you are an enterprise entrepreneur who is launching initially, finding Product Market Fit, seeking Go-To-Market repeatability, or introducing a new product to market, this summit is for you.

  • A 7 Time Lotto Winner Stepped Up to Share His Secrets With YOU ♥♥♥ https://tinyurl.com/t2onem4
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  • Very insightful to see the transition from PM Fit to GTM fit in the Startup Journey. Thank you Tae Hea and Bob for sharing your wisdom.
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Go To Market Fit Summit

  1. 1. © 2018, Bob Tinker & Tae Hea Nahm GTM Fit Summit Bob Tinker & Tae Hea Nahm May 3, 2018 www.SurvivalToThrival.com Linkedin.com/in/SurvivalToThrival/Facebook.com/S2Thrival/ @S2Thrival
  2. 2. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm Bob Tinker MobileIron Founder/CEO Punchline Guy Three-time entrepreneur $0 -> not much $0 -> 80M / yr $0 ->160M / yr Tae Hea Nahm Storm Ventures VC/Board member Model Guy Enterprise investor
  3. 3. © 2018, Bob Tinker & Tae Hea Nahm VC CEO’s
  4. 4. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm The Question What do we wish we had known 15 years ago as a newbie enterprise entrepreneur and investor ?
  5. 5. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm And then others pitched in… Aaron Levie CEO & Co-Founder - Box Tien Tzuo CEO & Co-Founder - Zuora Phil Fernandez Founding CEO - Marketo Jon Miller CEO & Co-founder - Engagio Mark Leslie Former CEO - Veritas Mark Templeton Former CEO - Citrix Sameer Dhoklia CEO - SendGrid Huan Ho CTO - Rally Team
  6. 6. © 2018, Bob Tinker & Tae Hea Nahm Help entrepreneurs succeed now & anticipate what’s next www.SurvivalToThrival.com Wrote it down
  7. 7. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm Why do entrepreneurs & investors who succeed at one stage get stuck at the next ? Observation #1:
  8. 8. © 2018, Bob Tinker & Tae Hea Nahm Successful startups reinvent themselves 4x
  9. 9. © 2018, Bob Tinker & Tae Hea Nahm Everything changes Strategy, Execution, Mindset
  10. 10. © 2018, Bob Tinker & Tae Hea Nahm Picking right cofounder Overcoming founder bias Finding Go-To- Market Fit Calculated Recklessness Escaping the Category Even good startups fail What are the tripwires?
  11. 11. © 2018, Bob Tinker & Tae Hea Nahm Why do so many enterprise startups get to PMF, but never unlock growth? Observation #2:
  12. 12. © 2018, Bob Tinker & Tae Hea Nahm Very high stress • Missed expectations • High frustration • Right people? Right skills? • High cash burn • Running out of time and $
  13. 13. © 2018, Bob Tinker & Tae Hea Nahm There is a pattern to the startups that unlocked growth The Good News
  14. 14. © 2018, Bob Tinker & Tae Hea Nahm Unlocking growth requires GTM team to both learn and unlearn Finding GTM Fit Don’t die How do we win?
  15. 15. © 2018, Bob Tinker & Tae Hea Nahm Today’s Agenda
  16. 16. © 2018, Bob Tinker & Tae Hea Nahm Finding GTM Fit 1:30 Welcome 1:45 GTM Fit Workshop What is it? How to find it? Impact on people? Real world examples (MobileIron sales-led) Bob Tinker Founder/CEO
  17. 17. © 2018, Bob Tinker & Tae Hea Nahm Finding GTM Fit 1:30 Welcome 1:45 GTM Fit Workshop What is it? How to find it? Impact on people? Real world examples (MobileIron sales-led) 2:45 GTM Fit Journey Panel It can be a bumpy ride DOMINIQUE LEVIN Managing Partner JON LEE Founder/CEO MICKEY ALON Founder/CEO
  18. 18. © 2018, Bob Tinker & Tae Hea Nahm CLARA SHIH Founder/CEO Finding GTM Fit 1:30 Welcome 1:45 GTM Fit Workshop What is it? How to find it? Impact on people? Real world examples (MobileIron sales-led) 2:45 GTM Fit Journey Panel It can be a bumpy ride 3:30 Re-finding GTM Fit: Hearsay
  19. 19. © 2018, Bob Tinker & Tae Hea Nahm Finding GTM Fit 1:30 Welcome 1:45 GTM Fit Workshop What is it? How to find it? Impact on people? Real world examples (MobileIron sales-led) 2:45 GTM Fit Journey Panel It can be a bumpy ride 3:30 Re-finding GTM Fit: Hearsay 4:00 GTM Fit Journey: Engagio 4:00 Live GTM Fit Playbook Marketo—Marketing led example JON MILLER Founder/CEO Cofounder
  20. 20. © 2018, Bob Tinker & Tae Hea Nahm Finding GTM Fit 1:30 Welcome 1:45 GTM Fit Workshop What is it? How to find it? Impact on people? Real world examples (MobileIron sales-led) 2:45 GTM Fit Journey Panel It can be a bumpy ride 3:30 Re-finding GTM Fit: Hearsay 4:00 GTM Fit Journey: Engagio 4:00 Live GTM Fit Playbook Marketo—Marketing led example 5:15 Closing 5:30 Happy Hour
  21. 21. © 2018, Bob Tinker & Tae Hea Nahm How investors identify GTM Fit? High Growth Reps beating quota → it’s working Surplus qualified leads → hire more reps Great lead source → invest more in that source Predictable, Repeatable Scalable Growth Run a spreadsheet model ($1 in S&M drives $xx of predictable billings) Invest more in S&M Work this in
  22. 22. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm Go-To-Market Fit The “Missing Link” to unlock growth
  23. 23. © 2018, Bob Tinker & Tae Hea Nahm Achieving PM Fit is a huge milestone
  24. 24. © 2018, Bob Tinker & Tae Hea Nahm But PMF is not enough to unlock growth
  25. 25. © 2018, Bob Tinker & Tae Hea Nahm The Missing Link to growth: GTM Fit
  26. 26. © 2018, Bob Tinker & Tae Hea Nahm - 100 200 300 400 500 600 Q109 Q209 Q309 Q409 Q110 Q210 Q310 Q410 Q111 Q211 Q311 Q411 Q112 Q212 Q312 Q412 # New Customers PER Qtr GTM Fit GTM Fit in action
  27. 27. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm Finding Go-To-Market Fit How does it start?
  28. 28. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm Our search for GTM Fit inadvertently began on a whiteboard
  29. 29. © 2018, Bob Tinker & Tae Hea Nahm Product-Market LEARN Go-To-Market When? Tail end of PMF Find the patterns Why Win? / Why Lose? Why go fast? / Go Slow? Pay careful attention “Universe” is teaching
  30. 30. © 2018, Bob Tinker & Tae Hea Nahm Easy to miss the forest… …while focused on chopping down trees… …and surviving
  31. 31. © 2018, Bob Tinker & Tae Hea Nahm Happy Customers and won deals Churned Customers and lost deals Who is the buyer? (Company, industry, title) Why now? (Urgency) Why win? Lose? (Pain, use case, factors) Deal summary? (Competitor, price, days) How sell? (Lead source, sales rep profile) Who? (ICP) Why? (Urgency) How? (decide) How? (find them) Take 20 deals Learn: Find the GTM patterns
  32. 32. © 2018, Bob Tinker & Tae Hea Nahm Once you start to see the patterns…you’re on the path to GTM Fit
  33. 33. © 2018, Bob Tinker & Tae Hea Nahm GTM Model Direct, Channel, Web, Freemium, Trial & Upsell Marketing-led, Sales-led GTM Playbook Find & Win Same Customers What’s The Wow? GTM Fit: 3 parts Urgent Wave Why buy now? Part of larger wave?
  34. 34. © 2018, Bob Tinker & Tae Hea Nahm Go-To-Market Fit: Part 1 Urgent Wave Why buy now? Part of larger wave?
  35. 35. © 2018, Bob Tinker & Tae Hea Nahm Finding urgency Founder hyper-focus is a strength and weakness “Ruthlessly focus on founding idea” “We are 100% focused. All the wood behind the arrow” “I won 5 customers, that must mean we’ve found urgency” What if you’re wrong? You’re dead.
  36. 36. © 2018, Bob Tinker & Tae Hea Nahm Instead Cast a slightly wider net for urgent hotpots Be open to----and test----adjacencies Hotspot may not be the founding idea Founding Idea Urgent pain More ICPs
  37. 37. © 2018, Bob Tinker & Tae Hea Nahm GTM Model Direct, Channel, Web, Freemium, Trial & Upsell Marketing-led, Sales-led Go-To-Market Fit: Part 2 Urgent Wave Why buy now? Part of larger wave?
  38. 38. © 2018, Bob Tinker & Tae Hea Nahm Pick one GTM Model Product-LedSales-Led Marketing-Led Full touch Low-touch Zero-touch Match how the ideal customer DECIDES TO BUY your product Pick right model for you. Watch out for fad models
  39. 39. © 2018, Bob Tinker & Tae Hea Nahm GTM Model Direct, Channel, Web, Freemium, Trial & Upsell Marketing-led, Sales-led GTM Playbook Find & Win Same Customers What’s The Wow? Go-To-Market Fit: Part 3 Urgent Wave Why buy now? Part of larger wave? The Key
  40. 40. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm My big mistake “Isn’t GTM Playbook = good pitch + some sales tactics?”
  41. 41. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm The reality Becomes the OS for the GTM motion And incredibly powerful tool to align the entire companyGTM Playbook
  42. 42. © 2018, Bob Tinker & Tae Hea Nahm Not 30 page document Fits on 1 Page (Maybe 2)
  43. 43. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm Building the GTM Playbook
  44. 44. © 2018, Bob Tinker & Tae Hea Nahm Lay out customer journey1 Automated Manual Product-led (self service) Website Free trial Drive usage Self-serve to paid Expand with usage NurtureQuality Digital Marketing Marketing- generated lead Sales-led 1st meeting 2nd meeting Evaluate Exec meeting Win Quality Marketing-led with inside sales (recurring)
  45. 45. © 2018, Bob Tinker & Tae Hea Nahm 1 Lay out customer journey Marketing- generated lead 1st meeting 2nd meeting Eval Exec meeting Win Quality Represent the physics of the customer journey Everyone must have same view Don’t use the salesforce forecasting stages
  46. 46. © 2018, Bob Tinker & Tae Hea Nahm 1 Lay out customer journey Marketing- generated lead 1st meeting 2nd meeting Eval Exec meeting Win Quality Have mobile devices and apps? Users want to pick own device or BYOD? Are you worried about security of your data? Explore needs and motivation We solve security for apps and devices Innovative mobile security platform for BYOD or corporate while protecting privacy Peer references and product deep dive Why beat competition Future proof platform Get eval approval Get boss to table Present test plan results and customer success plan Initial pricing and executive references Turn up live instance Customer execute test plan and document results Find challenges Initial order Convert eval to live Introduce customer success team What to ‘Do & Say’ at each stage? What are the ‘wow’s? 2
  47. 47. © 2018, Bob Tinker & Tae Hea Nahm Marketing- generated lead 1st meeting 2nd meeting Eval Exec meeting Win Quality Have mobile devices and apps? Users want to pick own device or BYOD? Are you worried about security of your data? Explore needs and motivation We solve security for apps and devices Innovative mobile security platform for BYOD/corporate while protecting privacy Peer references and product deep dive Why beat competition Future proof platform Get eval approval Get boss to table Present test plan results and customer success plan Initial pricing and executive references Turn up live instance Customer execute test plan and document results Find challenges Initial order Convert eval to live Introduce customer success team Requires sacrifice & distillation Harder than it seems What does Marketing & Sales “Say & Do”
  48. 48. © 2018, Bob Tinker & Tae Hea Nahm Marketing- generated lead 1st meeting 2nd meeting Eval Exec meeting Win Quality Have mobile devices and apps? Users want to pick own device or BYOD? Are you worried about security of your data? Explore needs and motivation We solve security for apps and devices Innovative mobile security platform for BYOD/corporate while protecting privacy WOW #1: Sel Wipe Peer references and product deep dive Why beat competition Future proof platform Get eval approval WOW #2: Enterprise AppStore Get boss to table Present test plan results and customer success plan Initial pricing and executive references Turn up live instance Customer execute test plan and document results Find challenges Initial order Convert eval to live Introduce customer success team Product team doesn’t decide…customers do Wow’s can change over time Finding the WOW
  49. 49. © 2018, Bob Tinker & Tae Hea Nahm Marketing- generated lead 1st meeting 2nd meeting Eval Exec meeting Win Quality Have mobile devices and apps? Users want to pick own device or BYOD? Are you worried about security of your data? Explore needs and motivation We solve security for apps and devices Innovative mobile security platform for BYOD/corporate while protecting privacy WOW #1: Sel Wipe Peer references and product deep dive Why beat competition Future proof platform Get eval approval WOW #2: Enterprise AppStore Get boss to table Present test plan results and customer success plan Initial pricing and executive references Turn up live instance Customer execute test plan and document results Find challenges Initial order Convert eval to live Introduce customer success team Be crisp about the ask Ask for 2nd mtg Ask for Eval Boss to table Ask for Order The goal of each stage
  50. 50. © 2018, Bob Tinker & Tae Hea Nahm Marketing-led with inside sales (recurring) Important note: For ARR, Win not the “end” Playbook extended to Customer Success: Onboard, Production, Upsell, & Renew
  51. 51. © 2018, Bob Tinker & Tae Hea Nahm 1 Lay out customer journey Marketing- generated lead 1st meeting 2nd meeting Eval Exec meeting Win Quality Have mobile devices and apps? Users want to pick own device or BYOD? Are you worried about security of your data? Explore needs and motivation We solve security for apps and devices Innovative mobile security platform for BYOD or corporate while protecting privacy Peer references and product deep dive Why beat competition Future proof platform Get eval approval Get boss to table Present test plan results and customer success plan Initial pricing and executive references Turn up live instance Customer execute test plan and document results Find challenges Initial order Convert eval to live Introduce customer success team What to ‘Do & Say’ at each stage? What are the ‘wow’s? 2 SEO/M programs and website landing SDR outbound email and calls Channels and ecosystem referrals 1st meeting presentation Supporting videos and product information WOW #1 2nd meeting presentation with deep dive and competitive Key features for differentiation WOW #2 Exec summary talking points and exec references Eval results in nice dynamic dashboard Executive calls Easy eval turn-on and tutorial Eval checklist Competitive traps Engineer hotline for issues Quick quoting tool Click thru legal agreements Welcome kits and training video What’s the rest of Company do to support the playbook?3
  52. 52. © 2018, Bob Tinker & Tae Hea Nahm Marketing- generated lead 1st meeting 2nd meeting Eval Exec meeting Win Quality Have mobile devices and apps? Users want to pick own device or BYOD? Are you worried about security of your data? Explore needs and motivation We solve security for apps and devices Innovative mobile security platform for BYOD or corporate while protecting privacy Peer references and product deep dive Why beat competition Future proof platform Get eval approval Get boss to table Present test plan results and customer success plan Initial pricing and executive references Turn up live instance Customer execute test plan and document results Find challenges Initial order Convert eval to live Introduce customer success team SEO/M programs and website landing SDR outbound email and calls Channels and ecosystem referrals 1st meeting presentation Supporting videos and product information WOW #1 2nd meeting presentation with deep dive and competitive Key features for differentiation WOW #2 Exec summary talking points and exec references Eval results in nice dynamic dashboard Executive calls Easy eval turn-on and tutorial Eval checklist Competitive traps Engineer hotline for issues Quick quoting tool Click thru legal agreements Welcome kits and training video Often drives product changes
  53. 53. © 2018, Bob Tinker & Tae Hea Nahm Marketing- generated lead 1st meeting 2nd meeting Eval Exec meeting Win Quality Have mobile devices and apps? Users want to pick own device or BYOD? Are you worried about security of your data? Explore needs and motivation We solve security for apps and devices Innovative mobile security platform for BYOD or corporate while protecting privacy Peer references and product deep dive Why beat competition Future proof platform Get eval approval Get boss to table Present test plan results and customer success plan Initial pricing and executive references Turn up live instance Customer execute test plan and document results Find challenges Initial order Convert eval to live Introduce customer success team What to ‘Do & Say’ at each stage? What are the ‘wow’s? 2 SEO/M programs and website landing SDR outbound email and calls Channels and ecosystem referrals 1st meeting presentation Supporting videos and product information WOW #1 2nd meeting presentation with deep dive and competitive Key features for differentiation WOW #2 Exec summary talking points and exec references Eval results in nice dynamic dashboard Executive calls Easy eval turn-on and tutorial Eval checklist Competitive traps Engineer hotline for issues Quick quoting tool Click thru legal agreements Welcome kits and training video What’s the rest of Company do to support the playbook?3 Metrics “come for free” 4
  54. 54. © 2018, Bob Tinker & Tae Hea Nahm Marketing- generated lead 1st meeting 2nd meeting Eval Exec meeting Win Quality SEO/M programs and website landing SDR outbound email and calls Channels and ecosystem referrals 1st meeting presentation Supporting videos and product information WOW #1 2nd meeting presentation with deep dive and competitive Key features for differentiation WOW #2 Exec summary talking points and exec references Eval results in nice dynamic dashboard Executive calls Easy eval turn-on and tutorial Eval checklist Competitive traps Engineer hotline for issues Quick quoting tool Click thru legal agreements Welcome kits and training video Final Result: GTM PLAYBOOK Have mobile devices and apps? Users want to pick own device or BYOD? Are you worried about security of your data? Explore needs and motivation We solve security for apps and devices Innovative mobile security platform for BYOD/corporate while protecting privacy WOW #1: Sel Wipe Peer references and product deep dive Why beat competition Future proof platform Get eval approval WOW #2: Enterprise AppStore Get boss to table Present test plan results and customer success plan Initial pricing and executive references Turn up live instance Customer execute test plan and document results Find challenges Initial order Convert eval to live Introduce customer success team Ask for 2nd mtg Ask for Eval Boss to table Ask for Order
  55. 55. © 2018, Bob Tinker & Tae Hea Nahm GTM Model Direct, Channel, Web, Freemium, Trial & Upsell Marketing-led, Sales-led GTM Playbook Find & Win Same Customers What’s The Wow? GTM Fit: 3 parts working together Urgent Wave Why buy now? Part of larger wave?
  56. 56. © 2018, Bob Tinker & Tae Hea Nahm Initial biases are powerful Patterns are hard to see Forces the implicit -> explicit Requires sacrifice & distillation Changing GTM muscles is painful Lessons Learned From Finding GTM Fit
  57. 57. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm Post PMF sales bump along, even with more GTM investment Closing deals requires “Founder Hero” selling Every deal is different New sales reps struggle to learn Without GTM Fit: Pain
  58. 58. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm What does GTM-Fit feel like? Momentum
  59. 59. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm Leads & pipeline growth Deals close predictably Additional sales & marketing investment grows pipeline New reps quickly learn to win Company knows what to do With GTM Fit Growth Unlocks
  60. 60. © 2018, Bob Tinker & Tae Hea Nahm GTM Fit moments… Tien Tzuo. CEO Zuora No longer an evangelical sale Aaron Levie, CEO, Co-Founder Box “Holy Crap, Every Vertical Has the Same Problem” Bob Tinker, CEO, Co-Founder MobileIron VP Sales Making a Big Bet
  61. 61. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm And then EVERYTHING changes Welcome to Thrival!
  62. 62. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm GTM Fit & Thrival profoundly changes the company …and the people
  63. 63. © 2018, Bob Tinker & Tae Hea Nahm Company Changes Don’t die … How do we win? Careful execution … Calculated recklessness Product-led culture … GTM-led culture Find PM & GTM-Fit … Drive growth & prove unit economics Work in obscurity … Obsess about awareness Stingy hiring … Rapid hiring & onboarding
  64. 64. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm Company Δ Role Δ People Δ …or Δ the people with no Δ in title People changes
  65. 65. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm Painful challenge A B The very things that made you successful B C can hold you back or kill you © 2017, Bob Tinker
  66. 66. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm
  67. 67. © 2018, Bob Tinker & Tae Hea Nahm Davy Crocket Path through woods VP Sales Evolution Joan of Arc Braveheart Lead great warriors!
  68. 68. © 2018, Bob Tinker & Tae Hea Nahm Davy Crocket Pioneer Unlearn Moment: VP Sales Unlearn Pioneer → Warrior Leader Change execution Find deals → Win deals (explore) (playbook) Joan of Arc & Braveheart Warrior Leader
  69. 69. © 2018, Bob Tinker & Tae Hea Nahm Davy Crocket Path through woods VP Sales Evolution Dwight Eisenhower Architect & execute Joan of Arc Braveheart Lead great warriors!
  70. 70. © 2018, Bob Tinker & Tae Hea Nahm Joan of Arc & Braveheart Warrior Leader Dwight Eisenhower Sales Architect Unlearn Moment: VP Sales Unlearn Warrior → War Room Change execution Win deals → Win war (playbook) (machine)
  71. 71. © 2018, Bob Tinker & Tae Hea Nahm Captain America One of the Troops Avengers Band of Superheroes Professor Xavier Dean of University Applies to the CEO too
  72. 72. © 2018, Bob Tinker & Tae Hea Nahm Survival Role PMF/GTMF Growth Role Category Leader Scale Role Industry Leader And every other position …
  73. 73. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm Really Hard It’s hard
  74. 74. © 2018, Bob Tinker & Tae Hea Nahm Spectacular Learning and Unlearning for you and the team
  75. 75. © 2018, Bob Tinker & Tae Hea Nahm GTM Fit Journey- It can be a bumpy ride DOMINIQUE LEVIN MANAGING PARTNER JON LEE FOUNDER/CEO MICKEY ALON FOUNDER/CEO
  76. 76. © 2018, Bob Tinker & Tae Hea Nahm Re-finding GTM Fit CLARA SHIH FOUNDER/CEO of
  77. 77. © 2018, Bob Tinker & Tae Hea Nahm Live GTM Fit Playbook JON MILLER Founder/CEO of Cofounder of
  78. 78. © 2018, Bob Tinker & Tae Hea Nahm GTM Fit Summit WRAP UP
  79. 79. © 2018, Bob Tinker & Tae Hea Nahm What is GTM Fit? How find it? GTM Model Match how the Ideal Customer buys your product GTM Playbook Find & Win Same Customers What’s The Wow? Urgent Wave Why buy now? Part of larger wave?
  80. 80. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm Predictable Repeatable Scalable Growth GTM Fit = Momentum
  81. 81. © 2018, Bob Tinker & Tae Hea Nahm GTM Fit is a real-world journey
  82. 82. © 2018, Bob Tinker & Tae Hea Nahm© 2018, Bob Tinker & Tae Hea Nahm Advice for early enterprise startups Successful startups: Re-invent 4x PM Fit is not enough: Find GTM-Fit The CEO & Leaders: Must Unlearn
  83. 83. © 2018, Bob Tinker & Tae Hea Nahm …and most importantly Know that you are not alone
  84. 84. © 2018, Bob Tinker & Tae Hea Nahm Survive well Thrive well Good luck!
  85. 85. © 2018, Bob Tinker & Tae Hea Nahm THANK YOU! www.survivaltothrival.com linkedin.com/in/survivaltothrival/facebook.com/S2Thrival/ @S2THRIVAL Join the community Review on AMZN

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