1. GO-TO-MARKET & SCALING
AN ENGINEERING PERSPECTIVE
Aleksandar Bradic
CTO, Supplyframe
The Founder Institute
July 22 2020

2. MY JOURNEY SO FAR
IoT/AnalyticsVertical Search
+ Enterprise
Vertical Search
+ SaaS
ENGINEERING AUTOMOTIVE
REAL ESTATE
TRAVEL
HEALTHCARE
EARLY STAGEGROWTH/MATURITY STARTUP/GROWTH

3. PERFECT WORLD
MVP SCALE
RESEARCH
POSITIONING
FEEDBACK
PRICING
PROMOTION
GROWTH
PRODUCT-MARKET FITIDEA
CUSTOMER
ACQUISITION
STRATEGY
USER FEEDBACKPIVOT
BUSINESS
ENGINEERING

4. STARTUP REALITY
MVP
RESEARCH
POSITIONING
FEEDBACK
TRACTION?IDEA
PIVOT
PIVOT
MARKET?
EXPAND
GROWTH
PROMOTION
ADOPTION
MARKETING
DEMANDGEN
CONTENT
PRODUCT
CONVERSION
RETENTION
VALUE
EXPAND
SCALE
CUSTOMER
ACQUISITION
STRATEGY
ITERATE
HYPER-GROWTH IS FOR THE LUCKY ONES.
Everyone else has to make it on perseverance and hard work alone.

5. ALIGNMENT ISSUES
PIVOT / EXPAND / ITERATE
NOT ENOUGH
RUNWAY
()

6. UX TECH
PRODUCT
DIFFERENTIATION
PICK ONE

7. Go-to-Market Scaling
UX FIRST
HUMAN-CENTRIC
PRODUCT DESIGN
RAPID ITERATION
OPTIMIZATION CULTURE
GROWTH ENGINE SUPPORT
DOMAIN
KNOWLEDGE
EMPATHY
CUSTOMER-FIRST MINDSET
STRONG PRODUCT
OWNERSHIP
ACCESSIBILITY
ENGINEERING
DOCUMENTATION
AS-A-UX
UX TECH

8. UX TECH
TECH FIRST
Go-to-Market Scaling
STORYTELLING
SUPPORT
TECHNICAL
DIFFERENTIATION
DOMAIN
ADAPTABILITY
IP DEFENSIBILITY
TALENT ACQUISITION
& RETENTION
CONFIGURABILITY
WHITE LABELING
INTEGRATION
ENTERPRISE SUPPORT
TEAM SCALABILITY

9. UX TECH
UX + TECH
Go-to-Market Scaling
CREDENTIALS
SIGNALING
PLATFORM ADVANTAGE
PRODUCT ENGINEERING
MINDSET
DOMAIN EXPERTISE
ENGAGEMENT
MAXIMIZATION
THOUGHT LEADERSHIP
PRODUCT MARKETING
SUPPORT
DOMAIN ADAPTABILITY
HIRING & RETENTION
BEST-IN-CLASS SLAs

10. TEAM CULTURE
Make hard decisions early.
Give development teams
business agency.
Turn go-to-market into an
engineering challenge.