The document outlines key traits of high-performing teams and GTM models used to grow from $0 to $2.5B in 4 years. It identifies traits like chasing ambitious goals, healthy competition, all-in leadership, and extreme ownership. It also notes traits to avoid like excuses, fear, disloyalty, and entitlement. The GTM models discussed align the sales funnel, set clear budgets and goals, shorten sales cycles, track tasks and opportunities, prioritize named deals, and follow a sell, design, build process. The models aim to maximize growth while minimizing risk.

2. From $0 - $2.5B in 4 years
And the GTM models we used to get there

3. The $0 - $2.5B Timeline

4. In that compressed cycle our learnings
accelerated.

5. “Everyone deserves the feeling of being a part of
a truly high performing team. This means each
member of our team is responsible for helping to
bring out the best in each other and themselves.
In order to do that we need to have these
principles clearly outlined and understood. Then
over time with consistent effort they will become
our culture.”

6. Before we get into operating models we need certain traits
Key traits of high performing teams:
● Chasing ambitious goals is energizing, invigorating, and FUN.
● There is healthy competition within the team and ruthless competition with our
market. (COOPETITION)
● All-in leadership, at every level.
● Palpable hunger to win and achieve.
● We are not jerks, but we never tolerate less than a full effort and an excellent
outcome.
● Literally every day/week/month/quarter/year that begins makes you excited for the
process to become and to build something truly exceptional.
● Extreme Ownership - we act like what we are, which is co owners
● No one loves their customers and partners more than we do, we serve them
● Time to act is now - speed is key

7. And we need to avoid certain traits
Key traits high performing teams do NOT have:
● Excuses
● A culture of fear
● Disloyalty to those not present
● Fight against large goals or changes
● Entitlement
● Complaining
● There is no room for “passengers.”

8. Models are only great when your team is too

9. GTM Models
1. Align the Funnel
2. Budget, Quota, Goal
3. Shorten the Cycle
4. T3/B3
5. Name, Number, and North Star
6. Sell, Design, Build

10. Align the Funnel
One clear owner to reduce
waste and friction

11. Budget, Quota,
Goal
The formula to “beat and raise”

12. Shorten the
Cycle
From quarterly to monthly to
weekly to daily - blow your AOP
out of the water

13. T3/B3
Always know where you stand
and what you’re working on

14. Name, Number,
and North Star
0 “glass balls” dropped and
always prioritized

16. Sell, Design,
Build.
Never waste time

17. These models are Simple, but not Easy.

18. GTM Models Recap
1. Align the Funnel - One owner, reduce friction
2. Budget, Quota, Goal - protect downside maximize
upside
3. Shorten the Cycle - never drop a glass ball
4. T3/B3 - Understand where you stand
5. Name, Number, and North Star - Know who is on
first
6. Sell, Design, Build - Explore with a purpose

19. Q/A