This document summarizes how to free a founder from a sales role by scaling the company. It discusses how the founder's role suffers when focused on sales and competing with the company. It then presents a framework called the "4Qs" to synthesize intelligence gathered and decide on actions. The 4Qs examine what/who is served, how they are served, and who the company is. The document shows examples of using the 4Qs to audit products and roles. It advocates focusing on one quadrant at a time to free the founder from sales.

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>HOW TO FREE
A FOUNDER FROM
A SALES ROLE
SCREENING SYDNEY SUPPORTED BY WEWORK
PRESENTED BY ANTHONY COUNDOURIS

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BIG THANKS
TO OUR
SUPPORTERS

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>IN THE PAST
MAN HAS
BEEN FIRST;
IN THE FUTURE
THE SYSTEM
MUST BE FIRST
FREDERICK W TAYLOR, SCIENTIFIC MANAGEMENT 1911

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>
Anthony Coundouris has a
decade of experience
consulting to tech and SaaS
startups. Brands include
salesforce.com, Google, SAP
and IBM. He specialises in
designing sales systems. He has
consulted to firms in the UK,
Korea, Singapore, Philippines
and Australia.
LINKEDIN >

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> EXECUTIVE
ROLE
SUFFERS
REASONS
TO SCALE
A FOUNDER
01
THE SALE HAS
NO VALUE
02
COMPETE
WITH THE
FIRM
03
FUTURE-
SELL BIAS
04

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>
A decision-making framework
for synthesizing intel gathered,
to decide what action is
needed.
FRAMEWORK
THE 4Qs

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INTEL
1
4Qs
2
WORDS +
PICTURES
3

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>AT THE 4QS
A CLOSER LOOK
LET’S TAKE

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OPEN YOUR CAMERA
THE 4Qs
DOWNLOAD
FRAMEWORK
APP + POINT YOUR
PHONE HERE

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>4Qs
WHAT WE SERVE
Q2
WHO WE SERVE
Q1
HOW WE SERVE
Q4
WHO WE ARE
Q3

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LIMITSFUNCTIONS
LIMITS
LIMITS
LIMITS

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TIME
VALUE
1. contact in a few hours
2. deliver initial consultation
3. commence beg mail
4. you disappear
1
2
3
4

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Good Afternoon,
I hope you are keeping well. I just wanted to send you a quick email
to ensure that you received my email and to answer any questions
that you may have in this regard.
I look forward to your response.
Best wishes
Zoe

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>
>AUDIT
PRODUCT FACT SHEET
Q2
CUSTOMER PROFILES
Q1
CUSTOMER FLOW
Q4
BRAND GUIDELINE
Q3
10%10%
50% 40%

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>
>ASSIGN ROLES
Q2Q1
Q4Q3
ANNA
ANTHONY
RICKY
ANTHONY
SHANE ALEX
RAYAN
CECILE
VERGE ANNA
DANIEL
RAYAN
RICKY

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>
>DECISION-MAKING
Q2Q1
Q4Q3
5. RECRUITMENT
FIRMS
4. LOW-COST PRODUCT
1. BRAND OVERHAUL 2. ONLINE PAYMENT
3. XERO BILLING
6. FEATURE

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>AT A TIME
ONE QUADRANT
FOUNDER,
FREE THE

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APP + POINT YOUR
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FREE
INTRODUCTION
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