Bespoke marketing playbooks for early-stage B2B SaaS founders and leaders
“Usually, in fact, hiring your first salespeople won’t really help in sales until there are enough leads that the founders just don’t have time. "
- Jason M. Lemkin, SaaS Founder, Enthusiast & VC
You built it and they are coming. You're getting a steady stream of leads and doing founder-led sales. You start thinking that maybe it's time to hire your first sales reps, or you already have one or two to start growing your revenue.
That sounds great, but chances are you don't have enough leads yet. And new reps won't grow your sales with your existing lead volume. Furthermore, they don't know the product as well as you do, so your sales might even suffer.
How do you get from 20 to 40 leads, from 40 to 100, and from 100 to 200, and more (much more)? SEO? Outbound? LinkedIn? Paid media? Events? How do you do it efficiently without burning money? What makes the most sense for your GTM motion?
What is a lead anyway? MQL, SQL, PQL, a signup, a meeting booked…?
If these questions are familiar, you have a marketing problem.
Okay, so who do you hire first? A VP of marketing, a product marketer, a growth person, a PPC specialist, a content marketer or a demand-gen specialist?
Most marketers will be biased toward their field of expertise even if it doesn't make sense for your growth model and GTM strategy – i.e., “If the only tool you have is a hammer, you will start treating all your problems like a nail.”
Most senior leaders have been doing people management for far too long (and thus have lost their strategic edge). And marketing at a well-established brand with resources is a totally different ball game vs. an early-stage business where you have to be scrappy, where you have limited data and resources, and lack clarity on product-channel fit and even product-market fit.
Plus, how do you convince a really talented and capable marketer, with a solid background and who's a great fit for you, to work at your early-stage company?
Time is valuable and you can't afford to make too many mistakes. You can't afford a mis-hire (which is so easy to do). Because unlike sales, most marketing will take a bit longer to start generating results (unless you are willing to spend a lot of cash). So the wrong person can easily set you back ~12 months.
Agencies will only help you so far (most simply are not good).
Sounds like you? Keep reading.
Close the gaps, de-risk your marketing and get a surplus of leads
Let's work together to get you to a place where you have a surplus of leads and solid marketing foundation.
You know how marketing contributes to your growth. What channels make the most sense for your growth model. Who to hire… And you know what your next 1–3 biggest growth opportunities are .
I'll help you de-risk your early-stage marketing, and get clarity about where to invest your resources.
What you get
- Marketing playbook (tailored to your uniqueness).
- A high-level roadmap for the next 12 month.
- 90-day tactical roadmap
- Help with recruiting a founding team.
- Help with sourcing and picking agencies and partners.
- Weekly calls to strategize & ensure we’re on track.
Unlike most alternatives, this playbook is tailored to identify and emphasize your core strengths and is rooted in hard-earned lessons, which allows you skip a year or two of trial and error.
Ideal fit
- Seed → Series A and <$2M ARR B2B SaaS
- Sales led or product led
- Looking to grow to >$10M+ ARR
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