Nail it, then scale it

Early stage founders and leadership teams understand the problems they solve, how to spot a great customer (and bad fits), and where they want to go. They believe. Put the founder in a room with the right ICP decision maker, the win rate is high.

What happens next is where I fit in. Let’s define the story, nail the go-to-market motion that works, then scale it. See examples below for some lessons learned that can help.