This post is so important for solopreneurs, indie hackers and founders to read and implement. Far too many people wait until the product is good to go before they try to figure out how to reach potential customers. Waiting to figure this out is nothing short of waiting to fail.
The scale on which Gary Vaynerchuk has been right on all of this across multiple inflection points and with the specific tactics required to sell through is stunning. You should interview him.
The only place where this is not true is web3 and crypto. Where tokens are treated like products and VCs keep pumping because they know CT’s hype culture will allow them dump and make a return. I for one, can’t wait for this cycle to end so garbage projects stop taking talented builders who get swept up in the hype
I think one area that is often ignored is the team's DNA in deciding their GTM strategy and distribution channels. For example, many scream that a B2B product must be founder's led sales, but ignoring the fact that the very founder may just not have the personality for this very strategy. Know and play your strength to grow ARR, then bring on others to complement your team....
"They accomplish this with unprecedented capital efficiency, often operating with a Burn Multiple below 1.0, meaning they generate more than a dollar of new revenue for every dollar of cash they burn."
If that's the new ideal for founders that VCs set, then, isn't it sawing a branch VCs are sitting on?
If a startup earns more than a dollar for each dollar they spend, why wouldn't they just bootstrap?
This post is so important for solopreneurs, indie hackers and founders to read and implement. Far too many people wait until the product is good to go before they try to figure out how to reach potential customers. Waiting to figure this out is nothing short of waiting to fail.
The scale on which Gary Vaynerchuk has been right on all of this across multiple inflection points and with the specific tactics required to sell through is stunning. You should interview him.
The only place where this is not true is web3 and crypto. Where tokens are treated like products and VCs keep pumping because they know CT’s hype culture will allow them dump and make a return. I for one, can’t wait for this cycle to end so garbage projects stop taking talented builders who get swept up in the hype
I think one area that is often ignored is the team's DNA in deciding their GTM strategy and distribution channels. For example, many scream that a B2B product must be founder's led sales, but ignoring the fact that the very founder may just not have the personality for this very strategy. Know and play your strength to grow ARR, then bring on others to complement your team....
Definitely important to play to one’s strengths!
Insightful
Great collaborating with you! Big fan of VC Corner
I’d also add distribution needs to be differentiated compared to your competitors.
Otherwise, you’re in a crowded arena where it becomes challenging to find GTM alpha
I think there’s a little nuance when it comes to consumer package products, but agree that Distribution is the name of the game.
Great post!
Helpful! Thank you.
"They accomplish this with unprecedented capital efficiency, often operating with a Burn Multiple below 1.0, meaning they generate more than a dollar of new revenue for every dollar of cash they burn."
If that's the new ideal for founders that VCs set, then, isn't it sawing a branch VCs are sitting on?
If a startup earns more than a dollar for each dollar they spend, why wouldn't they just bootstrap?
The GTM strategy should answer questions like how to I bring this product to market and distribution/channels is a part of that.
It should be included in the overarching GTM strategy.