[Review]: Zero to 100 Videos From For Entrepreneurs | David Skok

Zero to 100 Videos From For Entrepreneurs

Introduction: David Skok

My Rating:

• For First Time Founder: 4
• For Experienced Founder: 5

1. Introduction to Zero to 100 and the Nine Step Journey:: 10:10

Founder Led Selling: Pete Kazanjy

My Rating: 2

1. 1. Founder Led Selling Intro:: 2:13
   2. Founder’s reactions to Sales – Optional Module:: 4:31
   3. Finding Product/Market Fit:: 7:00
   4. Finding a Scalable Sales Model: 7:42

Repeatable, Scalable & Profitable Growth: David Skok

My Rating: 

For First Time Founder: 4

For Experienced Founder: 5

1. 1. Product/Market Fit:: 6:24
   2. Finding a Repeatable Growth Process – Part 1: 16:14
   3.  Finding a Repeatable Growth Process – Part 2: 7:50
   4. Choosing a Go-to-Market Model: 8:25
   5. Making your Growth Process Scalable & Profitable: 12:07
   6. Fixing Broken Funnels: 7:47
   7. The Product is your Salesperson – Shorten your Time to Wow! : 9:34

Building a Sales Team – Stephanie Schatz

My Rating: 

For First Time Founder: 4

For Experienced Founder: 5

1. 1. Intro to Stephanie and the team she builds from zero to 100 at Xamarin:: 1:57
   2. Building a Sales Organization – Part 1:: 14:39
      • Philosophy of how to sell
      • Sales team structure in the early days
      • Recruiting & Interviewing Salespeople
   3. Building a Sales Organization – Part 2:: 20:41
      • Onboarding your first sales hire
      • Sales Enablement in the early days
      • Sales Compensation
      • Pipeline Management
      • Forecasting
      • Business Planning
      • Quotas
      • Sales Enablement in the later phases
   4. Building a Sales Organization – Part 3:: 18:00
      • How to Manage the Board
      • Culture and Team Motivation
      • The Scaling Phase
      • Sales Team structure in the Scaling Phase
      • Sales Operations
      • Executive Recruiting
      • Partner Sales
      • How to Accelerate a Sales Team
      • Nuggets of Wisdom

The SaaS Business Model & Metrics – David Skok

My Review

1. 1. Part 1 – The SaaS Business Model & Metrics:: 17:45
      • The three components of Bookings in SaaS
      • Funnel Metrics to drive Bookings
      • Salesforce Metrics
      • Aligning Sales and Marketing using MQLs
      • Understanding Churn and how to get Negative Churn
   2. Part 2 – Unit Economics:: 8:37
      • CAC & LTV
      • The SaaS Cash Flow Trough
      • The importance of Gross Margins
      • Using Unit Economics to understand your Customer Segments
      • Salesperson Unit Economics
      • Collecting Cash upfront
      • Summary of the Key Levers to drive a SaaS business

Putting Theory into Practice – Mark Gally

My Review

1. 1. Putting Theory into Practice – Part 1:: 11:13
      • Zaius’s perfect SaaS Bookings Chart
      • Diagnosing what went wrong  before Mark took over
        • Scaling Sales before they had a Repeatable Process
        • Too few Design Partner Customers
        • Had not found the killer single use-case
      • How Mark finds a Repeatable Sales Process
        • Identifying the best customer segment
        • Identifying a use-case that has a budget associated with it
        • How Mark drove 150 customer conversations in 2 months
          • What do you want to learn in those conversations:
            • Who will pay?
            • For what product?
            • How much?
          • Determine the right go-to-market (Enterprise, High Velocity, etc.)
   2. Putting Theory into Practice – Part 2: 16:16
      • How Mark applied the Zero to 100 phased approach at Zaius

The Role of the CEO – David Skok

My Review: 

• • The Role of the CEO:: 8:17
    • Vision& Strategy
    • Leadership
    • Building a team / Executive Recruiting
    • Prioritization and Focus
    • Setting the accelerator pedal
    • Operational management
    • Culture
    • Fundraising

Ending Q&A – David Skok

My Rating: 

• Final Q&A:: 2:05