[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
Repeatable, Scalable & Profitable Growth: David Skok
My Rating:
For First Time Founder: 4
For Experienced Founder: 5
- Product/Market Fit:: 6:24
- Finding a Repeatable Growth Process – Part 1: 16:14
- Finding a Repeatable Growth Process – Part 2: 7:50
- Choosing a Go-to-Market Model: 8:25
- Making your Growth Process Scalable & Profitable: 12:07
- Fixing Broken Funnels: 7:47
- 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
- Intro to Stephanie and the team she builds from zero to 100 at Xamarin:: 1:57
- Building a Sales Organization – Part 1:: 14:39
- Philosophy of how to sell
- Sales team structure in the early days
- Recruiting & Interviewing Salespeople
- 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
- 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
- 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
- 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
- Part 1 – The SaaS Business Model & Metrics:: 17:45
Putting Theory into Practice – Mark Gally
My Review
- 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.)
- What do you want to learn in those conversations:
- Putting Theory into Practice – Part 2: 16:16
- How Mark applied the Zero to 100 phased approach at Zaius
- Putting Theory into Practice – Part 1:: 11:13
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
- The Role of the CEO:: 8:17
Ending Q&A – David Skok
My Rating:
- Final Q&A:: 2:05
Total Duration | 220min approx 3.66hours |
Final Rating | |
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