1. North star

Quarterly OKR

O1KR1:

O1KR2:

O1KR3:

Quarterly Sales Targets & Achievement

MRR signed: …/…

#customers: …/…

#SQL: …/…

#MQL: …/…

2. Assumptions and Tests

ICP

abcd

Persona

abcd

Impact of the solution

abcd

Growth Assumptions confirmed

• sds
• sfsd

Growth Assumptions in progress

• weak signals

Growth Assumptions to be tested

• there are lots of usefull intel into job offer

3. Deliverables to be prioritised before doing/reviewing

Stage Promising Company

Stage Scaling beast

• [ ] review Product/Revenue handover checklist

Market analysis

• [ ] TAM review
• [ ] competitive landscape
• [ ] Benchmark analysis

Content

• [ ] White paper based on UR outputs
• [ ] Why we fight - article

Inbound

• [ ] Buying the domain name
• [ ] Web site 1st version

Outbound

• [ ] Segment targets based on ICP
• [ ] DB scraping and enrich
• [ ] Warming up the email accounts before cold outreach campaigns
• [ ] Set up the sales machine
• [ ] Campaigns A/B tests to understand how react the market

Sales

• [ ] Strategizer sales

• [ ] CRM setup

• [ ] Value proposition

• [ ] Sales prez

• [ ] Impact assessment

• [ ] customer demo scripts per persona

• [ ] Discovery scripts per persona

• [ ] Prospect scoring grid

• [ ] account mapping co-builder/early adopter

• [ ] Review and refresh ALL previous phase’s deliverables

Sales

• [ ] GTM
• [ ] Impact 1 pager
• [ ] Testimonials
• [ ] prepare sales plan + job desc to recruit 1st sales
• [ ] account mapping hot prospects
• [ ] CRM V2

Content

• [ ] Tone of voice
• [ ] Semantic cocoon
• [ ] Content Roadmap

Inbound

• [ ] Paid analysis
• [ ] Website V2
• [ ] SEO Optimisation of the website
• [ ] Lead Nurturing Strategy
• [ ] SEA strategy