Resource Guide- Storm Ventures
Sharing Our Resources
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Every founder has the same question:How can my company unlock growth?
Like founders, we as early stage investors, are very interested in unlocking growth. We have been studying this question over the last 20 years and 200+ investments.
[Visit \ \ Unlock.S2T\ \
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Latest Deck
Download Unlock Growth Guide
Storm Ventures managing director and co-founder, Tae Hea Nahm, has created a go-to Unlock Growth Guide based on the Survival to Thrival book series with co-author Bob Tinker.
[Download \ \ PDF\ \
Latest Presentation
SaaStock 2023 Presentation
Tae Hea shares the latest version of the Unlock Growth Guide at SaaStock USA in Austin, TX.
[Watch On\ \ YouTube\ \
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Step 1
Read the Wave
Understand your Hero Customer Journey → Momentum
Outline and measure your Hero Customer Journey
Customers generally avoid buying from startups if they can help it. So, what makes a customer take a chance on a startup? What can your team and you do to better understand your customer’s point of view? How to make your champion into a hero?
Resource Links
Find out more about the customer journey of your champion - starting from urgent pain and ending with becoming a hero:
\ \ S2T Blog: Hero Customer Journey vs SaaS Bow Tie Model\ \ Compare and contrast these different go-to-market frameworks.\ \
.png)\ \ Hero Customer Journey spreadsheet.\ \ Step by step questionnaire to complete the Hero Customer Journey\ \
\ \ First customer’s perspective\ \ with Ashwin Ballal (Medallia and KLA CIO). \ \ S2T Podcast - Why should you be a first customer?\ \
\ \ Celebrating Hero Stories of your tribe \ \ by Chandar Pattabhiram (CMO of Coupa and Marketo) and reposted by Mike Spence in LinkedIn.\ \ The “C” Shift to becoming a MegaBrand\ \
\ \ Fast time to First Value \ \ by Donna Weber.\ \ Seven ways to decrease time to first value.\ \
\ \ Identifying Urgent Pain and Finding your Wow\ \ by Tae Hea Nahm and Bob Tinker.\ \ S2T Podcast - Identifying Urgent Pain and Finding your Wow\ \
\ \ Finding your Wow’s\ \ with April Koh (SpringHealth cofounder and CEO).\ \ S2T Podcast - How we unlocked growth and became a unicorn: The youngest CEO of a unicorn, April Koh, explains her strategy for finding Go-to-Market Fit\ \
\ \ Finding your Urgent Pain\ \ with April Koh (SpringHealth cofounder and CEO). \ \ How we unlocked growth and became a unicorn: The youngest CEO of a unicorn, April Koh, explains her strategy for finding Go-to-Market Fit. \ \
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Add Hero Customer Journey to Playbook
There are several types of playbook templates out there, but there’s only one that links the Customer Journey to your company’s sales processes.
Step 2
Right Surfboard
Build Customer Journey Driven Playbook → It Repeatedly Works
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Resource Links
Review examples and download the spreadsheets for a step-by-step guide to build your own Customer Journey Playbook:
.png)\ \ Deal-by-deal grind spreadsheet\ \ to review your own deals.\ \ Download the Deal Grind spreadsheet here.\ \
\ \ How April Koh built her playbook.\ \ S2T Podcast - How we unlocked growth and became a unicorn: The youngest CEO of a unicorn, April Koh, explains her strategy for finding Go-to-Market Fit\ \
.png)\ \ Role and Impact of PLG \ \ explained by \ \ Winning-by-Design\ \
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Step 3
Tune the Surfboard
Fix the Customer Journey Playbook → Unlock Growth
Address the relevant Hero Customer Journey milestones with cross functional team
You’ve outlined your Hero Customer Journey, you crafted your Customer Journey Playbook, but you’re still not closing deals. With so many go-to-market metrics it can be difficult to diagnose what’s causing the issue. We’ve found that the best approach involves a top-down review of metrics to diagnose the problem and then a cross-functional team addressing the relevant Customer Journey milestones to fix the problem.
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Resource Links
Learn more about key metrics and playbook repair strategies:
METRICS AND TEAMS
PUBLIC SaaS METRICS
SALES
MARKETING
CUSTOMER SUCCESS
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Ready for More?
Read: Survival to Thrival Book Series
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Books 1 & 2 - Free Online @ S2T.com (Coming Soon)
Survival to Thrival Book Series
Book 2
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Books 1 & 2 - Free Online @ S2T.com (Coming Soon)
Survival to Thrival Book Series
Book 1
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Survival to Thrival Book Series
Book 2 (Korean Translation)
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Survival to Thrival Book Series
Book 1 (Korean Translation)
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Survival to Thrival Book Series
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Presentation
Investor Empathy
[Go to\ \ Link\ \
Presentation
Unlock Growth Metrics
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How we unlocked growth and became a unicorn: The youngest CEO of a unicorn, April Koh, explains her strategy for finding Go to Market Fit > The Survival to Thrival Podcast
The Survival to Thrival Podcast
How we unlocked growth and became a unicorn: The youngest CEO of a unicorn, April Koh, explains her strategy for finding Go to Market Fit
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The Survival to Thrival Podcast
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How we unlocked growth and became a unicorn: The youngest CEO of a unicorn, April Koh, explains her strategy for finding Go to Market Fit
July 18, 2022
April Koh, Co-Founder and CEO of Spring Health, talks to co-hosts Bob Tinker and Tae Hea Nahm about how a Go To Market Fit playbook enabled her company to achieve 6 x growth for four years running.
April gives an overview of Spring Health, what it has evolved from and how it changed every six months - despite astronomical growth. She also expands upon how she transitioned from being in the weeds to a course-charting role of growth.
Apple Podcasts](https://podcasts.apple.com/gb/podcast/the-survival-to-thrival-podcast/id1516628438)
Podbean App](https://www.podbean.com/pw/pbblog-he5ft-762b4f?from=usersite)
Spotify](https://open.spotify.com/show/3f0HEthzdA9JK8SmlV59Wp)
Amazon Music](https://music.amazon.com/podcasts/14a62413-6fa2-4711-bc9c-eb0216a84dd4)
- How we unlocked growth and became a unicorn: The youngest CEO of a unicorn, April Koh, explains her strategy for finding Go to Market FitJuly 18, 202235:32
- Best strategies to implement product-led growthMay 12, 202232:49
- Why should you be a first customer?October 7, 202128:20
- How do you win your first customers?September 8, 202118:46
- How Kyum Kim, co-founder of Blind, successfully took the Korean app to the US marketJune 28, 202130:11
- Implementing GTM Fit in the real worldJune 2, 202127:28
- Introducing Unlock: A New Resource for Finding GTM Fit and Unlocking GrowthMay 12, 202121:20
- GTM Strategy for Europe Vs America: What are the differences?March 17, 202126:34
- Becoming a Modern CRO: The next evolution from SVP SalesJanuary 6, 202118:29
- 1st Time CEO Gamechanger: Think in SwimlanesDecember 16, 202019:59
- CEO Unlearning: The Struggles and ChallengesDecember 2, 202023:34
- How the Sales Leader of Arista and Rubrik Un-learned from $1M to $2B of revenueNovember 20, 202031:02
- How do you not get fired as a startup founder? Change or be ChangedOctober 14, 202021:10
- Demystifying sales comp for early Go To Market teamsSeptember 24, 202021:45
- Go-To-Market Metrics: What's important and what they tell youSeptember 9, 202013:58
- Identifying Urgent Pain and Finding your WowAugust 27, 202028:38
- Getting Your Company Behind the GTM PlaybookAugust 12, 202029:04
- Building and Leading Fully Remote TeamsJuly 29, 202030:44
- Step by Step Guide to Building your Go To Market Playbook and unlocking growthJuly 15, 202032:38
- Re-finding GTM Fit in an economic downturnJuly 1, 202028:16
- Finding Go To Market Fit: The missing link to unlock growth for B2B startupsJune 3, 202032:48
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How to build a sales organization (with Josh Leslie) - ep. #10 by Enterprise Leaders
How to build a sales organization (with Josh Leslie) - ep. #10
Enterprise LeadersBy Enterprise LeadersDec 04, 2021
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\ Product Led Growth with Dave Boyce\
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