How To Reach Escape Velocity (Without External Investment)

all right so for existing B2B SAS companies how to reach escape velocity without external investment or without building a bloated sales team and we're going to be doing this by utilizing New World leverage so here's a short quote by Archimedes a Greek physicist so give me a leave it long enough and a fullcom on which to place it and I shall move the world we're talking about leverage um just some quick proof this works so on the left axis we have 20 million AR so here's one of our uh SAS companies that we're partnered with we joined them around here sort of Q2 last year uh they've quickly hit eight figures in run rate here's another SAS partner uh reacting in slack after we helped them close their dream client here's another SAS partner helping them close two customers within a few months of working together each one of these customers is worth multi6 figures and here's last 30 days of some paid search a paid search campaign with another SAS partner as well some companies we've helped them so instantly we've helped scale to eight figures ARR in 15 months 100% bootstrapped we help build optimize and scale their full finnal growth programs with a CAC payback of less than 1.5 months if you want to see a video testimonial from raw the co-founder you can see that on our website similar story with social snowball so majority of sales pipeline attributed to us within six weeks help them close deals with leading e-commerce names such as Sha Brands and true Classic t-shirts these guys are a nine figure clo branded North America again video testimony on the website similar story with aora similar story with joro and similar story with wizo we've got a written up case study uh there as well so some quick background you're probably thinking who the hell is this guy making all these claims which is completely Fair um so a quick background on myself I don't claim to be an expert um on paper I am a absolutely terrible B2B marketer I don't have a degree I don't subscribe to newsletters from influencers to learn the latest news and I generally find the tech scene quite cringe everything I'm sharing in this video everything I share in general is based on years of firsthand experience in the SAS space you know simply just doing the grunt work hundreds possibly thousands of experiments uh and Lessons Learned for what it matters if you do care um my journey started in the British army I joined at 17 because I've always been draw to a challenge I actually entered the careers office at 15 because that's the earliest age you could um after badging as a sniper in the Army felt like you know I ticked all the boxes um and so I left and I joined the tech scene at an SDR at a high growth cybertech company which was acquired for just shy of $800 million after that I then joined as one of the first growth hires at an early stage SAS startup and I helped leads thing lead things across go to market that company grew two to 3x every year and is on track for uh a n figure exit and at that company um I'm a shareholder but I left a bunch of to those unvested shares on the table because again I was drawn to challenge and started my own Venture and yeah just for transparency I'm not trying to be a big shot here um those shares definitely weren't Rockstar money but uh enough to tick off the average person's achievements uh and throughout all of this time you know I've had the pleasure of working with dozens of B2B SAS companies uh I'm long SAS if you know me you know I'm obsessed about space uh here's a quick testimonial from Chris who's the founder at Intruder this company here here's uh crunch base article from the other company getting acquired here on the left is a picture of me after a ghilly wash which is something you have to do to badge as a sniper and then on the right is a commendation I received from a commanding officer after one of my uh promotional courses okay now that we're acquainted and you've discovered all the things you don't care about me uh so let's talk about you so if you have an existing product with dragon slayer energy and I'll come on to why this is important right if you're looking to rapidly solve product Market fit and hit your first million dollars in Revenue if you've already sold product Market fit but you're looking to scale while remaining Capital efficient if you see times like these that we're in right now we've been in for the last several months as an opportunity to get ahead if you're willing to be Scrappy lean and move fast AKA do whatever it takes to reach escape velocity if you fit the bill if that sounds like you then keep watching however this will not work for you if you do not have an existing product you value Comfort over speed or if you do have a product but you doubt its potential because this requires speed I'm 100% conviction right and what I mean by Dragon SL Slayer tape type energy is you know we're going after market dragons these guys with all their G2 badges um and this is why you have to have such a good product right to to win in this market okay so here's the thing SAS companies can rapidly solve product Market fit hit their first $1 million in run rate and reach escape velocity without sacrificing ownership to VC firms or their margins to Big Tech however instead of focusing on outdated strategy IES of the predictable Revenue era new tech and a new growth model must be adopted right by predictable Revenue era I'm talking about this book that most SAS companies based their growth model on and it's almost 15 years old but before we jump into the bulk of what this involves and why that old model is broken let's take a quick look at what's been happening and understand how these events have led to seismic changes in the marketplace now the long story short is there's been a market Purge and due to the Big C uh money Printing and war in Europe it's been a chaotic uh few years and it continues to be chaotic times um the bubble eventually popped and budgets now are being more scrutinized than ever if your product can't be closely linked to uh the bottom line of another company or at a very minimum some type of Revenue related return on investment you're not having a fun time right now it's it's tough uh it's sink or swim the the pr from Raising external Investments looks great you know the champagne parties and some some compan companies do go on to achieve those big exits and you know ring the the IPO Bell but most companies will not have this outcome you know it's few and far between and especially in this market you know growth targets created to meet the demands of VCS and their limited partners aren't being achieved and as a result hundreds of thousands of people and I'll show this in a second have been made redundant and outside of the tech scene it's even worse you know I'm constantly hiring and I'd say 60% of job candidates I speak with have been recently hit with layoffs redundancies and we can see here 2023 Tech layoffs couple hundred thousand people here layoffs.fyi um so a thousand companies tech companies with layoffs uh 240,000 employees laid off in 2023 alone right this whole thing started years ago this is just 2023 alone and then a quick couple of case studies of you know this happening so this was a a big well fast growing startup in Silicon Valley they raised you know hundred million in cash they were valuated at over $1 billion and they went completely bust you know everyone got let go the company ceased to exist similar story with hoppin so they raised $1 billion they were valuated at like 7 to8 billion um and they got acquired for $15 million right again the bubble popped um people wanted their money back so companies have gone from growth at all cost you know when money is just been chucked um to default alive this is definition by Paul Graham um YC founder the ping pong tables and overpriced offices have been sold right if it's not directly linked to Growing the company it's been turned off whether that be people letting them go uh marketing campaigns turn it off if it's not if it doesn't have a direct Roi and so while this Market Purge has been taking place companies that did prioritize profits instead of these big investment rounds instead of these paid PR champagne parties you know they've taken advantage of this once in a decade opportunity and the way they did that was Market Mastery right the first step to escape velocity is Market Mastery right let's talk about that then so SAS companies don't have a traffic problem they have a conversion problem traffic is a commodity that you can literally buy and sell just throw money at Big Tech Facebook Tik Tok LinkedIn and they'll give you traffic the issue is that companies struggle to find a profitable access Channel and the ability to combine it with message resonance and a conversion mechanism that predictably scales right this is conversion Trinity a framework uh I created so message resonance conversion mechanism and access Channel this is what you need for predictable scale now before we go too much uh further if you haven't solved product Market fit yet then I recommend following this manual I developed if you don't have access to it and you're an existing SAS company just shoot me a DM and I'll send it over to you now if you have solved product Market fit then you should have already identified your target market what outcomes they're hoping to achieve and the price they're willing to pay for those outcomes and then what vehicle is required to achieve achieve those outcomes what vehicle is required to take them to that promised land now it's about increasing your position in the market even further so attention can be acquired at a discount and customer acquisition costs are lower Now new tech can be leveraged here to do this to uncover those deep audience insights and that will provide you with ammunition for your growth efforts then one that once that point of resonance is achieved growth becomes so much easier you know things just start to click word starts to spread and a flywheel a growth flywheel uh appears and this is what we're aiming for here right the point of resonance and so the issue is that most companies struggle to reach this point of resonance and truly Master their Market instead they opt to follow the status quo and just look to competitors for inspiration and the result is a market filled with product clones right we look at like DNA sequences here we've just got a bunch of clones we've got the odd company that stands out but for the most part we've just got these xx's right everyone looks the same they have similar features they have similar pricing they have similar messaging and they all targeting the same people and companies and so prospective buyers have become numb to this they've become numb to seeing the same message that's distributed by all the products in the market and they just switch off right and in the ux world there's a phenomenon called Banner blindness and it's when visitors to a website subconsciously ignore Banner likee content so like these popups because they've seen it so many times before and if we go a bit deeper our brains process roughly 35,000 decisions per day right and they're constant ly analyzing information via our senses and they're deeming whether that information is a threat to our existence or not right we're animals and so new information gets more attention because we haven't analyzed it before and it could be a threat in contrast similar or repetitive information gets ignored as it's already been given the all clear now how does this relate to marketing and why am I go going off on this tangent about um our brains it's because if you continue to use the same message and tactics as everyone else you significantly increase your chances of being ignored regardless of how good your product is if you can't capture attention and that's really uh the Crux of marketing is attention it's a game of attention you will fail to prospect into cold audiences and so this means less clicks means less attention and it means less conversions right and the law of shitty click-throughs um it's not a real law but you can look it up there's information out there about it um and it just tells us that these new marketing tactics as uh more products in the market adopt them the performance of those tactics tanks right because people get used to seeing it there was once upon a time when you could put an opin popup on your website and it would have a massive click-through rate or conversion rate right because people hadn't seen it before now every website has that and so buyers have become numb to it and so the effect of them um you know has has fallen through the floor and so we need to find that nerve right we need to find that burning pain point the market has and we need to deliver a transformation to the market so good that you're lean team of sales reps are working into the evenings to earn extra Commission because their calendars are absolutely rammed due to the demand and so if you want to master your Market you need to get obsessively clear on what those pay points are and what vehicle is required to take your customers to the promis land right your vehicle is the the product it's the mechanism that delivers that promise and so there's no better way to obtain these insights to to understand what your Market cares about then by just speaking to your Market going to the source of Truth and so you need to be conducting voice of customer interviews distribute surveys and you need to scratch beneath the surface to uncover the underlying challenges desires and fears that motivate people to buy products like yours you need to dig deep you need to uncover their current situation where are they right now you need to understand their current tools their current kpis gaps processes you need to understand their motivations the frustrations desires and pains you then need to understand where are they hoping to get to you know where is the Delta between where they are right now and where they're hoping to get to and what the emotions and logic attached to that outcome right have a bunch of Sops here on how to conduct this uh properly you know don't treat it as a checkbox exercise if you want access to any of these uh just shoot me a message uh and I'll send them over right really really really important and so what we're trying to do here is we're trying to find the watering holes you know the locations of where your target audience congregates on the internet and then we use message mining to um pull the specific syntax they use to describe their problems and desires and then the the syntax that we pull from this process we can then transform into the headlines the hooks and angles for our marketing experiments right this is what we're going after where are those water and holes on the internet where your target audience congregates sometimes it's public forums public platforms sometimes it's private communities the more private is the juicier the information uh you're going to get and I have I have a YouTube video on my channel somewhere uh going into depth on this like a 40-minute video and so um you can leverage new tech to pull insights from this research um you know information is only good if it transforms into insights insights is where the bulbs start flashing where things start to click right you need to stop doing things the old way this is what prevents people from doing this is they just see it as you know a lot of effort um it's one of the highest leverage things you can do is speak to your market and so when you're doing this you'll have Clarity you'll have those light bulb moments going that's when you can then develop a message and a solution distributed to your Market to validate whether it hits a nerve right so you're doing the research you're coming up with a hypothesis this is what I think they care about this is the message I'm going to deliver and solution validate it through distribution if it hits the nerve you'll know it if you don't go back to step one and repeat so then we go into full funnel distribution right finding message resonance is just one piece of the puzzle distribution is what pays the bills and keeps everyone happy right there's no better validation than revenue and companies are stuck in the old model of doing this right they just raise loads of capital hire a large sales team using the predictable Revenue Playbook uh for push distribution and just throw money and people at problems and and hope they go away now don't get me wrong you know although I'm throwing a bit of shade at this model it does work um there are companies that are you know absolutely killing it using this model but it's timec consuming it's expensive and it requires a lot of people um it's also a model best suited for linear growth and it promotes short-term thinking right this is why there's such a disconnect between marketing and sales because they're going after mqls they're going after leads you know this push distribution model um which ultimately doesn't lead to the sales velocity these companies need to to grow and so um goto Market leaders will forecast future growth based on reps quotas right they'll they'll forecast growth based on the number of sales reps they have and so if you want to double your Revenue next year you just hire double the amount of sales reps and just put a number on their shoulders you'll hit that number and everything's good right in theory that's how it's supposed to work but in reality only a top percent of those reps hit their quota and the rest just get get churned and burned and the company uh company's growth targets don't get hit and then this cycle just repeats right new team members get put in place they hope they don't make the same mistakes as their predecessors and customer lifetime value is just sacrificed on acquiring customers because the company is just burning through their Runway um operating in the old model and if you take a look at any high growth SAS company that's achieved big numbers in a short space of time they did not have linear growth they had exponential growth where the outputs greatly outweigh the inputs right linear growth is like 1.1 1 plus 1 equals 2 right I get more sales reps I I get more Revenue whereas exponential is 1 plus 1 equals 11 right look at look at the Delta here look at any high growth SAS company who has grown done big numbers in a short space of time they've had exponential growth and as a side note I've never met a single SAS founder who has enjoyed having a big sales team right I've spoken with hundreds of SAS Founders by this point right and these large sales teams purely exist because having a large sales team has been seen as a necessity to grow you know this is Adam uh founder of retention 20 million AR bootstrapped SAS company and he publicly said his SAS company's growth sped up when they reduced their sales team from 15 to four reps right and that's because the future is leaning fast with exponential growth being prioritized not linear growth you know these massive sales teams are no longer required you just need a few A+ reps who are required to manage some lead generation efforts and have their calendars absolutely rammed with meetings generated by marketing okay this is a new way of distribution single inputs leading into several outputs exponential growth and AI is replacing an entire sales development uh departments because one person can now do the job of six to eight full-time reps and it's not just about leveraging this new tech it's about an entirely new way of operating and I can talk about this because I used to be an SDR you know my my kpi was 50 emails and calls per day I would spend 5 to 10 minutes hyper hyper personalizing emails because that's what I was told to do and you know that was the way um all to achieve like a 1% reply rate and this just isn't enough anymore this isn't enough to generate results you will generate results but not the results needed to sustain um fast growth because every software company out there is using this model they all have teams of sdrs they're all following the predictable Revenue Playbook and so commenting on what university your prospect went to or you know a recent blog post by the company just isn't enough right this hyper personalization is is a waste of time cold outbound 3.0 is far more effective and coste efficient right fewer inputs far greater outputs you know you don't have to spend 10 minutes personalizing personalizing emails to get a 1% reply rate um you know less time input and you're getting far greater results as well you know you can see a campaign here so this was a fresh campaign uh I think we were just actually through the ramp up period um so you can see 5,000 emails sent uh 9.7 reply rate 20 opportunities generated uh and this the ACV average contract value for this company started at 20K went all the way up to 100 200 300K right so just to help you quantify the value uh completely outperform their SDR team uh this company down here so 166 opportunities generated ACV started at 5K for these guys again went up to 100 200 300K depending on who they closed to deal with and you might be thinking okay well you know you just sending more emails um what you know they're probably you're probably spammy they're probably crap right and that's not that's not the thing um here we can see we're getting complemented by sales rep you know hard audience to please um getting positive responses from head of departments at wpp uh which is a massive company in Europe publishing company uh getting replies from HSBC which is obviously a bank you know um getting in front of high quality leads sending High performing emails it's not just about sending more volume and as we said here so yeah these results are generated in just a few weeks of launching fresh campaigns on Fresh sending accounts company at the top ACV 20K uh ACV 5K for the image on um on the bottom one and this is all while spending only a few hours per week on campaigns this is this is not take full-time effort to focus on these really only a few hours um per week to to get those up and running and the all-in operating cost for cold outband 3.0 is 10 times cheaper than the current way of doing things right and that's without including salaries if you want to include salaries that's Circa multi6 figures per year you're saving right so at the top we've got cold outbound 3.0 we can see the recurring monthly cost uh £331 cold outb 2.0 the old way of doing things you know uh monthly recurring cost you're looking at like 3 and a half Grand again this is like software infrastructure only this is not not include um full-time salaries right if you want to include that multi6 figures saved uh per year and this is the high level system of setting it up that enables these companies to send tens of thousands of emails um per month more importantly getting hundreds of positive replies you know interested leads per month uh we' done it time and time again and that high level success criteria for this cold outbound 3.0 system is uh you want to maintain good uh deliverability with secondary domains and inbox rotation you want to use verified data from costeffective and trusted providers you do not need to be using 10 152,000 per year data providers they all get it from the same place uh 3C framework for writing good emails compliment case study call to action shout out to Alex bman AI inbox management saves saves dozens of hours um per per month you do not need people sitting in the inbox waiting for emails all day and a bulletproof follow-up process cliche is hell but the the money is in the follow-ups uh you need to um you need to be able to follow up efficiently you need to be saying the right things you need to be on top of all your leads to to not let them uh fall through the cracks now although I've spent the last few minutes talking about cold outband 3.0 let me keep it real of you it is not a Golden Ticket it is not a hell marry you know prospects inboxes are busier than ever uh this is just an effective method of push distribution it requires high volume if you want it to work and the basics still apply you must have an offer that the market wants and you must know how uh how to write copy right which is sales and written format it's not it's it's not hmary you still need to have something in the market once right and this is why you need to have that dragon slayer type product and outbound is just one piece of the big puzzle right if you take a look at companies who have smashed it out of the park these high growth exponential growth SAS companies they're everywhere they're not just doing outbound they're everywhere um and if you need a hand with it doing any of this meet with li.com so we can see a G from lire uh nine fig SAS company you know his face is everywhere you got on LinkedIn YouTube he's on all organic channels this is Neils from instantly again um creating good content uh you know building awareness and it just considers the the the modern buyer Journey right we're not just opening our emails and clicking ads and buying software right we're going everywhere to to find our information you can see on Twitter as well and then of course Adam on LinkedIn now you might be thinking well I don't want to write content I don't know how to write content I definitely don't want to film video you know I'm an introvert or that's just something that doesn't interest me that's no problem it's it's not an excuse nowadays you know looking at hype Fury instantly they've got full-time creators creating these videos on their behalf shout out to Jake who's uh managing a lot of this we've got cognism down here with a full-time crator uh and I think this is uh LM list here as well right the founders uh the senior execs do not need to be on camera right it's just it's just not needed nowadays bonus if you can be but it's not needed and so as ad platforms get more expensive and the algorithms change it's best to head your bets across multiple channels to try achieve message Channel fit and this is not only for risk but also for profitability right paid ads can be expensive um and so if you can't validate something to a warmer audience you know like an audience you earn whether that be in a community whether that be your LinkedIn followers Twitter followers if you can't validate something to them then you're going to really struggle to validate that offer that message that solution to colder traffic right because the war audience know you they like you hopefully they trust you right cold audience very hard to please uh you know and so if you can't validate with the warmer audience you're going to have a hard time with colder audience and then when you find that nerve then you can scale it with pay traffic and so that's what we did here here's a couple of campaigns two-step funnel on the left uh YouTube ads on the right taking the same big idea Distributing it in multiple formats Here's 2 million impressions on a single uh ad creative so not a campaign on ad set a single ad creative 2 million impressions here's our keep it stupid simple campaign structure we got cold layer warm layer uh feel free to message me if you want to learn more uh and here's a high level um sort of breakdown of our paid acquisition programs how we set up testing how we scale them you know everything uh systemized to a te and so you need to be Distributing your Sal argument in different formats you know tested different angles until you hit that nerve and then when you find that nerve hammering it home with full uh full funnel distribution and as I said here one single idea can be turned into several assets you just need to find what idea what angle uh resonates most with the market find that nerve and but so by the time prospects hop on a call with you in this new model they're already warm they're already educated and that's due to a parasocial relationship that's been formed you know rather than your sales team fighting for scraps on cold prospects they're now telling your marketing team or you as a founder or an exact they're telling you to slow down because so much demand is being generated the sales calls are eating into their evenings right that's kind of the the result of of this and so talking about your sales argument a bit more it is absolutely everything right it serves as the source of Truth for your growth efforts it's what you use to attract cold audiences it's what you use to convert warm leads and then it can even be used to onboard new team members right it's Dynamic it's continually updated as feedback from the market and algorithm uh arise it is a living breathing organism it's not uh a point in time exercise it's not a static PDF it's an organism that you always need to be updating and your sales argument it transforms into your headlines your emails adverts your Google Docs your videos your sales scripts you know it is the result of your market research and it is your product's existence right that's how you form these hypotheses that you then go on to to build a solution and deliver a message and as we can see here this is the loop right your sales argument transforms into your headlines your marketing arguments um you then get feedback from the algorithm and your market and then you surface that feedback and then you update your sales argument right this ongoing Loop never stops living organism and so over time you have uh an army of these virtual cells reps that are Distributing your cells argument 24/7 365 you know they're not taking sick days um they're not taking holidays and the results only compound over time as the world moves away from you know traditional search methods to other platforms for information right it's a great deal right you know you don't have to deal with the people problems no holidays no sick days always sell in and the uh the results only compound um and so even your outbound efforts are boosted because before responding to or deleting your email prospects are researching you and your company right they receive a cold email from someone they're like who the hell is this why should I trust them they're probably a scammer and so what they're doing is they're going to your website they're going to your YouTube channel they're going to your LinkedIn profile you know they're going to do all these things before they give you their hard ear money or if they're an employee before they put their neck on the line to work with with you they're going to do their research right and so if you're Distributing useful content it instantly positions you as an authority figure and it establishes credibility with them you know if you had two companies company a company B they're both making the sell same claims they both have like the same product but company a has been obsessing absolutely obsessing over the same topic and adding value to the market for an extended period of time and they back up those claims with proof then company a or product a is going to win every single time in it it doesn't even come close all right so reach an escape velocity so uh you've achieved Market Mastery full funnel distribution it's now you know you found the nerve uh and you've hit it with a hammer now it's about swapping that hammer for a jackhammer right squeezing the market for as much juice as possible that's how you're going to reach escape velocity so in general you want to be constantly updating the sales argument you know it's a living organism not a check checkbox exercise you always need to be speaking to the market you know keeping a temperature check seeing what's going on and updating that sales argument the outbound sales side so you need a Seal Team Six of operators you know Hunters of leads people going out there incentivized to to to get results right and you want ideally an in-house team of sdrs on emails LinkedIn and calls leveraging the the cold outbound 3.0 model if you can't afford in-house sdrs just yet then you can use performance-based reps um if you can't afford those full-time reps but again with this new model you do not need large teams you literally need like one or two reps and they can manage everything together even on a part-time basis you want to be calling leads within minutes if you're using these front- end offers like lead magnets or webinars or anything of that nature if people are opting in you want to be establishing that relationship with them right away have an SLA in place so people are so they're being followed up with content-based Outreach to get those micro commitments and build awareness you know not everybody is ready to buy software especially if your ACV is on the the higher Mark right and so build awareness with the audience that aren't in market right yet you don't want to do this with blogs um you know just sending random blogs to people over email and Linkedin um people don't really care about them you want to be sending sales assets and I don't mean you know a PDF just filled with a pitch I mean content that adds value educates the market it builds awareness but at the same time it's also positioning your product as the faster more proven path right that's why they're called sales assets on the pool side so you want to um be using full funnel distribution so that army of digital sales reps one idea can be turned into several pieces of content it's all about trying to find that nerve you want push and pull Performance Marketing so on the push side it's like paid social on the pool side it's paid search you want to have a ad a bulletproof ad creative feedback loop you know you want to get this down to a science this is something uh we've worked on a lot internally you know ad creative is one of the biggest levers when it comes to paid Performance Marketing right you want to be constantly analyzing your creatives find those winning variables and then use those to create more winning ad creatives and this is a continuous loop uh rapid testing so always be testing um the algorithm is going to tell you what works it's going to tell you what the market likes and doesn't like right all you have to do is is listen to it you want to use cold friendly offers to attract colder or less aware audiences if you don't know what this is I talk about in in my other videos happy to uh elaborate if you message me and everything is copyrighting right copyrighting isn't just words it's about understanding your audience on a deep level the words are really just the the final out output right and get to learn obsess over this conversion horis by Mech laabs right it tells us it gives us a good thought framework for understanding uh what it takes um to to convert buyers right I talk about this in other videos as well and so on the operation side we want to have an Always On hiring funnel we should always be hiring especially if you're an executive or founder always be selling always be hiring right to attract A+ Talent um you know we want people to be coming to us because you know that they want to work with our company because we're doing such great things everyone's talking about us and they want to be aboard that that rocket ship we want a bulletproof onboarding process setting these people up for Success want expert training and resources you know we always need to be leveling up the team especially as you scale it's going to be the team growing the company not just yourself and we want German likee engineering bulletproof operations right documenting everything building sop standard operating procedures like this paid acquisition program here all right everything if you're doing something more than once documented it right um try to systemize those lowlevel tasks as much as possible and try to minimize the room for uh human areum human error and bias scientific scaling so I talk about this a lot in other videos so we want to achieve data Mastery want to identify those Boton especially when you're generating a bunch of demand you're going to have thousands tens of thousands hundreds of thousands of people you know engaging with your funnel every month there's going to be leaks and so with data Master you're going to have visibility into where those are so then you can fix them continuous growth Sprint so we want to research qualitative quantitative data we then want to hypothesize we then want to validate whether those hypotheses are correct or not and regardless if it's a losing experiment or Sprint or if it's a winning one you can always learn from it right always ask why did this happen if it's a loss or a win multifunnel testing so this is more on sort of innovative side on the product side research and development always want to be looking for that edge always building that Mo right staying ahead of the competition on the analytic side we want visibility into what's happen inside the product so identify those key activation drivers those Milestones what steps do people have to take inside the product to see success and stick around and then sales process and operations so we want to derive our sales script from the dynamic sales argument right and I've put no script robots here because you don't want people hopping on sales calls and just you know reading the script you want them to be human we don't want robots but you need structure around this right your sales argument is everything it tells you about your Market it tells you what they care about and it tells you you know what your value prop position should be based on um those insights we want solid pre and post cool flows to improve your conversions minimizing those uh funnel leaks as much as possible and for our sales reps we want product experts and ruthless closers this is why uh sales reps at sell coaching programs and information products struggle in SAS because um you know they just they just focus on um the frame side of closing too much right they're frame robots we need product experts people who understand your product on a deep level and effectively communicate its value propositions right so we need people who actually understand software and have some kind of technical competence and then a watertight CRM right again trying to minimize those funnel leaks as much as possible okay so final thoughts so the days of needing external capital and a large team to grow are over right you need to acquire specific knowledge uh you need to adapt to the new tech that's out and you need to become a master of attention right this is how companies are achieving exponential growth and if you achieve this you can have companies or investors coming to you right they're going to be begging to be on your cap table and get a seat on the rocket ship right and if you need that investment to grow then that's fine but now it's going to be on your terms you're going to be coming from a position of abundance right they're coming to you and your product becomes the hot girl or guy in school or or town that you know everyone wants to date right people are going to be wanted to work with you investors are going to want to invest um you know everyone's going to want to get a seat but here's the thing right right all of this um information like this document and the tactics I've taught through are readily available on the internet right just like traffic information is a commodity you can learn anything if you want to learn a new language if you want to learn to drive if you want to learn how to build engines there's information out there that will teach you all of that what separates or what stops people from achieving those things is action right and if information was enough to get ahead we'd all be billionaires by now we'd all speak 10 different languages we'd all know know uh rocket science um and the road map is simple but it's not easy and everything I've talked through in this document everything I talked through in general is based on firsthand experience you know actually working in SAS companies inside the industry and now working with them as a trusted partner you know with with dig seed and and other companies and it's all based on practical experience not Theory now if you're looking for a proven a more proven faster route to to reach that escape velocity then book a call with me and let's talk so you can do meet with.com or my candy links here there'll be one in the description you know if you're looking to find that nerve if you're looking to squeeze the market for more juice if you're looking to find and hire that A+ talent to help you scale if you're looking to be the next SAS company that everyone's talking about and everyone wants to work with and if you're also looking to work with a team that just gets it uh to quote one of our partners then book a call and we can discuss everything in more detail again the link will be in the description I'll show you how to reach escape velocity and deploy The Playbook that you know we've deployed for dozens of of SAS companies some quick testimonials from our clients uh from some clients before I leave you here uh instantly co-founder Steve and Co with uh Chris founder right that's it hope you enjoyed it if you want to reach escape velocity uh there'll be a link in the description see you