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Greylock

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Strategy4 steps

Happy GMV and Minimum Viable Happiness

Track only the GMV that produced a retained customer, and boil the thimble until it clears the bar

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Innovation4 steps

Markets as Currents, Not Bodies of Water

Chase the change dynamic pulling the market, not the size of the market

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Strategy4 steps

Packaging for Spread, Not for Revenue

Never gate the mechanism that grows you: limit files, not collaborators; charge editors, not viewers.

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Strategy5 steps

Signal Over Metrics (Pre-PMF Decision Rule)

You cannot optimize your way to product-market fit — hunt for pull, not conversion lifts.

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Strategy5 steps

The Bottom-Up Fit Checklist

Four market conditions plus one leadership condition that decide whether an IC-led motion will work.

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Influence4 steps

The Champion Amplification Flywheel

Grow your internal champions' careers, and their credibility becomes your credibility.

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Marketing4 steps

The Community Node-Graph Channel Strategy

Map the influence graph of an existing community, then go to its centres — for feedback, not a pitch.

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Marketing4 steps

The Four Keys to IC Love

Credibility, build-with-users, go where they already are, and radical transparency.

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Strategy5 steps

The Hierarchy of Engagement

Three stacked levels — core action, accruing benefits, self-perpetuation — that decide if a consumer product endures

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Entrepreneurship5 steps

The Hierarchy of Marketplaces

Focus, tip, dominate — the only sequence that produces a marketplace worth owning

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Marketing4 steps

The 'If I Could Have Written It' Content Bar

A one-question filter for whether technical content will earn credibility or be ignored.

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Sales5 steps

The Practitioner Advocate Role (The Tom Factor)

Hire a passionate user from your community into marketing and sales — no quota, no CRM.

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Strategy5 steps

The Tippability Test

Check supply fragmentation, supply heterogeneity and incumbent competition before you fund a marketplace

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Marketing5 steps

The Two-Step Bottom-Up GTM Motion

Make individual contributors love you, then arm them to spread you inside their company.

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Innovation4 steps

Three Ways to Find Marketplace Whitespace

Unbundle a low-NPS segment, own an ignored niche, or change the atomic unit of supply

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Marketing5 steps

Tipping Loops: Growth Loops and Happiness Loops

Two symbiotic loop types — one grows the marketplace, one keeps it happy as it grows

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Productivity4 steps

Top-Down / Bottoms-Up Core Action Analysis

Cross two analyses — return-propensity ranking and product purpose — to find the one action worth optimising

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Strategy4 steps

Turn Your Biggest Blocker Into Your Upgrade Wedge

Find the single thing stopping adoption, go deeper on it than anyone, and make it the reason to upgrade.

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