“New Relic did an advertising campaign around data nerds”
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New Relic
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MentionsFounder-led sales
“Like Datadog's a good example or New Relic or AppDynamics.”
“New Relic did it notably with Ruby Community for example”
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Strategy4 steps
Bundling Strategy by Growth Motion
When to bundle products and when a single-product land wins
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Marketing6 steps
Company-Generated, Company-Distributed Content Loops
Build loops where your product creates branded content and distributes it into other people's workflows.
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Sales6 steps
Freemium Plan Design by Motivations for Motion
Design plans by mapping what drives someone to move up a tier — and measure product-driven revenue.
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Leadership5 steps
Hire the Deputy, Not the VP
Hire two gritty early-stage sellers from an analogous company, not a professionally rich VP.
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Innovation2 steps
Press-Release-First Product Ideation
Write the launch press release before you build to keep products marketable
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Sales4 steps
Reading the Signals for Product-Led vs Sales-Led Growth
A decision tree for whether and when to hire your first salespeople
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Strategy7 steps
The 10-Point Company Quality Checklist
Ten hard metrics to judge whether a company is worth betting your career on
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Sales5 steps
The Consultant With a Predilection
Be a consultant who favours one solution: yours. Disqualify hard, let discovery persuade.
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Leadership7 steps
The Growth Org Triad: People & Process, Strategy, Data
A growth org only works when all three of people/process, strategy and data are healthy at once.
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Communication5 steps
The Impacts & Learnings Review
The one meeting a growth team can't skip: discuss learnings and implications, never status.
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Leadership5 steps
The Leading-Indicator Ramp Scorecard
Judge a new seller each month on the indicator due that month, not on bookings.
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Strategy6 steps
The Loop-Based Growth Strategy Model
Document how you actually grow as connected loops, then let the biggest constraint pick your quarter.
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Strategy5 steps
The Narrow-and-Deep Community Wedge
Win one persona, one context, one use case in a community you can meaningfully influence — then widen.
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Leadership5 steps
The Nirvana Vision / Relentless Mission Framework
Vision = the customer's Nirvana state, with your company deleted from it. Mission = how you'll get them there.
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Leadership5 steps
The Path to the C-Suite
Five career levers plus a work ethic that compound you into an executive
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Sales5 steps
The Sales Motion as Source Code
Treat the pitch like a codebase: run cohorts of 10, patch the bug the prospect found, redeploy.
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Sales5 steps
The Second-Date Funnel
Win rate is a lagging indicator. Manage the meeting-to-meeting conversions like dates.
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Sales6 steps
The Selling While Loop
Sell it yourself until it reliably runs on your local, then package it and ship it to other brains.
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Strategy6 steps
The Team-Based Activation Ladder (Setup → Aha → Habit)
Find the habit moment that predicts retention, then work backwards to the aha and setup moments.
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Marketing3 steps
The Three Cs of Accelerating Word-of-Mouth
Right people, right content, right communities to amplify organic growth
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Strategy3 steps
The Three Ingredients of Hypergrowth
Beloved product, viral word-of-mouth, and the ability to ride the lightning
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Leadership5 steps
The Written Screen Job Simulation
Send a shared doc of a dozen easy questions. Half the candidates disqualify themselves.
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Communication5 steps
Turbo Rapport and Sales Scales
Sales is a set of drills, not a birthright — practise your scales on baristas and bartenders.
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