Growth isn't linear, it's a series of inflection points (around 9 of them) ![[9 Steps to Repeatable, Scalable, & Profitable Growth Machine 2.png]] More precisely, the 9 steps in SaaS: ![[9 Steps to Repeatable, Scalable, & Profitable Growth Machine 1.png]] Don't skip steps. At the beginning, try to maintain a low cash burn, and you have shown a good PMF, then you can start scaling agressively: ![[9 Steps to Repeatable, Scalable, & Profitable Growth Machine 4.png]] ![[9 Steps to Repeatable, Scalable, & Profitable Growth Machine 3.png]] ![[9 Steps to Repeatable, Scalable, & Profitable Growth Machine 5.png]] ![[9 Steps to Repeatable, Scalable, & Profitable Growth Machine 6.png]] ![[9-Step model - Ideal Sales Staffing 1.png]] ![[9-Step model - Ideal Sales Staffing 2.png]] ![[Skok - Buyer Personae 1.png]] ![[Skok - Buyer Personae 2.png]] ![[Skok - Buyer Personae 3.png]] ![[Skok - Buyer Personae 4.png]] ![[Skok - Buyer Personae 5.png]] - ICP / Repeatable sales motion - Among all your customers, who is realizing the promised benefits? - One target market, one use case - How leads are generated? - Finding scalable lead sources - Triggers (bad reviews, cost of call center, etc.) - Who to call? - What messages to use? - How do the customer describe their pain and what they are looking for? - Menu of goals - Critical business issues - Customer stories - How to engage? - Pricing - Score each segment by - TAM - Pain level / Urgency + Willingness & Ability to pay - Amount of work required to satisfy their needs - Hair on fire urgency is key to success - Buyers resist change. - Without urgency: many good conversations, but long sales cycles and few closed deals ![[Skok - Buyer Personae 6.png]] ![[Skok - Buyer Personae 7.png]] ![[Skok - Buyer Personae 8.png]] ![[Skok - Buyer Personae 9.png]] ![[Skok - Buyer Personae 10.png]] Source : [9 Steps to Repeatable, Scalable, and Profitable Growth --- For Entrepreneurs](https://www.forentrepreneurs.com/9-steps-podcast/)