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Mastering Developer-Led Outbound
The modern way to do GTM for any company selling to developers
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Dakota McKenzie

August 2024

"What does my team think?"
Often executives and leaders do sign the contracts, but they want their team's validation before making a purchase
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Dakota McKenzie
Events are your best way to build pipeline
There are better ways to build pipeline than asking for discovery calls and POCs
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Dakota McKenzie
I Might (definitely) Need Security
SOC 2 Type II is a good starting point, but there are many other requirements in order to meet a prospects security requirements
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Dakota McKenzie
You can never truly offload prospecting
It's too critical to the current and future success of your business
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Dakota McKenzie
Growth is key, but so is retention
"Up and to the right" is the exciting stuff, but you need maintenance too
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Dakota McKenzie

July 2024

Are you moving away from sales because it's hard, or because you're ready to scale?
Founder-led GTM helps with revenue and making the right hires to scale
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Dakota McKenzie
Planning is the most important step for Technical Onboarding and Revenue
There's external and internal planning, do both well and increase your likelihood of success
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Dakota McKenzie
Mutual Action Plans are awkward
...when they're not mutual and pressure your prospects. Use them to enhance collaboration.
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Dakota McKenzie
ROI Refresh in Founder-led Sales
Business cases need to be CFO ready at (most) dollar amounts
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Dakota McKenzie

June 2024

Your ideal customer comes knocking
What to do when they're a potential accelerant to your business
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Dakota McKenzie
"Should a deal take this long?"
It's more about the number of people involved and then the deal size
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Dakota McKenzie
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