Funnel co-founder and CEO Fredrik Skantze and Oxx are invited by Vendep to open their 'SaaS Camp' series with a session around Go To Market. Fredrik lays down the building blocks of developing a Go To Market model for an early stage SaaS company that will last the distance and help you continue growing to $10m ARR and beyond, in a session hosted by Oxx's Bob Thomas and Vendep's Timo Felin.
3:04 Intro into Funnel
4:55 What to expect in building a SaaS company
13:37 Finding the right growth model
16:10 Growth strategies
21:49 When to use partnerships
23:35 Funnel's early stage growth model selection
27:00 Building a sales machine (inbound example)
31:30 On sales metrics
38:00 Scaling (and diversifying)
42:18 The tension between focusing on a growth model and trying out a few different models?
45:23 Changing buyer personas and buyer journey?
47:20 Lead scoring as the business matures?
49:56 Building the business in "the new normal"
52:39 First scaling out from the home market
54:13 Sales compensation and targets
Session recorded in January 2021