B2B Founder’s Go-to-Market Playbook — Patrick Thorp // Founder Revenue Academy
Patrick Thorp
Founder Revenue Academy
- Part 1 B2B Founder’s Go-to-Market Playbook — Patrick Thorp // Founder Revenue Academy
- Part 2Why Revenue over Sales? — Patrick Thorp // Founder Revenue Academy
- Part 3Structuring your Revenue team — Patrick Thorp // Founder Revenue Academy
Show Notes
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01:40Tell us more about your expertise.The first half of my career was in financial services and later went into the B2B tech startups space where I helped companies sell their services and get to over $1 million ARR.
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04:21What challenges does the typical founder face when crafting their go to market strategy?Approximately ? of B2B tech founders in the UK come from an engineering and tech background. Unfortunately, this means that they do not have the skills needed to craft successful go-to-market strategies.
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06:47What does the core of your playbook look like?We help companies understand the problem they are trying to solve, who to target from an account perspective, and who within those accounts are likely to buy the product/service. Later, we create the top 100 ideal accounts to target and establish two to six contacts per account. Afterwards, we help craft the right messaging and the right communication channels to help convert these potential clients.
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12:29Does your company help clients understand their unit economics?If your company is between 0 and $1 million ARR, the focus is still on promotion. Between $1 million and $5 million is when you can get to the unit economics and perhaps charge a bit more.
Quotes
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“In the UK, 9 out of 10 startups fail. So the decks are stacked against you straight from the off.” - Patrick Thorp
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“Two thirds of B2B founders come from engineering and development backgrounds. And so there's a lot of businesses being started and incorporated with some really cool stuff, being founded by non-commercial folk. And so often what will happen is these businesses fail because there's a lack of commercial acumen. And that's fundamentally why we started the Founder Revenue Academy.” - Patrick Thorp
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“If you are in the zero to 1 million range, in terms of annual recurring revenue, this is about promotion. You want people using your stuff so you can get feedback, iterate, re-release and just have adoption of your product.” - Patrick Thorp
- Part 1 B2B Founder’s Go-to-Market Playbook — Patrick Thorp // Founder Revenue Academy
- Part 2Why Revenue over Sales? — Patrick Thorp // Founder Revenue Academy
- Part 3Structuring your Revenue team — Patrick Thorp // Founder Revenue Academy
Up Next:
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Part 1B2B Founder’s Go-to-Market Playbook — Patrick Thorp // Founder Revenue Academy
Co - founder of Founder Revenue Academy, Patrick Thorp discusses how B2B founders can craft the best go - to - market strategies. Approximately ⅔ of founders in the UK come from a software engineering and development background. Unfortunately, that puts them at a big disadvantage when bringing their product to market. Today, Patrick gives us the playbook that can help technical founders jump this hurdle.
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Part 2Why Revenue over Sales? — Patrick Thorp // Founder Revenue Academy
Co - founder of Founder Revenue Academy, Patrick Thorp discusses why B2B SaaS founders need to focus on revenue over sales when developing their go - to - market model. Taking a revenue - first approach helps align other core functions in the organization, like sa les, marketing, and customer experience. Today, Patrick highlights with examples why this strategy works
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Part 3Structuring your Revenue team — Patrick Thorp // Founder Revenue Academy
Co-founder of Founder Revenue Academy, Patrick Thorp talks about the various ways founders can structure their revenue team. Initially, founders have to take a founder-led approach to sales and as they gain more customers, they can adopt one of four structures. Today, Patrick highlights the different structures founders can adopt.
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