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ANDREESSEN HOROWITZ
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Classroom Contents
Go to Market Boot Camp for Startups - Field Sales
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- 1 ANDREESSEN HOROWITZ
- 2 a16z Go-To-Market Boot Camp
- 3 Evolution of a Bottom Up Organization
- 4 Evolution of a Top Down Organization
- 5 Evolution of a Hybrid Organization
- 6 Assessing Your Product and GTM Strategy
- 7 Put Yourself in Your Buyer's Shoes
- 8 Buyer Concerns Change Over Time
- 9 Layer Your Sales Process Accordingly
- 10 Your Three Lenses
- 11 Your Sales Process is a Team Sport
- 12 Process Design Tool
- 13 The Art of Persuasion
- 14 Value Alignment
- 15 Corporate Objectives
- 16 Business Strategies
- 17 Develop the Value Framework
- 18 Initiatives
- 19 Critical Capabilities
- 20 Solution Set
- 21 Template: Build a Discovery Tool
- 22 Add Account Information
- 23 Summarize the Opportunity
- 24 Craft a Deal Strategy
- 25 Three Audiences
- 26 Creating the "Unique" Value Proposition
- 27 Example: Make a Unique Value Decomposition
- 28 Value Statements
- 29 Gather Customer Case Studies
- 30 Opportunity Management & Account Planning
- 31 Economic Landscape
- 32 Political Landscape
- 33 Example Strategy for Startup Competitor
- 34 Example Strategy for Incumbent Competitor
- 35 Example Strategy for Multiple Competitors
- 36 Operational Landscape
- 37 Types of Technical Validation Events
- 38 Positioning During Validation
- 39 Set Traps or Step in Them
- 40 Define/Influence the Buying Criteria
- 41 Secrets for Success
- 42 Create ROI/POV
- 43 Understand Your Deliverables
- 44 Create Confidence
- 45 ROI and Business Case Outcomes
- 46 Example: Summary of ROI Analysis
- 47 Components of a Proposal
- 48 Pre-Sell Your Proposal: Use Three-Option Finesse
- 49 Deal Review Process
- 50 Sales Process Architecture: One Page Template
- 51 Basic Tool Architecture
- 52 Negotiate and Close
- 53 Develop and Deploy
- 54 Self Evaluation: Field Sales
