Setting Entrepreneurial Strategy

Josh Garber is an attorney focused on representing public and private companies (often in the technology sector), in their commercial contract needs. His clients have included GitHub, Asana, Notion, Medallia, and Stripe. In this guide, Josh walks through the most relevant contract documents for technology companies and key terms to consider when navigating sales and procurement.

Every CEO and Founder faces innumerable high-leverage decisions, and without a framework for making them, they can make missteps weighed down by emotion. Benoy Tamang is the Founder and CEO of BlueRiver Direct, a high-performance CEO coaching firm. Previously, Benoy served as the CEO of eFileCabinet, ShoppingNanny, and Sapha. In this guide, Benoy walks through how to approach difficult decisions as a CEO from a position of clarity rather than unconscious incompetence (fear).

Dave Boyce is a go-to-market-focused advisor and board member with over 20 years of experience leading SaaS companies. Dave is the author of Product That Sells Itself, the forthcoming book from Stanford Business Press. Previously, Dave was the Chief Strategy Officer at InsideSales.com, CEO of ZenPrint, and the GM Consulting and PLG Practice Lead at Winning by Design. In this guide, Dave walks through the different approaches to building product-led growth and outfitting teams and your product to support self-service sales, renewal, and onboarding.

Sean Lane is the former Head of Revenue Operations at Drift and a founder of BeaconGTM, providing scalable revenue strategies for start-up and scale-up companies. In this guide, Sean walks through the steps to build a strategic and tactical plan for the new year including building an operating plan, quota and headcount planning, territory planning, and compensation planning.

Beth Torrie is the Founder of Torrie Communications, a boutique analyst relations firm providing strategy and support for software and services companies. Previously, she’s built several of the most well-regarded analyst relations programs from the ground up at companies including FatWire, RedDot, Cybage Software, Contentstack, Sitecore, and OpenText. In this guide, she walks through how to select and engage industry analysts and build out a first-time analyst relations program.

Josh Christensen is a Principal at Mercato Partners where he helps software and consumer product companies scale. Previously, he was a management consultant at Cicero Group, and over the course of his career, Josh has led dozens of pricing studies. In this guide, he walks through setting optimal pricing and packaging for your product, including questions to ask in your research, structuring your study, and creating buyer personas.