Sharing Our
Resources

Every founder has the same question:How can my company unlock growth?

Like founders, we as early stage investors, are very interested in unlocking growth. We have been studying this question over the last 20 years and 200+ investments.

Visit  
Unlock.S2T

Latest Deck

Download Unlock Growth Guide

Storm Ventures managing director and co-founder, Tae Hea Nahm, has created a go-to Unlock Growth Guide based on the Survival to Thrival book series with co-author Bob Tinker.

Download 
PDF

Latest Presentation

SaaStock 2023 Presentation

Tae Hea shares the latest version of the Unlock Growth Guide at SaaStock USA in Austin, TX.

Watch On
YouTube

Step 1

Read the Wave

Understand your Hero Customer Journey → Momentum

Outline and measure your Hero Customer Journey

Customers generally avoid buying from startups if they can help it. So, what makes a customer take a chance on a startup? What can your team and you do to better understand your customer’s point of view? How to make your champion into a hero?

Resource Links

Find out more about the customer journey of your champion - starting from urgent pain and ending with becoming a hero:

S2T Blog: Hero Customer Journey vs SaaS Bow Tie Model

Compare and contrast these different go-to-market frameworks.

Hero Customer Journey spreadsheet.

Step by step questionnaire to complete the Hero Customer Journey

First customer’s perspective

with Ashwin Ballal (Medallia and KLA CIO).

S2T Podcast - Why should you be a first customer?

Celebrating Hero Stories of your tribe

by Chandar Pattabhiram (CMO of Coupa and Marketo) and reposted by Mike Spence in LinkedIn.

The “C” Shift to becoming a MegaBrand

Fast time to First Value

by Donna Weber.

Seven ways to decrease time to first value.

Identifying Urgent Pain and Finding your Wow

by Tae Hea Nahm and Bob Tinker.

S2T Podcast - Identifying Urgent Pain and Finding your Wow

Finding your Wow’s

with April Koh (SpringHealth cofounder and CEO).

S2T Podcast - How we unlocked growth and became a unicorn: The youngest CEO of a unicorn, April Koh, explains her strategy for finding Go-to-Market Fit

Finding your Urgent Pain

with April Koh (SpringHealth cofounder and CEO).

How we unlocked growth and became a unicorn: The youngest CEO of a unicorn, April Koh, explains her strategy for finding Go-to-Market Fit.

Add Hero Customer Journey to Playbook

There are several types of playbook templates out there, but there’s only one that links the Customer Journey to your company’s sales processes.

Step 2

Right Surfboard

Build Customer Journey Driven Playbook → It Repeatedly Works

Resource Links

Review examples and download the spreadsheets for a step-by-step guide to build your own Customer Journey Playbook:

Deal-by-deal grind spreadsheet

to review your own deals.

Download the Deal Grind spreadsheet here.

How April Koh built her playbook.

S2T Podcast - How we unlocked growth and became a unicorn: The youngest CEO of a unicorn, April Koh, explains her strategy for finding Go-to-Market Fit

Role and Impact of PLG

explained by

Winning-by-Design

Step 3

Tune the Surfboard

Fix the Customer Journey Playbook → Unlock Growth

Address the relevant Hero Customer Journey milestones with cross functional team

You’ve outlined your Hero Customer Journey, you crafted your Customer Journey Playbook, but you’re still not closing deals. With so many go-to-market metrics it can be difficult to diagnose what’s causing the issue. We’ve found that the best approach involves a top-down review of metrics to diagnose the problem and then a cross-functional team addressing the relevant Customer Journey milestones to fix the problem.