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GROWTH TACTICS

Building a Sales Development (SDR) Function

By Chris Flores

Chris Flores was head of sales development at Namely as the company grew from 4 to 600 employees and $0 to $65M in ARR. In this playbook, he describes best practices for designing the SDR role, establishing processes, and building a team.

CHURN REDUCTION

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Identify tactics to drive lead volume, decrease CAC, improve retention, increase average customer value, and more.

Recent Popular Playbooks

Michelle Hsu
Jim Morris
Audrey Crane
Jen Flanagan
Anna Furmanov
Myk Pono

Outcome-based Product Roadmapping

Michelle Hsu
Michelle Hsu

Michelle Hsu is the Founder of KJMH Digital through which she’s helping B2B SaaS companies build their marketing foundations so they can accelerate their marketing efficiencies and ROI. She covers content marketing, demand generation, integrated marketing, and ABM. Michelle previously held various marketing roles at Freshbooks, an accounting software for SMBs, Vision Critical (now Alida), a CXM and insights platform, and Trapeze Group, a public transit software provider.

Jim Morris
Building stage (developing leadership team)

Conducting Product Discovery

Jim Morris
Jim Morris

Jim Morris is the founder of the Product Discovery Group where he coaches product teams on idea development, user research, and testing with rapid prototypes. He was previously Co-Founder and CTO at Brightday, a workplace productivity startup, and the Head of Product at PowerReviews, a user-generated content platform with 100M+ monthly consumer visits. Jim works with product teams (including product managers, engineers, and designers) to improve skills and foster innovation.

Jim Morris is the founder of the Product Discovery Group, through which he coaches product teams on idea development, user research, and testing with rapid prototypes. In this guide he explains how to use product discovery to test for value, viability, feasibility, and usability continuously, to minimize waste of precious development resources.
Jen Flanagan
Building stage (developing leadership team)

Implementing Salesforce

Jen Flanagan
Jen Flanagan

Jen Flanagan is Director of Sales Operations at Ordergroove, a relationship commerce software company. She previously managed Salesforce for Bank of America Merchant Services as a VP of Business Information and at Yodle, an online marketing platform, where she was Operations Director. Jen has experience building Salesforce instances around sales, marketing, and service team processes, from first-time build-outs to high-complexity instrumentations.

Jen Flanagan is the Director of Sales Operations at Ordergroove, and has built or advised on dozens of Salesforce instances. In this guide, she explains what Salesforce can do natively, with integrations, and with customization and outlines, how Salesforce objects work and how to think about the right setup for your business.
Myk Pono
Customer Activation

Designing a Product-led Go-to-Market Strategy

Myk Pono
Myk Pono

Myk is the Director of Product Management focused on Growth & Acquisition at Freedom Financial Network. 

For the past 12 years, he’s been a product-led growth and go-to-market strategy consultant, author, and advisor (read more MykPono.com). He previously held product and marketing growth roles at Google, Barracuda, Aptrinsic, and Appodeal.

Myk Pono is the Director of Product Management focused on Growth & Acquisition at Freedom Financial Network. For the past 12 years, he’s been a product-led growth and go-to-market strategy consultant, author, and advisor. In this guide, he explains what a product growth team is, and how to operationalize a product-led go-to-market strategy.
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