Anurag Wadehra

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Learn a stepwise PMF plan to enter the U.S. software market that doesn't waste your money or time. 

Cohort 6

Most B2B companies jump straight into GTM execution! It is worth thinking ahead on how your product offering affects your GTM pathways. Here is a short VIDEO on how to consider the GTM tradeoffs of your product.

Consider GTM Tradeoffs of Your Product Offering

B2B companies need a clear strategy on how they will grow, once they have found product market fit. This PRODUCT MARKET GROWTH framework lays out the key operational stages - and main issues to consider at each stage - in order to you run successful GTM sprints.

Product Market Growth Framework

How confident are you in your GTM plan? Have you tried different sales, marketing and free product tactics for a while? And you are not sure if you are making progress as fast as you should? Here is a 90-minute video course + WORKSHEET, based on Product Market Growth Framework. By the end of this self-paced FREE course ($99 value), you will have a baseline GTM scorecard based on;<ul><li>Customer Factor</li><li>Product Factor</li><li>Category Factor</li><li>Positioning Assessment</li><li>Growth Pathways</li><li>Talent Factor</li><li>Business Model Assessment</li></ul> You will know where you stand today

Find out how strong is your GTM today?

How confident are you in your PMF plan? Have you been trying to find PMF for a while? And you are not sure if you are making progress as fast as you should? Here is a 90-minute video course + WORKSHEET, based on PMF Five Factors Framework. By the end of this self-paced FREE course ($99 value), you will have a baseline PMF scorecard for your <ul><li>Customer Factor</li><li>Product Factor</li><li>Category Factor</li><li>GTM Factor</li><li>Talent Factor</li></ul> You will know where you stand today - and which key areas to focus on.

Find out how good is your PMF today?

Are you ready to enter the U.S. market with your B2B product? What is your U.S. market fitness hypothesis? How good is your company fit for the U.S. market? How certain are you of the fit? Here is a 30-minute video course + WORKSHEET, based on PMF Five Factors Framework. By the end of this self-paced FREE course ($99 value), you will have a scorecard of your U.S. fitness hypothesis, based on <ul><li>Customer Factor</li><li>Product Factor</li><li>Category Factor</li><li>GTM Factor</li><li>Talent Factor</li></ul> You will know where you stand today - and which key areas to focus on.

How fit is your startup to enter the U.S.

A business customer is not a monolith Four customer archetypes are commonacross all B2B Each with a different value framework Mapping these helps speed up your PMF

Four Customer Archetypes in B2B

Most B2B tech companies get customerloyalty wrong. Business customers do not fit one-size all. How you build a cohort of customerchampions differs significantly, depending on your customer subtype:Buyer, User or Builder. In this framework, you will find out the different drivers of loyalty for Buyers, User and Builders (developers). And how to address these in your B2B programs

Who Are Your Customer Champions

Founders! You may be proud of your product but…<ul><li>Customers don’t care about your product</li><li>They only care to solve a burning problem they have</li><li>And how your product solves it to deliver a clear-cut value proven with a meaningful-metric</li></ul> But how do you apply this insight when you have multiple personas in B2B landscape? Here is a structured approach to discovering your Hungry Customer archetype…

Who are your Hungry Customers

Here is a structured 5-step framework for entering and finding PMF in the U.S. market. This is built on five factors that affect your entry (customer, product, category, GTM and talent). Here is a link to FREE VIDEO PREVIEW of this framework. By the way, you will have access to the entire 4+ hours of video tutorials ($400 value) when you join <a href="https://maven.com/anurag-wadehra/pmf-for-us-market-entry" rel="noopener noreferrer" target="_blank">my live cohort course</a> at Maven.

FREE VIDEO PREVIEW ~ U.S. Market Entry Framework

Most founders hustle to find PMF - and take too long. A market based structured approach is possible for PMF - called Five Factors Framework - which can lower risk and speed up your time to success. The <a href="https://maven.com/anurag-wadehra/productmarketfit" rel="noopener noreferrer" target="_blank">PMF Bootcamp</a> is an intensive workshop where I teach how to break down your plan for each factor - customer, product, category, GTM and talent - and rebuild for market testing. Learn the core concept of PMF Five Factors Framework in this 10-min video.

Intro to PMF Five Factors Framework ~ 10 min video

How confident are you in your PMF plan? Have you been trying to find PMF for a while? And you are not sure if you are making progress as fast as you should? Here is a 90-minute video course in 12 short chapters, based on PMF Five Factors Framework. By the end of this self-paced FREE course ($99 value), you will have a baseline PMF scorecard for your<ul><li>Customer Factor</li><li>Product Factor</li><li>Category Factor</li><li>GTM Factor</li><li>Talent Factor</li></ul> You will know where you stand today - and which key areas to focus on.

Find out how good is your PMF today? 

Entering the U.S. and finding PMF for your product need not be a random act of GTM! A market based structured approach is possible for PMF - called Five Factors Framework - which can lower risk and speed up your time to success. My course PMF: Essentials for Entering the U.S. Market applies this framework in a stepwise manner to build your market entry plan, as explained in this published <a href="https://blume.vc/commentaries/so-you-want-to-find-pmf-in-the-us" rel="noopener noreferrer" target="_blank">article</a> by Bloom VC Learn the core PMF Five Factors Framework in this 10-min video.

Intro to PMF Five Factors Framework

Most SaaS companies commit to a GTM motion without asking this question: How much do you invest in customer relationships? Tech products vary a lot in the effort required to make a customer successful Founders need to know and build the right intensity of customer relationships to succeed in their GTM&nbsp; Here is a customer intensity framework:

Customer Relationship Intensity

GTM = a path from your product to your customer“Like cutting a trail through a forest with a machete” When do you push through? When do you quit? When do you pave over?&nbsp; A Repeatable GTM means<ul><li>Ideal Customer Profile (ICP) locked</li><li>A proven path to ICP (product led, account led or channel led)&nbsp;</li><li>Economically efficient (sales quality metric, product word-of-mouth metric)</li></ul> Here is a framework for building such a GTM

Building a Repeatable Go-to-Market

Product Market Fit Bootcamp

Technical Program Manager

Director

Head of Product

Mastering B2B Go-to-Market for Growth

Business development adviser 

Founder

Product Manager

Co-Founder

CEO and Co-Founder

Chief Product Officer

Top rated by tech founders &amp; product managers from U.S., U.K., Israel and India. ﻿Rated Top 50 Maven Course!-------------- Many early stage companies hustle to find product market fit hoping to get lucky.&nbsp;They launch the tech, get a bunch of early customers - and hope that they find the market.&nbsp;Hustle without a plan, hope without a strategy, doesn’t work.&nbsp; This bootcamp offers an alternative. Master the PMF Five Factors Framework, a market driven structured approach to: 1. Figure out the right customer to target2. Position your product offering, not just tech3. Establish your category point of view4. Lay out your go-to-market pathways5. Assess the key talent you need&nbsp; Tie it all together with a plan ready to test in the market.&nbsp; This cohort-based course includes live teaching, videos &amp; worksheets, peer feedback and solo projects to level up your entire PMF plan.

Gain insights to sharpen your product market fit - and execute smarter

Learn the PMF five factor framework (customer, product, category, GTM and talent).<ol><li>Learn why a structured approach to PMF matters</li><li>Practice the sharp questions to get familiar with PMF Five Factors Framework&nbsp;</li><li>Create your Baseline PMF Scorecard, using the framework&nbsp;&nbsp;&nbsp;</li></ol> PRE-WORK: Videos &amp; ReadingsSOLO WORKSHEET: to score your baseline PMF

Setting Baseline: Find how good is your PMF today

<ul><li>Establish where your product fits in the software (tech) stack</li><li>Map your customer subtypes for buyers and users</li><li>Identify relevant value frameworks for each customer subtype</li><li>Build value drivers for each customer subtype</li></ul>Summarize your Hungry Customer archetype&nbsp; PRE-WORK: Videos &amp; ReadingsSOLO WORKSHEET: to calibrate your CUSTOMER Factor

CALIBRATE: Who is your Hungry Customer?

Define your Magical Product<ol><li>Discover your Brand Insight</li><li>Define your Brand Promise</li><li>Differentiate your Offering</li></ol>Summarize your Magical Product PRE-WORK: Videos &amp; ReadingsSOLO WORKSHEET: to calibrate your PRODUCT Factor

CALIBRATE: What is your Magical Product?

Set and play a New Game in Category<ul><li>Create your contrarian POV</li><li>Define your change criteria</li><li>Paint an inevitable future</li><li>Identify an early adopter segment</li></ul>Summarize your New Game in Category PRE-WORK: Videos &amp; ReadingsSOLO WORKSHEET: to calibrate your CATEGORY Factor

CALIBRATE: Where is your New Game in Category?

Determine your GTM pathways<ul><li>Find your customer orientation (intensity)</li><li>Set you GTM strategy </li><li>Choose primary pathway (PLG, ALG, etc.)</li><li>Choose your channel pathways, as necessary</li></ul>Summarize your Repeatable GTM<ul><li>Short list top GTM pathways, sequencing and metrics</li></ul> PRE-WORK: Videos &amp; ReadingsSOLO WORKSHEET: to calibrate your GTM factor

CALIBRATE: How to find Repeatable GTM?

Ready your team &amp; talent for PMF<ul><li>Ensure Founder to Category fit</li><li>Ensure CTO to Product fit</li><li>Ensure GTM Lead to Pathway fit</li><li>Prepare for key customer relationships</li></ul>Summarize your Ready Talent PRE-WORK: Videos &amp; ReadingsSOLO WORKSHEET: to calibrate your TALENT Factor

CALIBRATE: With whom to build Ready Talent?   

<ul><li>Assemble your story building blocks from calibration</li><li>Create your brand value story (positioning)</li><li>Build your value story test plan</li></ul> PRE-WORK: Videos &amp; ReadingsSOLO WORKSHEET: to create your VALUE story

HOW TO: Create & test your value story

Learn a risk mitigation framework and apply to:<ul><li>Identify key uncertainties (known &amp; unknown) for each factor</li><li>Define the information &amp; insights needed to lower risks for each factor</li><li>Build PMF sprint plan to execute in-market</li></ul> PRE-WORK: Videos &amp; ReadingsSOLO WORKSHEET: to build your PMF Risk Mitigation Plan

HOW TO: Build & test your PMF risk mitigation plan

<ul><li>Assess your final cut PMF calibration</li><li>Compare to your baseline calibration</li><li>Get ready for in-market sprint</li></ul> PRE-WORK: Videos &amp; ReadingsSOLO WORKSHEET: to calibrate your next PMF sprint

Final Cut: Testable PMF Calibration

Course syllabus

ONE live sessions per week with instructor and peers

Tuesdays

Before Each Live Session~ Study 1-hour of async material beforehand (videos + readings) to learn concepts During Each Live Session~ Engage in 1-hour live session<ul><li>Recap of async materials</li><li>Group Exercises</li><li>Solo Worksheets &amp; Projects</li><li>Case Studies</li><li>Q&amp;A</li></ul>~ Bonus materials (optional)

Eight Week Course

You are expected to learn the core concepts through videos and worksheets BEFORE you come to each session. We recap the material briefly in class but you spend most time on hands-on exercises (group &amp; solo), case studies and live Q&amp;A to make progress on your PMF.

Async pre-work (videos & readings) before each session

<ul><li>You will get WORKSHEETS for each module to improve your PMF plan - in private. </li><li>You are expected to share your insights &amp; get feedback from your peers in class.</li><li>While not mandatory, you are expected to share your updated PMF plan in the last session.</li></ul>

Bite-size Solo Projects

Course Schedule

You're an early or growth stage B2B Tech Founder who knows the hustle. You need to speed up your PMF plan for lean times.

You’re a Product Leader that has a product [MVP] in a competitive market - but not enough customer traction yet.

You’re a GTM Leader (Sales or Marketing) with early customers. Though you are not sure of the ideal profile or the best GTM to reach them.

This course is for you IF...

Build a clear PMF plan and execute with confidence

You will have a baseline understanding &amp; score of your current PMF - what's good, what's not. You will uncover key risks in your plan that you should address.

A clear assessment of your current PMF

You will create a sharper company story ready to test with customers, investors or partners - all built around your value hypothesis.

A new customer & company story

You will have a smarter PMF plan ready to test in market that reduces your key risks of failure

An actionable PMF plan - ready to execute

Speed up your market success by building a comprehensive PMF plan using the Five Factors Framework 

Growth Coach & Advisor

Getting from zero-to-one is hard enough! Once you have found product market fit, you need to switch to building a growth engine - with special emphasis on building repeatable GTM and a scalable business model. While keeping a strong differentiated positioning in the market.&nbsp; In this course, you will learn the Product Market Growth framework [in three parts: Growth Foundation/Frames/Fulfillment] to help you build a stepwise go-to-market plan.&nbsp; You will: - Evaluate the strength of your current GTM strategy. - Create a growth focused positioning,&nbsp;build on the firm foundation of your customer, product, and category/competitive factors. - Identify top GTM strategies to fulfill your customer and market needs. - Build the right pricing and packaging bundles within the frame of a scalable business model - Learn how to sequence and orchestrate additional direct &amp; channel pathways. - Generate testable GTM sprint plans to guide your growth efforts This cohort-based course includes live teaching by Anurag and feedback from your peers, plus video-based tutorials, case studies, detailed worksheets, and weekly projects. *The Product Market Growth Framework is based on identifying and scaling growth patterns across Customer, Product, Category, GTM &amp; Talent factors. It has been field-tested by tech founders, product managers and GTM leaders across six industry verticals in dozens of B2B/AI product categories. I write about it here https://www.anuragwadehra.com--------------

Learn to build a stepwise GTM plan, anchored in a sharp new positioning

Learn the Five Factors Framework and how to apply it in a stepwise method to build a smarter GTM plan&nbsp; Pre-work: Videos, ReadingsProject: Framework for GTM plan

Intro to stepwise Product-to-Market framework

Begin with a baseline assessment of&nbsp;your current GTM. Pre-work: Videos, ReadingsProject: How good is your current GTM

How good is your GTM today?

Apply Five Factors framework to build a thesis for how to grow your GTM Pre-work: Videos, ReadingsProject: Your GTM growth hypothesis

Build your GTM growth hypothesis

Learn how to build a story that captures your customer value using both the inside-out method (“product magic”) and outside in method (“a new category game”) Pre-work: Videos, ReadingsProject: How to create your value story

Create your new value story

Identify &amp; target your Early Adopter growth segmentChoose your GTM pathways - PLG, Sales etcAssign your GTM growth team Pre-work: Videos, ReadingsProjects: How to identify, target &amp; segment for growth; How to set GTM pathways and build a plan

Create your GTM growth plan

How to test your plan to lower your risks- and increase odds of success Pre-work: Videos, ReadingsProject: How to build a GTM Risk Mitigation Plan

HOW to test your GTM growth plan

One live sessions per week with instructor and peers

Thursdays

Eight Weeks

You are expected to learn the core concepts through videos and worksheets BEFORE you come to each session. We recap the material briefly in class but you spend most time on hands-on exercises (group &amp; solo), case studies and live Q&amp;A to make progress on your GTM.

Async Pre-work (videos & readings) before each session

<ul><li>You will get&nbsp;projects&nbsp;for each module to improve your GTM plan - in private</li><li>You are expected to share your insights &amp; get feedback from the instructor &amp; your peers in class</li><li>While not mandatory, you are expected to share your GTM plan in the last session.</li></ul>

Bite-size Projects

Course schedule

Tech Founder | CEO building B2B GTM engine Are we firing on all growth cylinders?&nbsp;Sales led, product led, marketing led? Should we be?

Go-to-market or Commercialization Lead looking to add discipline to growing new products in market.&nbsp; Are we ready to grow in a new market?

CMO or Product Marketer ready to position &amp; launch a new or revamped product in a new market Are we positioned to grow?

Who is this course for

A stepwise GTM plan to test and grow in a new market

You will begin by a comprehensive assessment of the strength of your current GTM in the market.&nbsp;

A baseline assessment of how strong is your current GTM

You will learn how to reassess your Ideal Customer Profile, from first principles, using B2B archetypes. You will also assess your product offerings and review the competitive dynamics in your category.

Start with a solid foundation of your customer, product & category factors

 

 

Based on this foundation, you will re-position your company as well as your product - using a combination of inside out (tech first) &amp; outside in (customer-first) approaches.&nbsp;

Sharpen positioning of your company & product for growth

You will explore multiple growth pathways - direct &amp; indirect - for your product. From Product-led to Sales-led to Channel-led, etc. You will define the right pathways and the sequence in which to test and scale them.

Set the right GTM strategy 

You will assess and build the relevant pricing and packaging&nbsp;bundles for your GTM pathways - and tie them to your business model.

Build the right pricing and packaging bundles for your GTM

You will build a smarter GTM plan ready to test in market for growth

Create an actionable GTM sprint plan

Build for repeatable growth with confidence! 
 

How to create a contrarian POV to win with AI

Growth Coach, ex-Google, P&G, CMO @ 2 public SaaS co., Founder or operator @ 6 tech startups. 

Discover the key steps to challenge the assumptions of your own product category

Learn how AI is changing B2B category assumptions

Practice three sharp questions to generate a new POV. Learn from key examples to apply to your company/product

Brainstorm a new, contrarian POV

Summarize your insights into a starting point. Use this to test a differentiated POV for your product offering with AI

Anurag Wadehra

Anurag Wadehra

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