Unit of Worth™: A Framework for Scaling | by Jerry Chen

2023-03-01 07:33:41

Constructing out your go-to-market technique

Earlier than becoming a member of Greylock, I spent nearly a decade at VMware engaged on constructing and bringing new applied sciences to market. I helped create the Cloud Software Platform and Digital Desktop Infrastructure (VDI) companies, and managed product and advertising and marketing groups which have efficiently shipped many “1.0” releases, together with VMware VDI, Cloud Foundry, and vFabric.

Over time, I developed a go-to-market framework which helped me scale these merchandise from zero to over 100 million in income and now I can watch from afar as the companies that I helped begin are producing near $1B in income. As an investor, I proceed to make use of this framework to judge corporations to ensure their go-to-market technique matches the product they’re constructing. Fixing for the go-to-market downside is essential to the success of a startup in opposition to incumbent corporations which have benefits in gross sales, advertising and marketing, and distribution. One of many keys to crafting a profitable go-to market technique is selecting a pricing and packaging that’s scalable.

Like all frameworks, this Unit of Worth™ idea is at all times being refined and improved upon, so any suggestions and ideas concerning your expertise with taking merchandise to market can be valued. Let me know what you assume: