Go-To Market Workshops - Part 2: Product - Market Fit

Managing growth in early-stage startups can be challenging, especially when the path to Go-to-Market Fit isn't clear. Premature scaling is one of the biggest sources of overextension and leads to frustration at a minimum and results in accelerated capital burn, significantly decreasing the runway for your business. In this 3-part workshop, we will utilize a structured framework offers the precision to identify and address growth constraints early, helping progress efficiently from pre-PMF to scaling beyond $20M ARR.

PMF is all about finding the right customer profile and validating that you are providing tangible value that they are willing to pay for. This is where you confirm market demand for your idea and there is economic viability behind it. In order to effectively do this, we will pull from the 16-Step RVNU framework.

Specifically in this phase we will explore:

5) Design Client Stage

• Target ICP-qualified clients
• Generate real sales signals
• Agree on a North Star Metric with early clients
• Build a value measurement agreement

6) Prove Usage

• Set onboarding goals for high-value features
• Track and prove usage of those features
• Demonstrate growth of usage
• Show evidence of network effects

7) Prove Value

• Define clear success metrics
• Quantify ROI
• Create value measurement framework
• Use proven value for Renewal & Upsell

8) Realize Value

• Establish the fair value range
• Calculate price as a percentage of ROI
• Use market signals to focus on the right clients

Host or Publisher The Cannon Community