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Episodes
The missing link to unlock growth for B2B companies is Go-to-Market Fit. In each episode, the authors of Survival to Thrival - Tae Hea Nahm and Bob Tinker - discuss with journalist-turned-PR Helen Croydon, the key concepts underpinning their book series. If you are an entrepreneur anywhere on the enterprise startup journey, the Survival to Thrival Podcast is for you. In the beginning, it is simply about Survival-- how not to die? With luck and hard work, it becomes about Thrival-- how do we win?
Episodes
Wednesday Dec 02, 2020
CEO Unlearning: The Struggles and Challenges
Wednesday Dec 02, 2020
Wednesday Dec 02, 2020
Bob Tinker and Tae Hea Nahm dig into how a CEO must change as a company grows. With growth comes role change, and navigating this requires self awareness and critical honest reflection. They share their own and others' experiences and struggles of the growth journey.
Friday Nov 20, 2020
Friday Nov 20, 2020
Bob Tinker and Tae Hea Nahm speak to Mark Smith, a rare breed of B2B sales leader who has led teams of less than $1M of revenue all the way up to mega-scale growth of billions of dollars. He opens up about the challenges of those transitions and how he had to unlearn his skillset and roles.
Wednesday Oct 14, 2020
How do you not get fired as a startup founder? Change or be Changed
Wednesday Oct 14, 2020
Wednesday Oct 14, 2020
You've started to unlock growth. Awesome! Now you're terrified. How do you keep up with your startup as it grows? And not get fired?
Hosts Tae Hea Nahm and Bob Tinker explain how 'unlearning' is key. And, it applies to everyone in a startup.
Thursday Sep 24, 2020
Demystifying sales comp for early Go To Market teams
Thursday Sep 24, 2020
Thursday Sep 24, 2020
For an early stage founder or CEO in search of product market fit, when do you need to set up sales compensation, and how does this tie into the overall business plan?
Hosts Tae Hea Nahm and Bob Tinker discuss and relay experiences on the fundamentals of sales comp.
Wednesday Sep 09, 2020
Go-To-Market Metrics: What's important and what they tell you
Wednesday Sep 09, 2020
Wednesday Sep 09, 2020
What are the metrics that tell whether a startup has found Go To Market Fit, and how can you use these metrics to run the business and unlock growth.
Co-authors Tae Hea Nahm and Bob Tinker discuss the magic numbers for SaaS businesses that will accurately predict an increase or decrease in recurring revenue and how you can change them.
Thursday Aug 27, 2020
Identifying Urgent Pain and Finding your Wow
Thursday Aug 27, 2020
Thursday Aug 27, 2020
Finding 'Urgent Pain' and your 'Wow' are two vital ingredients in building your Go-To-Market Playbook to unlock growth. How do you find them, or even know when you have? In this episode Tae Hea Nahm and Bob Tinker use real world examples from startups they've worked with of how the founding teams found these two things before going on to scale.
Wednesday Aug 12, 2020
Getting Your Company Behind the GTM Playbook
Wednesday Aug 12, 2020
Wednesday Aug 12, 2020
How does a startup operationalize the GTM Playbook? How do you get the whole team aligned with it? How do you know when you need to evolve your GTM playbook or create a totally new one? Where are the handoffs and who owns the project? These are the questions that co-authors Tae Hea Nahm and Bob Tinker answer in another episode packed with real world advice from entrepreneur and investor.
Wednesday Jul 29, 2020
Building and Leading Fully Remote Teams
Wednesday Jul 29, 2020
Wednesday Jul 29, 2020
Wednesday Jul 15, 2020
Step by Step Guide to Building your Go To Market Playbook and unlocking growth
Wednesday Jul 15, 2020
Wednesday Jul 15, 2020
How do you create a playbook to find Go-To-Market (GTM) Fit? A GTM playbook is a repeatable map for finding and winning customers over and over again. But what does it look like? Who builds it? What are the common challenges startups might face when creating one? These are the questions addressed by co-authors Tae Hea Nahm and Bob Tinker.
Wednesday Jul 01, 2020
Re-finding GTM Fit in an economic downturn
Wednesday Jul 01, 2020
Wednesday Jul 01, 2020
How does an economic downturn affect your Go-To-Market Fit (GTM Fit). Last episode we broke down how to find GTM Fit - the key to unlocking growth. Now we look at how to adapt it when the whole world changes. Co-authors Tae Hea Nahm and Bob Tinker cover re-finding the 'urgent pain' of your customers and re-defining your ideal customer profile (ICP).