Pioneer to Expansion Sprint
Detailed 90-day playbook for transitioning from Pioneer stage (founder-led sales, proving concept) to Early Expansion stage (building sales organization, scaling).
Detailed 90-day playbook for transitioning from Pioneer stage (founder-led sales, proving concept) to Early Expansion stage (building sales organization, scaling).
When to Use Pioneer to Expansion Sprint
When you've achieved product-market fit (>70% retention, NRR >100%), revenue >$10M ARR growing >100%/year, CAC payback <18 months, and 2-3 well-funded competitors have validated the market.
How to Apply
Month 1: Foundation (Weeks 1-4)
Codify what's working before scaling it. Document current sales process, record customer conversations, map buyer journey, identify best-converting segments.
Outputs
- Sales playbook v1 (10-15 pages)
- VP Sales hired or offer extended
Month 2: Build Sales Infrastructure (Weeks 5-8)
Get systems in place before hiring reps. Implement CRM, set up lead routing, create enablement materials.
Outputs
- CRM operational with pipeline loaded
- Complete sales enablement package (deck, demo, ROI calculator, case studies, battlecards)
Month 3: First Hires and Training (Weeks 9-12)
Hire and ramp first sales team: 2 SDRs and 1 AE. Shadow selling, role reversal, begin outbound.
Outputs
- First SDR-sourced meeting held
- First AE-led demo completed
- 25-50 calls/day outbound running