Exercise 📖

1. Write out all the functions of your business. Marketing, Sales, CX, Demand gen, recruiting, finance, etc.
2. Fill in each section as follows:
   • Double down - Initiatives that are working and you want to invest even more into it
   • Level Up - Something that we’re doing and you want to make it better
   • Start/Invest - New things you want to do
   • Stop/Limit/No - Things that we’re not going to continue/limit
   • Continue - Initiatives to keep doing
   • A simple way to view this is as “$ you are investing” in each.  Double down, Level Up and Start is MORE $$, Stop/Limit/No is LESS $$ and Continue is same $$.  Another way to think of it is where do you want to put your people/resources.  What bets do you wanna make?
3. Great job: NOW, For extra credit, you can start ICE’ing these (especially C) or putting which quarter you want to do them. Use Goal Setting to help!

The idea is maybe less top down (from a DFS) and more to look at the current portfolio of “bets” and optimize them.  Obviously, the two have to match eventually to finalize the plan.

Try to do it quickly and off the top of your head.  Don’t worry about timing yet.  It should be at the initiative level.  Follow your energy to fill it out if and where you get stuck.  Work fast, dont over think!

When you’re done, you can plug in some resourcing assumptions by department into the Hiring Template!. I’ve completed the first one for marketing to show you an example of how simple you can keep it.

Make It Your Own 📝

Go To Market (GTM)

Marketing

Sales

Implementations

Customer Success

Customer Experience

Product & Operations

Product

Engineering

Talent & Recruiting

Finance & BizOps

G&A