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THE FOUNDER HANDBOOK

THE HOW-TO GUIDE FOR GETTING YOUR FIRST TEN ENTERPRISE CUSTOMERS

Paperback
eBook

Why does this book matter?

There are no set rules on how to succeed in building and then scaling your startup.

However, we believe that there are universal lessons that every successful founder has to learn.

This wisdom is usually accumulated the hard way – doing something, failing at it, learning from it and then repeating the cycle.

In this book we share these experiences so that you can get a head start!

The founder handbook in the news

Barclays Eagle Labs

We are very proud and grateful for being featured on Barclays Eagle Labs suggested reading list by Steven Drost, CSO of CodeBase.

#5 Launchpad: the energy-focused unicorn factory

Amazing shout-out by Launchpad newsletter #5, “The energy-focused unicorn factory”, as a recommended reading for the week!

The woman behind The Founder Handbook

The University of Manchester, Alliance Manchester Business School featured Siobhan Clarke in their MBA Guest Post.

Launchpad Frankly Podcast

Siobhan and Andrius discuss the how-to guide for getting your first 10 enterprise customers part of Launchpad Frankly podcast series.

Posts and essays

Know the right incentives for sales

Jason Lemkin: A Basic Structure for a VP, Sales Comp Plan: 50/50/25+ (saastr.com link) Cover art by: http://www.thestaffingstream.com/2019/09/13/creating-a-comp-plan-that-works/

Why enterprise sales is hard

Luke Kanies: My Losing Battle with Enterprise Sales (lukekanies.com link) Steven Sinofsky: A Product Person’s Perspective on Enterprise Selling (a16z.com link) TechCrunch: The 3 biggest […]

Emotions are contagious

Emotional contagion is the phenomenon of having one person’s emotions and related behaviors directly trigger similar emotions and behaviors in other people. Emotions can be […]

Why product and brand framing matters

Strategy Peak: How to Get People to Pay 77% More By Changing Just One Thing (strategypeak.com link) April Dunford: How product framing can help grow […]

Rubber ducking a business processes

In software engineering, rubber duck debugging is a method of debugging code. The name is a reference to a story in the book The Pragmatic Programmer in which a programmer would carry […]

Do things that do not scale

One of the most common types of advice Y Combinator gives to founders is to do things that don’t scale. A lot of would-be founders […]

Structure of VC investing

Jason Lemkin: Here’s How Much Your VCs Make (saastr.com link) Cover art by: https://www.salesforce.com/ca/blog/2016/07/steps-to-raise-venture-capital-funds.html

The mom test

Talking to customers is one of the foundational skills of both Customer Development and Lean Startup. They say you shouldn’t ask your mom whether your […]

Top 10 Takeaways from The Founder Handbook

Over the upcoming weeks, we’re going to share a summary of each of the chapters from the Founder Handbook – how to get to your […]

When to stop

In mathematics, the theory of optimal stopping or early stopping is concerned with the problem of choosing a time to take a particular action, in order to maximise an expected reward […]

Praise for the founder handbook

A must read for anyone thinking about starting a B2B SaaS company targeting enterprise customers. And frankly anyone considering investing in one. It’s packed with quality, very honest & matter of fact advice.

David Corthorn, co-founder and CPO at 2DA Analytics

The great thing Siobhan and Andrius are offering founders with this book is lessons that work in practice – this is not theoretical, it’s from the school of hard knocks.

Paul mcnabb, Co Managing Partner at Episode 1 Ventures

In 10 years of B2B investing every initial conversation with a startup entrepreneur distils down to the belief that “if we build a better product they will come” – they don’t. When this reality becomes general knowledge inside of the startup team then this is where this book steps in – a practical, grounded and structured grand insight on how to get the sales traction to the A round.

John Straw, Senior Advisor – McKinsey and Company

This book is an engaging and entertaining read – and one that packs a huge amount of hard-won wisdom into a relatively small space. Any founder will find their daunting journey a little easier having read this. One of the most valuable gifts to give anyone charting a course through uncertainty is a set of great questions to ask of yourself and others – Siobhan and Andrius more than deliver on this front.

Stephen Cook, Managing Partner at Bp launchpad

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Authors who have done it themselves

Andrius SutasFounder

Andrius is one of the founders and CEO of AimBrain, acquired by the market leader in the space at that time. Over the years, he tried many approaches to starting and scaling a startup that didn’t work and, with Siobhan’s help, a few that did.

Siobhan ClarkeInvestor, Sales Executive

Siobhan is an operating partner at BP Launchpad, investing in and scaling energy companies. She has past experience in sales and strategy roles in startups and big tech. Her expertise lies in finding the value exchange and getting the right things done.

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