Typical engagements for each stage of growth
UpTempo's Founders have experience with every phase of startup life, from Seed to IPO, from Employee #10 to Employee #10,000. Each growth phase requires a different set of priorities. Hence, the UpTempo team spends time with each Founder to understand their startup's past, present, and future priorities before proposing the proper engagement.
That said, some typical engagements for each stage of growth are shown below:
- Pre-Seed: It's imperative to study the company's fit for its market, product, channels, and model (best articulated by Brian Balfour in his Four Fits Framework) by getting feedback while products are built. UpTempo generates and conducts meetings with a cross-section of your market to report on the personas, priorities, and product needs on which you should focus. This type of engagement usually lasts 3-4 months at ~50-60 hours per month. Learn more about Market Fit Validation here.
- Seed: At this stage, founders typically manage their own sales cycles, with a scarce number of warm intros from friends and investors. It is crucial for Seed-round companies to have a knowledgeable sales partner to help Founders prepare for meetings, ask the right discovery questions, articulate their value proposition, and catalyze consensus. This apprenticeship usually goes 6-8 months at ~60-70 hours per month while a sales playbook is formed. Learn more about Founder-Led Co-Selling here.
- Seed Extension: Later in the Seed stage, Founders are ready to make their first sales hires, but they're not sure who to hire or how to vet candidates. UpTempo works alongside Founders to develop the proper evaluation process, conducting interviews and setting up finalists for Founders to meet. Onboarding these new team members and guiding them to productivity usually spans 6-8 months at ~60-70 hours per month, depending on hiring goals. Learn more about Initial Hiring and Training here.
- Series A: By this point, startups hit the gas pedal, leveraging lessons learned. Unless the business is growing at a breakneck pace, it doesn't always make sense to hire a full-time sales leader who brings in an expensive team. Instead, a fractional leadership engagement is often the best course of action - allowing the company to take 6-12 months to ramp up a proficient team, improve the playbook, and pave the way for a full-time Head of Sales. Learn more about Fractional Leadership.
- Series B: Many Series A, B, and C companies bring on a sales leader who doesn't ultimately work out. They leave behind sales professionals who need an interim leader to mentor them to productivity and iron out wrinkles. Startup Founders trust UpTempo to fill in during these times, usually lasting 4-6 months, where interim full-time sales leadership bridges the gap, giving the next Head of Sales a smoother path to success. Learn more about Interim Sales Leadership here.
