Startup Field Guide

Introduction – Welcome to The Unusual Field Guide

Idea or Insight?

Co-Founders

Legal: Don’t Wing it

Raising at the Start: Should You?

Introduction to Product-Market Fit and the Unusual Way

Creating a Value Hypothesis

Customer Discovery

Working with Design Partners

MVP and Measuring Product-Market Fit

Introduction: From Product-Market Fit to Hypergrowth

Translating PMF Into a Repeatable Sales Motion

Building Awareness, Leads, and Pipeline

Converting Interest into Revenue

GTM Motions, Models, and Teams

Scaling GTM: Metrics, Systems, and Crossing the Chasm

Introduction: Hiring and Leadership

Startup hiring

Selling while you hire

Evaluating and closing early-stage talent

Managing Seed stage board meetings

Creating a culture of ownership – equity & transparency

Introduction: Fundraising

Fundraising phases & overview

Fundraising process

Building the pitch deck

Term sheets & decisions

Tools and templates

Introduction: The Unusual Way to build an enduring open source software company

Starting an open source company: From project to platform

Finding users and building community (the OSS discovery phase)

Building go-to-market (the OSS way)

Fundraising for open source companies

Hiring and leadership in OSS