From Seed to Series B

Helping Early Stage Founders Build & Maintain Momentum

Once you’ve crafted your stories (company, customer, personal ) and are armed with the skills necessary to share your narratives with purpose and passion, you’re ready for the next phase of growth: building your go-to-market machine. This typically means:

  • Transitioning from Founder Led to Sales Led Sales

  • Building the right sales process

  • Building sales decks and demos

  • Tracking the right metrics to run the business

  • Creating the right org structure (SDRs / BDRs / AEs / AMs / CSMs)

  • Hiring the right revenue leader

Trying to do all of this, while fundraising & hiring, because let’s face it you’re always fundraising and you’re always hiring, is a tall order.

I’m here to help!

I’ve Seen This Movie 1000 Times

Building & maintaining momentum in your early-stage company is hard. I know because I worked at Google, Salesforce, and Box in the early days. As a partner at Emergence Capital, I saw founders like YOU struggle with the fundamentals of building a world-class go-to-market organization. Why?

If you’re a product or engineering-led founder, you’re likely unsure about the best practices for building an efficient go-to-market organization.

You need access to someone who has seen the movie before to help you anticipate what you’re likely going to face. You need someone with frameworks, models, and insights to help you efficiently tackle the challenges of growing and scaling.

What Do Others Say?

  • Doug was absolutely instrumental in helping me and us build out go to market team in the earliest innings of UpKeep. His mentorship and insights have enabled us to grow and scale to where we are today. Doug is the best in the business

    Ryan Chan, CEO & Founder

  • Doug's blend of creative and tactical advice, guidance, and support helped us create the category we know as sales engagement which translated into a multi-billion dollar exit. He helped shape not only our strategy but our messaging and positioning as we grew. In addition, he spent an enormous amount of time in the weeds with our reps, connecting them with prospects and coaching them on how to beat the competition. Most investors and advisors talk a really good game, but Doug walks the walk, and I'm thankful for not only the partnership but the friendship throughout the years.

    Kyle Porter, CEO & Founder

  • Doug's advice, guidance and council enabled us to scale from around 10 employees to over 100 as a Series B company, that is now known as best in the space. Along the way, we've been through multiple growing pains, hired on different leaders at different stages, changed our GTM model, and coached reps to be the most effective they could be for large chunky enterprise deals. Even though Doug was an advisor, he always felt like part of the Zipline family. He was invested in our success as a company, and helped me tremendously as a founder to know what I should be thinking about and prioritizing. He helped keep us 3 steps ahead and become the company we are.

    Melissa Wong, CEO & FOunder

  • I've worked with Doug in various capacities over the course of 14 (!) years, and he has remained a trusted advisor through it all. His knowledge of all things go-to-market, of the ins and outs of the sales function (at companies of all sizes), of the broader trends facing these teams is truly invaluable. He will energize and inspire your teams, and bring a wealth of insight to you as a leader.

    Hilary Terrell, CMO Maze Design