Deal Review Process

Mark Cranney

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Deal Review Process

a16z market development operating team head (and former sales VP) Mark Cranney condenses insights from his go-to-market bootcamp for portfolio companies.

It’s part of a broader program to help accelerate startups’ time to market as they build up their own sales and marketing muscle.

While the full- to multi-day bootcamp covers everything from marketing, prospecting, and channel partnerships to customer success, forecasting, and hiring, this one-hour episode focuses on field sales. “It’s a little bit of a firehose,” shares Cranney, “But it exposes what it will take for companies to become truly world class.” Especially if they want to sell innovation to complex enterprises like the government and the Fortune 500/Global 2000.

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