Earning the Right to Revenue

Your plan says there's a route to market. Has anyone tested it?

A workshop for university spin-out executive teams working out their real path to revenue, rather than the one written in the business plan.

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Where it comes from

One objective per team: prove the route to revenue

In 2019 I ran a NorthStar programme for a mixed cohort of early-stage teams. Some were pre-money, some were already trading, and all of them wanted to raise more. Each team's OKRs were built around validating its go-to-market strategy.

Earning the Right to Revenue builds on that work. Each spin-out executive team leaves with a single go-to-market objective, and key results that tell it whether the route it believes in is real.

The TEAM questions

Four questions every route to market has to survive

Target

Which market, and which customer in it, are you going after?

Economics

Do the numbers stack up?

Alternatives

What else could your customer choose, including doing nothing?

Moat

What makes your position defensible?

For spin-out executive teams, and for the universities, accelerators and investors who support them.

Supporting a cohort of spin-outs?

Book an Explore call and tell me about the teams. We'll work out whether the workshop fits.

Book an Explore call