Turn your startup’s potential into revenue – Fast.
Design and execute a custom playbook that drives real revenue for your startup
“Startups don’t fail because they can’t build. They fail because they can’t sell.“
Startups struggle and eventually fail due to poor sales strategy and/or execution
- No path to real, scalable revenue
- Wasted time & money on wrong customers/markets
- No clear sales process
- Mis-hires & mis-fires
Don’t fail fast. Sell fast.
The Zero to One Playbook
A custom and actionable sales playbook – tailored to the unique needs of your business, product, and market. Craft your own playbook by combining one or more of the pre-authored chapters
Sales Strategy
Define who you’re selling to, what you’re selling, and why they’ll care; align with your startup goals.
→ Position your product for traction with the right segments and messaging.
Outreach Process
Build a repeatable, scalable system to connect with high-intent buyers.
→ From cold emails to warm intros, map your entire outreach motion.
Team Setup
Define roles, responsibilities and rhythms to scale your sales effort.
→ Hire the right people for the right roles to execute the sales engine.
Sales Tech-Stack
Equip your team with the right tools to sell smarter, not harder.
→ CRM, email automation, analytics – set up the sales tools and multi-level reporting.
Sales Execution
Turn strategy into momentum to drive repeatable & predictable revenue; report to investors and drive performance internally.
→ Run live campaigns, generate qualified pipe, close deals, and learn fast.
The Playbook Impact
Here’s how some of the startups have turned around their story with a playbook
Seed to Series A
PLG-only to Hybrid
Matthijs Rijlarsdam
CEO & Co-Founder, QuantWare
“As we started thinking about the next phase of growth at QuantWare, we knew we needed our own custom playbook, something very different from the typical SaaS playbook. And we needed the right person to create this. With his past experiences, Kejal came in, setup the playbook and helped us create a solid foundation for the next stage of growth.”
Jeff Lattomus
Global DGX Cloud Sales Leader, NVIDIA (ex-DigitalOcean)
“At DigitalOcean, we made a major push for focusing on net new business. This needed a fresh approach, a new playbook. Kejal built out his team and ran with the playbook to bring in new logos and new revenue.”
Prabhakar Jayakumar
VP Sales EMEA, Payoneer (ex-DigitalOcean)
“Kejal joined DO at a time when we were looking to scale our Sales Led motion, to complement our Product-Led Growth motion. He used his experience to not only help build the EMEA sales team but also used his first-principles approach to decode the target customer segment, their needs and create an effective sales playbook for the market.”
Alessandro Bruno
CTO and Founder at QuantWare
“For a deep tech company like QuantWare, we are predominantly researchers, scientists & engineers. As our product got initial traction, we needed someone to come in and setup our go to market function. Kejal was the right choice – he setup the team, the processes and got the revenue flowing in. This eventually helped us raise Series-A.”
The Playbook Use Cases
Do you relate to either of the cases below
Tech Founders
The most usual case – Startups formed by technical co-founders. The founders built a great product and have found the PMF. Now they need to convert this startup into a scale-up. The 0 to 1 Playbook is the way forward for such startups.
Fix the Engine
Startups that have tried scaling but have failed – either due to an inexperienced GTM team or not having the right sales leader or simply not going after the right customers. The Playbook’s structured approach is well-suited to take a step back and ten forward.
PLG to Hybrid
PLG is builds perfectly well on top of the initial PMF by adding marketing. But, you are not choosing your customers and you are definitely missing out on the big untapped market. The Playbook helps with the transition from a PLG-only motion to a Hybrid GTM motion.
The making of the Playbook
The Playbook framework is designed based on my experiences with startups, scaleups & grownups. I’ve learned from the best and have applied the learnings at startups. I’ve lived the startup grind and know what it takes to build a scalable sales engine.
At startups its not about the force. Its about focus. The right playbook helps you stay focused.
I’m keen to hear your story and craft your own playbook.
Zero to One Playbook 