Playbooks

Basic design principles to make sure you measure sales funnel correctly and consistently drive insights.

6-part blog series from serial edtech entrepreneur John Danner on experimenting, measuring and iterating your way to product-market fit.

Prospecting strategies for SaaS sales organizations, categorized by different go-to-market models.

A guide for edtech founders on using discovery calls to uncover customer needs and build stronger relationships that lead to successful sales.

Designed for sales reps to quickly reference core edtech buying personas based on frequently used frameworks from the Sales Playbook

Different B2B sales methodologies, and how they should align with the customer, market, and value of the product or service.

How product and marketing work together to shape a memorable brand—using a positioning model (positioning, customer benefit, personality) and a brand pyramid (aspiration, emotion), illustrated through Netflix’s evolving homepage and core promise

Essential PLG metrics and performance benchmarks for K-12 B2B edtech, and a practical framework for tracking user adoption, engagement, retention, and growth.

The original step-by-step guide to customer-centric sales motions and strategies, created specifically for Reach portfolio companies.

Slides on the importance of the go-to-market (GTM) stage and the three key frameworks that govern SaaS sales

How AI startups must move beyond experimental pilot pricing by tying cost to clear value, positioning pricing as a strategic lever to convert pilot projects into sustained revenue.

A grounded approach to PR: start by defining your audience and goals, then thoughtfully choose hires — or freelancers or agencies — and invest in true engagement to build relationships, tell your story, and make media and outreach effective.