Gearingupforbattle

PeopleOperations

productivity,ramp-up,pipeline,churn,CAC/LTV

Whatisatalentmachine?

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layers,gears,andprocess

Howtobuildatalentmachine?

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Layers

execution, improvement, solution, and problem seekers

Typesofindividuals(scopexautonomy)

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purpose, autonomy, diversity

Typesofteams(3-20people)

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5 stages: life sucks, my life sucks, i’m great, we’re great, life is great

Typesoftribes(20-150people)

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Culture: way of speaking and acting

Typesofcompany

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Gears

TMMaturityModel

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Blue Orange BlackCulture Mission-Vision-Values BHAG ManifestoMetrics Cost based Productivity AnalyticsOrg Structure Org Chart Job descriptions Team/Tribe MgntHiring Job description fit Cultural fit PredictiveOnboarding 1-day welcome 1-month follow up 3-month nurturingCommunication Ac hoc Tactical Strategic / Culture basedManagement Salary evaluation 360o Regular coachingCompensation Benefits Target Incentives Stock optionsFiring Ad hoc Standard PostmortemTools Ad hoc Payroll Stack

it depends on founders, stage, and market

Whatisculture?

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1. Missionary x Mercenary2. Structured x Flexible3. Thinking x Doing4. Controlling x Delegating5. Cautious x Risk Permitting6. Diplomatic x Direct: 7. Individualistic x Collaborative8. Internal x External

experimentation or executionprimary teams (sales, customer success, product)

secondary teams

Whatneedstogetdone?(metrics)

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Howorganizationsgrow?(celldivision)

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OS1 OS2 OS3 OS4 OS5Family Tribe Village City Nation

User Scale (B2C) 10,000s 100,000s 1,000,000s 10,000,000s 100,000,000sUser Scale (B2B) 10s 100s 1,000s 10,000s 100,000sOrganization 1s 10s 100s 1,000s 10,000sTimeframe 12m-24m 18-24m 18-24m 24-48m 48m+Mode Discovery Validation Efficiency Scale DominationTalent Domain experts Generalists Specialists Future leaders Succession

persona, lead-gen, nurturing, closing, pipeline

IsHiringasalesprocess?

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onboarding and talent success

Howtogettoexpectedproductivity?

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broadcasting, staff/company/strategy meetings

Howtocommunicatewithtroops?

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constant feedback, training, and development: individual, team, and tribe

Whatismanagement?

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Maslow: base salary, bonus, benefits

Howtocompensatetalent?

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it’s your fault, performance improvement plan (PIP), scripts

Howtobreakupdecently?

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SaaS for everything

WhatareworkflowsandSoRs?

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Process

increasing speed over time is the one metric that matters

Scrum:oneproblematatime

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rapid iterations to learn and adjust

Scrum:weeklyorbi-weeklysprints

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learn the expected output of each key lever (product, sales, customer success, talent, operational system),

then improve it relentlessly

Scrum:structureit,thenoptimize

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visibility on what needs to get done

Scrum:roadmap

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Bibliography

High Output Management

Hard Things About Hard Things

Blitzscaling

The Alliance

Talent Machine

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www.astellainvest.com

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