{"product_id":"the-builders-guide-to-the-tech-galaxy-99-practices-to-scale-startups-into-unicorn-companies-hardback-9781119890423","title":"The Builder's Guide to the Tech Galaxy; 99 Practices to Scale Startups into Unicorn Companies (Hardback) 9781119890423","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eThe Builder's Guide to the Tech Galaxy\u003c\/font\u003e\u003cbr\u003e\r\n\u003cfont size=\"5\"\u003e99 Practices to Scale Startups into Unicorn Companies\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\u003cp\u003e\u003cfont size=\"4\"\u003eMartin Schilling (Author), Thomas Klugkist (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9781119890423, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 24 March 2022\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e368 pages\u003cbr\u003e23.4 x 16.3 x 2.5 cm, 0.748 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003e\u003cp\u003e\u003cb\u003eLearn to scale your startup with a roadmap to the all-important part of the business lifecycle between launch and IPO \u003c\/b\u003e \u003c\/p\u003e\n\u003cp\u003eIn \u003ci\u003eThe Builder’s Guide to the Tech Galaxy: 99 Practices to Scale Startups into Unicorn Companies\u003c\/i\u003e, a team of accomplished investors, entrepreneurs, and marketers deliver a practical collection of concrete strategies for scaling a small startup into a lean and formidable tech competitor. By focusing on the four key building blocks of a successful company – alignment, team, functional excellence, and capital—this book distills the wisdom found in countless books, podcasts, and the authors’ own extensive experience into a compact and accessible blueprint for success and growth. \u003c\/p\u003e\n\u003cp\u003eIn the book, you’ll find: \u003c\/p\u003e\n\u003cul\u003e \u003cli\u003eOrganizational charts, sample objectives and key results (OKRs), as well as guidance for divisions including technology and product management, marketing, sales, people, and service operations\u003c\/li\u003e \u003cli\u003eTools and benchmarks for strategically aligning your company’s divisions with one another, and with your organization’s “North Star”\u003c\/li\u003e \u003cli\u003eTemplates and tips to attract and retain a triple-A team with the right scale-up mindset\u003c\/li\u003e \u003cli\u003eChecklists to help you attract growth capital and negotiate term sheets\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003ePerfect for companies with two, ten, or one hundred employees, \u003ci\u003eThe Builder’s Guide to the Tech Galaxy \u003c\/i\u003ebelongs on the bookshelves of founders, managers, entrepreneurs, and other business leaders exploring innovative and proven ways to scale their enterprise to new heights.\u003c\/p\u003e\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e\u003cp\u003eForewords (Building the Third Way) xix\u003c\/p\u003e \u003cp\u003eForewords (Preparing Europe for maturity) xxvii\u003c\/p\u003e \u003cp\u003eIntroduction xxix\u003c\/p\u003e \u003cp\u003e\u003cb\u003eNorth Star\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 Six Dimensions of Direction 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePurpose beyond profit\u003c\/p\u003e \u003cp\u003ePractice 1: A company that makes the planet a better place 6\u003c\/p\u003e \u003cp\u003eCompany values\u003c\/p\u003e \u003cp\u003ePractice 2: Guiding principles for aligning the crew 8\u003c\/p\u003e \u003cp\u003eBusiness ambition\u003c\/p\u003e \u003cp\u003ePractice 3: Business outcomes to aspire to in the long run 10\u003c\/p\u003e \u003cp\u003eNorth Star metric\u003c\/p\u003e \u003cp\u003ePractice 4: The PRIMARY metric that matters NOW 11\u003c\/p\u003e \u003cp\u003eValue proposition\u003c\/p\u003e \u003cp\u003ePractice 5: Unmet customer needs that you solve uniquely well 12\u003c\/p\u003e \u003cp\u003eOKRs\u003c\/p\u003e \u003cp\u003ePractice 6: Making direction operational 16\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 Environmental, Social and Governance Criteria as Drivers of Business Success (With Johannes  enhard and Hannah Leach) 21\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEnvironmental\u003c\/p\u003e \u003cp\u003ePractice 7: Measuring, reducing and offsetting your environmental footprint with clear responsibilities and targets 26\u003c\/p\u003e \u003cp\u003eSocial\u003c\/p\u003e \u003cp\u003ePractice 8: Building a culture that embraces diversity and inclusion 29\u003c\/p\u003e \u003cp\u003eGovernance\u003c\/p\u003e \u003cp\u003ePractice 9: Establishing internal governance that facilitates growth, compliance, and employee representation 32\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePeople \u0026amp; Mindset\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 People (HR) Excellence (With Constanze Buchheim, Manjuri Sinha and Chris Bell) 37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOKRs\u003c\/p\u003e \u003cp\u003ePractice 10: Establishing the right people OKRs 40\u003c\/p\u003e \u003cp\u003eOrganizational chart and roles\u003c\/p\u003e \u003cp\u003ePractice 11: Defining the roles \u0026amp; responsibilities for a people function 46\u003c\/p\u003e \u003cp\u003ePractice 12: Scaling the right people roles at the right time 49\u003c\/p\u003e \u003cp\u003eRecruiting \u0026amp; candidate experience\u003c\/p\u003e \u003cp\u003ePractice 13: Building the candidate sourcing muscle 50\u003c\/p\u003e \u003cp\u003ePractice 14: Evaluating candidates in record time while creating an outstanding candidate experience 55\u003c\/p\u003e \u003cp\u003ePractice 15: Boosting the offer acceptance rates 57\u003c\/p\u003e \u003cp\u003eOrganizational development\u003c\/p\u003e \u003cp\u003ePractice 16: Establishing a strong job architecture with clear levels, career paths and tracks 58\u003c\/p\u003e \u003cp\u003ePractice 17: Putting fair appraisal and promotion processes in place 62\u003c\/p\u003e \u003cp\u003eEmployee experience\u003c\/p\u003e \u003cp\u003ePractice 18: Driving employee happiness by enabling meaning, mastery, psychological safety, autonomy and community 64\u003c\/p\u003e \u003cp\u003eEmployee stock option programs\u003c\/p\u003e \u003cp\u003ePractice 19: Building the right employee stock option program 67\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Scale-Up Mindset (With Johannes Lenhard) 73\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eObsession with customer experience\u003c\/p\u003e \u003cp\u003ePractice 20: Improving key customer journey experiences as a top priority for leaders 74\u003c\/p\u003e \u003cp\u003eImpossible is nothing\u003c\/p\u003e \u003cp\u003ePractice 21: Setting impossible-is-nothing goals by thinking “and,” not “or” 77\u003c\/p\u003e \u003cp\u003eLearn-it-all beats know-it-all\u003c\/p\u003e \u003cp\u003ePractice 22: Embracing learning cycles by establishing psychological safety and an idea meritocracy 80\u003c\/p\u003e \u003cp\u003eAutonomy to act\u003c\/p\u003e \u003cp\u003ePractice 23: Empowering cross-functional teams to make decisions rapidly \u0026amp; independently 82\u003c\/p\u003e \u003cp\u003e\u003cb\u003eFunctional Excellence In Scale-Ups\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Product Management Excellence\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e(With Johnny Quach and Sven Grajetzki) 87\u003c\/p\u003e \u003cp\u003eOKRs\u003c\/p\u003e \u003cp\u003ePractice 24: Establishing the right product OKRs 90\u003c\/p\u003e \u003cp\u003eOrganizational chart and roles\u003c\/p\u003e \u003cp\u003ePractice 25: Defining the roles \u0026amp; responsibilities for a product function 96\u003c\/p\u003e \u003cp\u003ePractice 26: Scaling the right product roles at the right time 100\u003c\/p\u003e \u003cp\u003eProduct vision \u0026amp; direction\u003c\/p\u003e \u003cp\u003ePractice 27: Developing a clear product vision and deriving your roadmap from it 102\u003c\/p\u003e \u003cp\u003ePractice 28: Focusing your product organization on outcomes, not just designing a “feature factory” 104\u003c\/p\u003e \u003cp\u003ePractice 29: Investing in the core product while pushing adjacent opportunities and venture bets 106\u003c\/p\u003e \u003cp\u003eProduct development process\u003c\/p\u003e \u003cp\u003ePractice 30: Creating a crystal clear picture of your target customers 107\u003c\/p\u003e \u003cp\u003ePractice 31: Aligning your product value proposition with the underserved needs of your customers 108\u003c\/p\u003e \u003cp\u003ePractice 32: Developing your roadmap as a communication tool with the right prioritization logic 111\u003c\/p\u003e \u003cp\u003eProduct management basics\u003c\/p\u003e \u003cp\u003ePractice 33: Getting the brand and product design right early on 115\u003c\/p\u003e \u003cp\u003ePractice 34: Building a thriving user research engine quickly 119\u003c\/p\u003e \u003cp\u003ePractice 35: Implementing best-in-class product management tools 122\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Technology Excellence (With Christoph Richter) 129\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOKRs\u003c\/p\u003e \u003cp\u003ePractice 36: Establishing the right technology OKRs 132\u003c\/p\u003e \u003cp\u003eOrganizational chart and roles\u003c\/p\u003e \u003cp\u003ePractice 37: Defining the roles \u0026amp; responsibilities for a technology function 140\u003c\/p\u003e \u003cp\u003ePractice 38: Scaling the right technology roles at the right time 144\u003c\/p\u003e \u003cp\u003eYour way of agile development\u003c\/p\u003e \u003cp\u003ePractice 39: Creating your own version of agile development 145\u003c\/p\u003e \u003cp\u003eDevelopment operations (DevOps)\u003c\/p\u003e \u003cp\u003ePractice 40: Establishing lean software development principles 150\u003c\/p\u003e \u003cp\u003ePractice 41: Establishing technical DevOps practices for continuous delivery 153\u003c\/p\u003e \u003cp\u003ePractice 42: Enabling a team of doers through the right DevOps culture 156\u003c\/p\u003e \u003cp\u003eScalable architecture\u003c\/p\u003e \u003cp\u003ePractice 43: Creating a “good enough” software architecture that can evolve over time 158\u003c\/p\u003e \u003cp\u003ePractice 44: Establishing a resilient cloud architecture 161\u003c\/p\u003e \u003cp\u003eInformation security\u003c\/p\u003e \u003cp\u003ePractice 45: Mitigating the top 10 web applications’ security risks 163\u003c\/p\u003e \u003cp\u003ePractice 46: Integrating the key information security practices into design, development and deployment early on 165\u003c\/p\u003e \u003cp\u003eData management\u003c\/p\u003e \u003cp\u003ePractice 47: Democratizing data with self-service data tools while building a scalable data architecture 167\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 B2C Marketing Excellence (With Kelly Ford) 175\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOKRs\u003c\/p\u003e \u003cp\u003ePractice 48: Establishing the right marketing OKRs 177\u003c\/p\u003e \u003cp\u003eOrganizational chart and roles\u003c\/p\u003e \u003cp\u003ePractice 49: Defining the roles \u0026amp; responsibilities for a marketing function 182\u003c\/p\u003e \u003cp\u003ePractice 50: Scaling the right marketing roles at the right time 185\u003c\/p\u003e \u003cp\u003eMarketing basics\u003c\/p\u003e \u003cp\u003ePractice 51: Establishing a single source of truth for key marketing and growth KPIs 186\u003c\/p\u003e \u003cp\u003ePractice 52: Bridging the gap between marketing quants and creative brains 186\u003c\/p\u003e \u003cp\u003ePractice 53: Equipping your teams with the right marketing and growth tools 187\u003c\/p\u003e \u003cp\u003ePractice 54: Finding your product-channel fit quickly and maintaining it 187\u003c\/p\u003e \u003cp\u003eOrganic and viral marketing\u003c\/p\u003e \u003cp\u003ePractice 55: Leveraging the power of organic conversions to drive down customer acquisition costs 190\u003c\/p\u003e \u003cp\u003ePractice 56: Getting your PR machine up with trust 192\u003c\/p\u003e \u003cp\u003ePaid online marketing\u003c\/p\u003e \u003cp\u003ePractice 57: Harnessing the six key hacks for buying online ads efficiently 194\u003c\/p\u003e \u003cp\u003eOffline marketing\u003c\/p\u003e \u003cp\u003ePractice 58: Leveraging the power of offline marketing in the digital age 197\u003c\/p\u003e \u003cp\u003eMonetization\u003c\/p\u003e \u003cp\u003ePractice 59: Nailing your monetization strategy to drive revenue 198\u003c\/p\u003e \u003cp\u003eGrowth hacking\u003c\/p\u003e \u003cp\u003ePractice 60: Establishing cross-functional growth hacking teams for activation, retention and monetization 201\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 B2B Sales Excellence (With Karan Sharma) 209\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOKRs\u003c\/p\u003e \u003cp\u003ePractice 61: Establishing the right sales OKRs 212\u003c\/p\u003e \u003cp\u003eOrganizational chart and roles\u003c\/p\u003e \u003cp\u003ePractice 62: Defining the roles \u0026amp; responsibilities for a sales function 217\u003c\/p\u003e \u003cp\u003ePractice 63: Scaling the right sales roles at the right time 220\u003c\/p\u003e \u003cp\u003eSales playing field\u003c\/p\u003e \u003cp\u003ePractice 64: Exploiting the right niches 221\u003c\/p\u003e \u003cp\u003eSales basics\u003c\/p\u003e \u003cp\u003ePractice 65: Creating a commission plan that fits your growth stage 223\u003c\/p\u003e \u003cp\u003ePractice 66: Enabling your sales teams with the right sales tech stack 225\u003c\/p\u003e \u003cp\u003ePractice 67: Attracting and hiring a world-class sales team 227\u003c\/p\u003e \u003cp\u003ePractice 68: Training and coaching a “challenger” sales team 228\u003c\/p\u003e \u003cp\u003ePractice 69: Getting your basic sales pitch in place 230\u003c\/p\u003e \u003cp\u003eQualifying and closing leads\u003c\/p\u003e \u003cp\u003ePractice 70: Becoming rigorous with lead qualifications 231\u003c\/p\u003e \u003cp\u003ePractice 71: Enabling your sales teams to close leads 234\u003c\/p\u003e \u003cp\u003eRetaining and “farming” customers\u003c\/p\u003e \u003cp\u003ePractice 72: Measuring customer health to predict and prevent customer churn 235\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Service Operations Excellence (With Dr Nicola Glusac) 241\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e OKRs\u003c\/p\u003e \u003cp\u003ePractice 73: Establishing the right service operations OKRs 244\u003c\/p\u003e \u003cp\u003eOrganizational chart and roles\u003c\/p\u003e \u003cp\u003ePractice 74: Defining the roles \u0026amp; responsibilities for a service operations function 247\u003c\/p\u003e \u003cp\u003ePractice 75: Scaling the right service operations roles at the right time 250\u003c\/p\u003e \u003cp\u003ePreventing contacts\u003c\/p\u003e \u003cp\u003ePractice 76: Preventing unnecessary contacts in the first place 252\u003c\/p\u003e \u003cp\u003eDeflecting contacts\u003c\/p\u003e \u003cp\u003ePractice 77: Deflecting transactional contacts to an automated self-help 253\u003c\/p\u003e \u003cp\u003eResolving contacts\u003c\/p\u003e \u003cp\u003ePractice 78: Investing in a hybrid operating model and specialization to ensure availability at all times 254\u003c\/p\u003e \u003cp\u003ePractice 79: Resolving customer inquiries with autonomous teams and close-knit performance management 255\u003c\/p\u003e \u003cp\u003ePractice 80: Investing in Lean Six Sigma processes while giving teams enough room to create moments of service delight 256\u003c\/p\u003e \u003cp\u003ePractice 81: Investing in a loosely coupled, yet highly integrated suite of service tools 258\u003c\/p\u003e \u003cp\u003ePractice 82: Steering external partners to jointly drive business goals 259\u003c\/p\u003e \u003cp\u003ePractice 83: Boosting back-office throughput with performance management, automation and centers of excellence 260\u003c\/p\u003e \u003cp\u003ePractice 84: Investing in resilience to quickly recover from demand and supply shocks 261\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 Supply Chain Excellence (With Matthias Wilrich) 265\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e OKRs\u003c\/p\u003e \u003cp\u003ePractice 85: Establishing the right supply chain OKRs 268\u003c\/p\u003e \u003cp\u003eOrganizational chart and roles\u003c\/p\u003e \u003cp\u003ePractice 86: Defining the roles \u0026amp; responsibilities for a supply chain operations function 271\u003c\/p\u003e \u003cp\u003ePractice 87: Scaling the right supply chain roles at the right time 275\u003c\/p\u003e \u003cp\u003eSupply chain\u003c\/p\u003e \u003cp\u003ePractice 88: Hiring supply chain specialists early on 275\u003c\/p\u003e \u003cp\u003ePractice 89: Investing in supply chain resilience to quickly recover from demand and supply shocks 276\u003c\/p\u003e \u003cp\u003ePractice 90: Boosting partner and supplier relationships with smart and scalable contracts 277\u003c\/p\u003e \u003cp\u003ePractice 91: Becoming proficient in supply chain operational excellence and maintaining a hands-on attitude 280\u003c\/p\u003e \u003cp\u003e\u003cb\u003eGrowth Capital\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e11 Six Questions Every Growth Stage Investor Asks (With Vanessa Pinter) 287\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFuture vision\u003c\/p\u003e \u003cp\u003ePractice 92: Do you capitalize on the next inflection point? 293\u003c\/p\u003e \u003cp\u003eRockstar team\u003c\/p\u003e \u003cp\u003ePractice 93: Have you assembled a great team that can scale? 294\u003c\/p\u003e \u003cp\u003eBusiness model\u003c\/p\u003e \u003cp\u003ePractice 94: Does your company’s performance to date show a path toward becoming profitable in the long term? 296\u003c\/p\u003e \u003cp\u003eVenture-scale market\u003c\/p\u003e \u003cp\u003ePractice 95: Can you achieve USD 100 million in annual revenue within 7-10 years? 298\u003c\/p\u003e \u003cp\u003eCategory-leading product\u003c\/p\u003e \u003cp\u003ePractice 96: Have you created a unique customer value proposition which is 10x better than any other in that market? 300\u003c\/p\u003e \u003cp\u003eFund fit\u003c\/p\u003e \u003cp\u003ePractice 97: Does your company fit the investor’s fund in terms of industry, size, and funding needs? 300\u003c\/p\u003e \u003cp\u003e\u003cb\u003e12 Fifteen Key Issues in Growth Term Sheets (With Vanessa Pinter) 303\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e Negotiating guidelines\u003c\/p\u003e \u003cp\u003ePractice 98: Following major guidelines for term sheet negotiations 304\u003c\/p\u003e \u003cp\u003eKey term sheet issues\u003c\/p\u003e \u003cp\u003ePractice 99: Negotiating the 15 most important term sheet issues during a growth round 307\u003c\/p\u003e \u003cp\u003eContact Us 321\u003c\/p\u003e \u003cp\u003eNotes 323\u003c\/p\u003e\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Business \u0026amp; management [\u003ca title=\"See our other books on Business \u0026amp; management\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Business%20\u0026amp;%20management%20%5BKJ%5D%22\"\u003eKJ\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52470046753048,"sku":"9781119890423","price":19.69,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9781119890423.jpg?v=1785630030","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/the-builders-guide-to-the-tech-galaxy-99-practices-to-scale-startups-into-unicorn-companies-hardback-9781119890423","provider":"Freshly Printed Books","version":"1.0","type":"link"}