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SPRING 2023 - Cohort 5
Session 1- Introduction to SCALEUP MD
Program Overview and Creating a Strategic for Growth
February 28, 2023
Welcome Cohort 5 participants!
Course Intro, overview
Intro to creating a strategy for growth
Presentation on Getting to Level 3 - A business that runs itself
Marjie Cota
Marjie Cota
bwtech@UMBC
Doug Zeisel
Doug Zeisel
TCV Growth Partners
Session 1 Slide Deck
Session 1 Slide Deck
Cohort 5 - Session 1A- Strategic Planning Overview (1).pdfSession 1 Video Recap
Session 1 Video Recap
Word Cloud Session 1
Word Cloud Session 1
Session 2- Planning
Session 2- Planning
Fundamentals of the Strategic Plan and Creating a Quarterly Action Plan
Fundamentals of the Strategic Plan and Creating a Quarterly Action Plan
March 7, 2023
Deep dive into Strategic Plan Development,
Creating a Quarterly Action Plan.
Cohort 5 - Session 2 - Strategic Plan Discussion & Intro to Quarterly Action Plan (1).pdf
Session 2 -
Session 2 -
Word Cloud
Word Cloud
Doug Zeisel
Doug Zeisel
TCV Growth Partners
Session 3 - Leadership
Session 3 - Leadership
Leadership, Accountability, Team Building
Leadership, Accountability, Team Building
March 14, 2023
Session 3 ASSIGNMENT:
Read/ Listen to pages 197 to 225 in SCALE (Your Team Pillar and Your Executive Leadership Pillar)
View the YouTube Video
Session Prepare for DISCUSSION:
What do you see as the most important aspects of leadership?
What have you done or intend to do to your corporate culture to encourage teamwork?
Do you have a system of metrics that can be used to measure employee success?
How often do you have team meetings?
How are your team meetings conducted?
What suggestions can you make to improve team meetings?
Session 3 - Leadership Slide Deck
Session 3 - Leadership Slide Deck
ScaleUp Session 3 Leadership Presentation March 2023.pptxSession 3 - Video Recap
Session 3 - Video Recap
Session 3 - Leadership Word Cloud
Session 3 - Leadership Word Cloud
Session 4- Marketing
Session 4- Marketing
Value Proposition, Positioning & Customer Relationships
Value Proposition, Positioning & Customer Relationships
March 28, 2023
Slides
Slides
Value Prop_Positioning_Customers (1).pdfVideo Recap - Session 4
Video Recap - Session 4
Rob Meissner
Rob Meissner
TCV Growth Partners
RECAP OF MEETING
RECAP OF MEETING
Session 4 ASSIGNMENT:
Read pages 37 to 60 in the SCALE book
WATCH VIDEO – Value Proposition Canvas by Strategyzer.com explained through the Uber Example:
Session 4 Prepare for DISCUSSION:
Be able to answer the following questions:
What is a value proposition? Why do you need it?
What is your company’s value proposition for a key product or service?
Create and share your Value Proposition Canvas
How are you communicating that value proposition to your customers?
Create a Competitive Matrix (see pg. 49 of textbook – SCALE)
How are you positioning your product or service in the marketplace?
How do you ensure that your value proposition is relevant?
Session 5- Marketing
Session 5- Marketing
Creating a Go to Market Plan
Creating a Go to Market Plan
April 4, 2023
Create a go-to-market plan
Social media strategy and inbound marketing
Branding and creating Market awareness
Matt Christ
Matt Christ
Brand3
Orshie Hebein
Orshie Hebein
Brand3
Word Cloud
Word Cloud
#05 ASSIGNMENT:
WATCH VIDEO – Quick Guide to Creating a Marketing Plan:
#04 ASSIGNMENT:
WATCH VIDEO – 7 Effective Marketing Strategies for 2022:
#05 Prepare for DISCUSSION:
#05 Prepare for DISCUSSION:
Be able to answer the following questions:
What is your brand message and how does it fold into your marketing plan?
What is the purpose of a marketing campaign?
Do you have a “go to market plan” tied to a budget?
Who leads your marketing effort?
How does your marketing plan reflect your value proposition?
What is the profile of your target customer/Market?
How are you (or do you intend to) reach your target audience?
Social Media Content?
Advertising in print or
online media?
Print Media?
Direct email?
Other or a combo of above?
Session 06- SALES
Session 06- SALES
Intro to the Sales Process
Intro to the Sales Process
April 11, 2023
Integrating marketing into the sales process
Rick Vohrer
Rick Vohrer
TCV Growth Partners
Session 7 - SALES
Session 7 - SALES
Sales, CRM Software, Lead Conversion
Sales, CRM Software, Lead Conversion
April 18, 2023
Deep dive (CRM, MEDDPICC), leads, conversion
Rick Vohrer
Rick Vohrer
TCV Growth Partners
#07 ASSIGNMENT:
Videos to Watch
Videos to Watch
Session 8 - Planning
Session 8 - Planning
Value Proposition Review and Strategic Growth Plan Presentations
Value Proposition Review and Strategic Growth Plan Presentations
April 25 , 2023
Value Propisition Review and Strategic Growth Plan presentations
Marjie Cota
Marjie Cota
bwtech
Doug Zeisel
Doug Zeisel
TCV Growth Partners
Session Word Cloud
Session Word Cloud
#08 ASSIGNMENT:
Update your Strategic Plan to ensure it includes all information discussed thus far.
Review SCALE -Principle Four Create the RIGHT Strategic Plan (pages 63 to 93)
SCALE Audible Chapter 6
Download the template for “Quarterly Action Plan” and start to complete (as you are able) on RESOURCES page >
#08 Prepare for DISCUSSION:
Be prepared to present and share:
Your updated Strategic Plan
Share and answer questions regarding your Quarterly Action Plan. This plan will be PRESENTED during Session 12.
Session 9 - OPERATIONS
Session 9 - OPERATIONS
Creating Efficient Operations
Creating Efficient Operations
May 2, 2023
Hillel Glazer on Creating Efficient Operations , Controls and Reporting
Hillel Glazer on Creating Efficient Operations , Controls and Reporting
#09 ASSIGNMENT:
Read SCALE
Your Operations Pillar (pages 147 to 170)
Watch:
A classic:
If Japan Can, Why Can't We?
https://www.youtube.com/watch?v=vcG_Pmt_Ny4
Toyota Backstory
Lean
Flow
Six Sigma
https://youtu.be/4EDYfSl-fmc (optional deeper dive)
About Quality, Ops, and Running your business
About Handling Organizational Changes
Is Scaling Operations all about efficiency?
https://www.dropbox.com/s/nedeaym5g7ttf0z/Star.Trek.Lower.Decks.S01E03.mp4?dl=0
Hillel Glazer
Hillel Glazer
TCV Growth Partners
#09 Prepare for DISCUSSION:
Keep this in mind:
This equation is like gravity:
Capacity ___ Demand
It’s ALWAYS there.
Be able to answer the following questions:
What can you learn from these videos?
Many of these videos share overlapping themes.
Not all themes are in all videos.
What are some themes you see and how are they relevant to scaling your operation?
Ask yourself: Assuming you've heard of at least some of these concepts, under what context have you heard about them? Ponder your answer a bit.
RECAP OF MEETING
#09 meeting presentation deck> see Resources
Session 10 - Word Cloud
Session 10 - Word Cloud
Session 10 - Finance Fundamentals
Session 10 - Finance Fundamentals
Reporting, Budgeting, Forecast, Metrics and Cash Flow Management
May 9, 2023
Fundamentals of Finance
Reporting and Budgeting
Cash Flow Management
Forecasting & Metrics
David Costello
David Costello
TCV grwoth Partners
Doug Zeisel
Doug Zeisel
TCV Growth Partners
#10 ASSIGNMENT:
Watch the Video (Link from the Resource page) - Essential Finance Functions and Who Manages Them
Read (see Resources page for blog posts)
Why Should I Have a Budget for My Small Business?
Grow Bigger Faster, Stronger with Metrics
#10 Prepare for DISCUSSION:
Be able to answer the following questions:
What Finance Functions do you currently manage? How?
Do you have a budget? How often do you review the budget?
What Finance Functions do you anticipate adding as you grow?
Who is in charge now, who will you employ as you grow?
Word Cloud
Word Cloud
Session 11 - FINANCE
Session 11 - FINANCE
Financing Growth & Pitching for Success
Financing Growth & Pitching for Success
May 16, 2023
SESSION 11 ASSIGNMENTS:
1. Watch Stephen Auvil's Pitch Deck presentation from the MD New Venture Fellow Program (see below)
2. Read the following blog posts:
Funding Growth - Prospecting for Gold
Does Your Company Have What it Takes to Get a Bank Loan?
MD New Venture Investor Pitch Presentation by Stephen Auvil - TEDCO
MD New Venture Investor Pitch Presentation by Stephen Auvil - TEDCO
Dave Costello
Dave Costello
TCV Growth Partners
Doug Zeisel
Doug Zeisel
TCV Growth Partners
Prepare for DISCUSSION
Prepare for DISCUSSION
Be able to answer the following questions:
1. What were your key takeaways from the video on pitching?
2. Are you planning to seek funding as part of your Strategic Growth Plan?
3. What stage of growth or commercialization is your company?
4. Where have you looked for funds in the past?
5. Where will you look for funds in the future?
6. Can you grow without external funding?
7. Do you have or are you creating a forecast or budget that shows how you will finance your growth?
RECAP OF MEETING
Session 12 - FINAL PLAN
Session 12 - FINAL PLAN
COHORT PRESENTS Quarterly Action Plan
COHORT PRESENTS Quarterly Action Plan
May 23, 2023
Cohort members
Present your Quarterly Action Plan
share top 3 takeaways from SCALEUP
share ROI on SCALEUP lessons applied in their business
Marjie Cota
Marjie Cota
bwtech@UMBC
Doug Zeisel
Doug Zeisel
TCV Growth Partners
#12 ASSIGNMENT:
Complete and Present your Strategic Plan including:
Q1, 2023 Quarterly Action Plan to begin implementing your Strategic Plan
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