{"product_id":"the-builders-guide-to-the-tech-galaxy-isbn-9781119890423","title":"The Builder's Guide to the Tech Galaxy","description":"\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\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\u003cp\u003eIn the book, you’ll find: \u003c\/p\u003e\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\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\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 \u003cp\u003e\u003cb\u003eDr. Martin Schilling\u003c\/b\u003e is an angel investor, startup builder, and scale-up executive. He has co-created and scaled five companies, including a McKinsey \u0026amp; Company subsidiary and the FinTech firm N26. He is the Managing Director of the Berlin Accelerator at Techstars.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eDr. Thomas Klugkist\u003c\/b\u003e is a management consultant who leverages the experience and insight he gained working at leading companies and startups in Europe (N26, KPN\/ Planet Internet, Klett Group, Kirch Group, JCI) to guide change processes and help exciting companies grow.  \u003c\/p\u003e\u003cp\u003eIn\u003ci\u003e The Builder’s Guide to the Tech Galaxy: 99 Practices to Scale Startups into Unicorn Companies,\u003c\/i\u003e two veteran executives and entrepreneurs, a supporting team and close to 100 top scale-up experts deliver a guide in four building blocks to take your company from small start-up to unicorn: with a clear North Star to align the company’s direction, an AAA team, functional excellence in deeply specialized teams and enough growth capital. This book covers each of these topics in-depth as part of 99 practices. You’ll learn to scale without giving up too much ownership or control.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eThe Builder’s Guide to the Tech Galaxy\u003c\/i\u003e provides template organizational charts, objectives, and sample OKRs for divisions like product management, technology, marketing, B2B sales, service operations, and more. It also offers tools and benchmarks for your company’s strategic alignment, tips and templates for encouraging a scale-up mindset amongst your teams. Additionally, the authors have included checklists that describe how to attract capital and negotiate term sheets. \u003c\/p\u003e\u003cp\u003eWhether your company has two, ten or one-hundred employees, this book is the essential blueprint on how to take it through the no-man’s-land that is the middle stage of growth. It belongs in the libraries of every founder, start-up executive, manager, and business leader interested in scaling their firm.  \u003c\/p\u003e\u003cp\u003e\u003cb\u003eSuccessfully navigate the tricky middle stages of startup growth between launch and IPO\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAre you scaling a startup but don’t belong to the fortunate few who have done so multiple times already? Many startup builders simply do not have the time to read over hundreds of books, blogs, and podcasts while distilling all this information down into practical lessons. \u003c\/p\u003e\u003cp\u003eThat’s why\u003ci\u003e The Builder’s Guide to the Tech Galaxy\u003c\/i\u003e does it for you. The authors have drawn on forty years of combined experience in building companies and interviewed close to 100 top scale-up experts from successful technology companies around the world, including Airbnb, Pinterest, N26, Zalando, Salesforce, Wayfair, AWS, GetYourGuide, Klarna and Hubspot. \u003c\/p\u003e\u003cp\u003eAs a result, \u003ci\u003eThe Builder’s Guide to the Tech Galaxy \u003c\/i\u003eis a handbook for startup employees, leaders, future founders, investors, corporate innovation hubs, and anyone else who is interested in entrepreneurship and scaling a technology company within months rather than years. \u003c\/p\u003e\u003cp\u003eThe authors don’t focus on how to go from zero to one nor on how to take a unicorn to IPO. Instead, they hone in on the critical scale-up stage in the middle – upgrading a small pirate ship to a large spaceship.  \u003c\/p\u003e\u003cp\u003eThis book is full of practical and hands-on checklists, templates, organizational charts, benchmarks, tools, and tips you can use immediately. Confidently guide the activities of your technology and product management, marketing, B2B sales, people, and others. \u003c\/p\u003e\u003cp\u003eThe book also includes forewords by Thomas Heilmann, Christian Miele, Kulraj Smagh, Klaus Hommels, Aleksandra Laska and Joël Kaczmarek.  \u003c\/p\u003e\u003cp\u003eWhether your company has ten or a hundred employees, \u003ci\u003eThe Builder’s Guide\u003c\/i\u003e is the essential playbook to scale successfully.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990178709733,"sku":"NP9781119890423","price":39.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119890423.jpg?v=1761786805","url":"https:\/\/k12savings.com\/es\/products\/the-builders-guide-to-the-tech-galaxy-isbn-9781119890423","provider":"K12savings","version":"1.0","type":"link"}