{"id":8315,"date":"2015-11-03T13:45:46","date_gmt":"2015-11-03T18:45:46","guid":{"rendered":"https:\/\/www.forentrepreneurs.com\/accelerate-your-startup-develop-a-repeatable-sales-model\/"},"modified":"2018-05-17T15:33:06","modified_gmt":"2018-05-17T19:33:06","slug":"accelerate-your-startup-develop-a-repeatable-sales-model","status":"publish","type":"post","link":"https:\/\/www.forentrepreneurs.com\/pt-br\/accelerate-your-startup-develop-a-repeatable-sales-model\/","title":{"rendered":"Acelere sua startup: colocando gasolina no tanque"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">Este artigo foi originalmente publicado como parte de uma <\/span><a href=\"https:\/\/www.forentrepreneurs.com\/setting-the-startup-accelerator-pedal\/\"><span style=\"font-weight: 400;\">s\u00e9rie de posts<\/span><\/a><span style=\"font-weight: 400;\"> no <\/span><a href=\"https:\/\/gigaom.com\/2010\/11\/27\/accelerate-your-startup-a-repeatable-scalable-sales-model\/\"><span style=\"font-weight: 400;\">GigaOm<\/span><\/a><span style=\"font-weight: 400;\"> .<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Diferentes fases do ciclo de vida de uma startup exigem diferentes abordagens aos gastos. No meu post anterior, falei sobre a primeira fase: <\/span><a href=\"https:\/\/www.forentrepreneurs.com\/part-1-accelerate-your-startup-get-the-right-productmarket-fit\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">Encontrando a Adequa\u00e7\u00e3o Produto \/ Mercado.<\/span><\/a><span style=\"font-weight: 400;\">\u00a0Descrevi como os empreendedores deveriam ter um foco laser para encontr\u00e1-la e porque deveriam economizar dinheiro para chegar l\u00e1. Neste post, falarei sobre a busca por um modelo de vendas escal\u00e1vel (i.e. que possa crescer em escala) e repetivel (i.e. que possa ser reproduzido indefinidamente)<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Identifique um modelo de vendas escal\u00e1vel e repet\u00edvel<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Voc\u00ea encontrou um modelo de vendas repet\u00edvel e escal\u00e1vel quando:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">O processo pelo qual voc\u00ea passa para adquirir um cliente pagante \u00e9 claramente repet\u00edvel.<\/span>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Se o seu processo envolve vendedores, voc\u00ea pode adicionar novos vendedores e eles podem atingir o mesmo n\u00edvel de produtividade da equipe de vendas original.<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Se for um modelo de vendas <\/span><i><span style=\"font-weight: 400;\">self-service<\/span><\/i><span style=\"font-weight: 400;\"> da Web, seu tr\u00e1fego na Web ser\u00e1 convertido de maneira previs\u00edvel por meio do seu site.<\/span><\/li>\n<\/ul>\n<\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">O processo \u00e9 escal\u00e1vel.<\/span>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Voc\u00ea pode aumentar seus <\/span><i><span style=\"font-weight: 400;\">leads<\/span><\/i><span style=\"font-weight: 400;\"> (prospectos comerciais) e \/ ou tr\u00e1fego da Web sem atingir um limite no curto prazo.<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Os recursos (por exemplo, vendedores) no seu funil de convers\u00e3o podem ser facilmente dimensionados sem atingir um limite no curto prazo.<\/span><\/li>\n<\/ul>\n<\/li>\n<li style=\"font-weight: 400;\"><a href=\"https:\/\/www.forentrepreneurs.com\/startup-killer\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">Seu custo para adquirir um cliente<\/span><\/a><span style=\"font-weight: 400;\"> (CAC) \u00e9 significativamente menor do que o valor que voc\u00ea pode monetizar ao longo da vida do cliente.<\/span>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Em um neg\u00f3cio de SaaS, recomendo que o valor da vida \u00fatil do cliente (LTV) seja mais de tr\u00eas vezes maior do que o CAC (custo de acquisi\u00e7\u00e3o de um cliente).<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Tamb\u00e9m deve ser poss\u00edvel recuperar o CAC em menos de 12 meses para uma startup eficiente em termos de capital.<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">LTV deve ser calculado usando o lucro bruto (n\u00e3o receita) ap\u00f3s o custo de mercadoria vendida (CMV), o custo de servir o cliente e o custo de implementa\u00e7\u00e3o (<\/span><i><span style=\"font-weight: 400;\">onboarding<\/span><\/i><span style=\"font-weight: 400;\">).<\/span><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h3><span style=\"font-weight: 400;\">Experimente modelos de vendas diferentes; Mantenha a perda financeira baixa<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Assim como a busca pela Adequa\u00e7\u00e3o Produto \/ Mercado, este \u00e9 um momento em que voc\u00ea deve experimentar. N\u00e3o acredite nas previs\u00f5es do seu plano de neg\u00f3cios, que s\u00e3o hip\u00f3teses puramente n\u00e3o comprovadas. Apenas um pequeno n\u00famero de startups \u00e9 capaz de atender ou superar os planos de vendas que montou at\u00e9 encontrar um modelo de vendas repet\u00edvel e escal\u00e1vel.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Voc\u00ea n\u00e3o pode prever quanto tempo levar\u00e1 para encontrar um modelo de vendas repet\u00edvel e escal\u00e1vel. \u00c9 comum que o produto ou o mercado mude durante esse per\u00edodo, ent\u00e3o voc\u00ea precisa que seus fundos durem pelo maior n\u00famero de experi\u00eancias poss\u00edveis para ter a maior chance de encontrar um modelo vi\u00e1vel.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Evite a tenta\u00e7\u00e3o de jogar dinheiro no problema. Este \u00e9 um erro muito comum, particularmente por investidores inexperientes membros do conselho que est\u00e3o sob press\u00e3o para ver resultados r\u00e1pidos. Se voc\u00ea fizer isso, voc\u00ea geralmente descobrir\u00e1 que est\u00e1 gastando dinheiro e vendo muito pouco em termos de resultados.<\/span><\/p>\n<p class=\"selectionShareable\"><a href=\"http:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-2.jpg\"><img fetchpriority=\"high\" decoding=\"async\" class=\"alignnone wp-image-4749\" src=\"http:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-2.jpg\" alt=\"skok-diagram-2\" width=\"610\" height=\"388\" srcset=\"https:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-2.jpg 1012w, https:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-2-300x191.jpg 300w, https:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-2-740x471.jpg 740w, https:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-2-480x305.jpg 480w\" sizes=\"(max-width: 610px) 100vw, 610px\" \/><\/a><\/p>\n<p><span style=\"font-weight: 400;\">Comece projetando um processo inicial de funil de vendas que voc\u00ea planeja provar ao longo do tempo. (Eu tenho uma se\u00e7\u00e3o inteira do meu site dedicado a este t\u00f3pico chamado Construindo uma m\u00e1quina de vendas e marketing.) Projete experimentos que possam ser executados rapidamente e com baixo investimento. Ao criar o experimento, pense cuidadosamente em quais dados voc\u00ea precisar\u00e1 coletar para determinar se ele foi bem-sucedido.<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">Os primeiros vendedores s\u00e3o uma ra\u00e7a diferente<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Se voc\u00ea precisar usar vendedores como parte de seu funil de convers\u00e3o, dever\u00e1 entender que o tipo de pessoa que pode lidar com um processo de vendas n\u00e3o comprovado \u00e9 muito diferente do vendedor comum. Eles precisam ser espertos o suficiente para ajudar a mapear um processo repetitivo, embora nenhum mapa exista para eles. Normalmente, quando voc\u00ea contrata vendedores, voc\u00ea quer que eles sigam seu caminho comprovado em vez de inventar suas pr\u00f3prias formas de vender e enviar mensagens. O primeiro vendedor saber\u00e1 como experimentar diferentes submercados alvo e variar a mensagem para determinar o que funciona melhor.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Comece com um ou dois vendedores e restrinja-os a uma regi\u00e3o local. Certifique-se de que eles est\u00e3o vendendo de forma eficaz antes de contratar outras pessoas. \u00c9 muito mais dif\u00edcil alterar as mensagens e a dire\u00e7\u00e3o em uma grande organiza\u00e7\u00e3o pulverizada. Com apenas uma ou duas pessoas, sua equipe de vendas pode se reunir cara a cara para discutir problemas que est\u00e3o vendo, bem como o que est\u00e1 funcionando.<\/span><\/p>\n<h3 class=\"selectionShareable\"><span style=\"font-weight: 400;\">A import\u00e2ncia das m\u00e9tricas de funil<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Boas m\u00e9tricas de funil s\u00e3o um elemento-chave necess\u00e1rio para alcan\u00e7ar um modelo de vendas repet\u00edvel e escal\u00e1vel. Voc\u00ea precisa saber quais s\u00e3o suas taxas de convers\u00e3o para cada est\u00e1gio do seu funil e como elas mudam para diferentes fontes de <\/span><i><span style=\"font-weight: 400;\">leads<\/span><\/i><span style=\"font-weight: 400;\">. Geralmente, h\u00e1 um limite de quantos <\/span><i><span style=\"font-weight: 400;\">leads<\/span><\/i><span style=\"font-weight: 400;\"> podem ser obtidos de cada fonte e a \u00fanica maneira de escalar os neg\u00f3cios \u00e9 adicionar novas fontes de <\/span><i><span style=\"font-weight: 400;\">leads<\/span><\/i><span style=\"font-weight: 400;\">. O modelo econ\u00f4mico para essas novas fontes de <\/span><i><span style=\"font-weight: 400;\">leads<\/span><\/i><span style=\"font-weight: 400;\"> pode ser diferente das fontes originais, e somente esses tipos de m\u00e9tricas ajudar\u00e3o voc\u00ea a entender se s\u00e3o economicamente vi\u00e1veis. (Eu escrevi anteriormente sobre <\/span><a href=\"https:\/\/www.forentrepreneurs.com\/designing-startup-metrics-to-drive-successful-behavior\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">como definir de m\u00e9tricas de startup para gerar comportamentos de sucesso<\/span><\/a><span style=\"font-weight: 400;\">).<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Para ter um modelo de vendas verdadeiramente escal\u00e1vel, voc\u00ea provavelmente precisar\u00e1 ter uma variedade de fontes diferentes de <\/span><i><span style=\"font-weight: 400;\">leads<\/span><\/i><span style=\"font-weight: 400;\">, comprovadas para escalar quando necess\u00e1rio, a um pre\u00e7o que funcione.<\/span><\/p>\n<h3 class=\"selectionShareable\"><span style=\"font-weight: 400;\">O que vem depois?<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Depois de encontrar a Adequa\u00e7\u00e3o Produto \/ Mercado e ter um modelo de vendas repet\u00edvel e escal\u00e1vel, \u00e9 hora de crescer o neg\u00f3cio em escala. Eu vou falar sobre como fazer isso no meu pr\u00f3ximo post.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Este artigo foi originalmente publicado como parte de uma <\/span><a href=\"https:\/\/www.forentrepreneurs.com\/setting-the-startup-accelerator-pedal\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">s\u00e9rie de posts<\/span><\/a><span style=\"font-weight: 400;\"> no <\/span><a href=\"https:\/\/gigaom.com\/2010\/11\/27\/accelerate-your-startup-a-repeatable-scalable-sales-model\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">GigaOm<\/span><\/a><span style=\"font-weight: 400;\"> .<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Pr\u00f3ximo artigo: <\/span><a href=\"https:\/\/www.forentrepreneurs.com\/accelerate-your-startup-spend-to-scale-the-business\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">Acelere sua startup, \u00e9 hora de pisar fundo no acelerador<\/span><\/a><\/p>\n<p><strong>Tradu\u00e7\u00e3o<\/strong><\/p>\n<p><span style=\"font-weight: 400;\">Traduzido por <\/span><a href=\"https:\/\/www.linkedin.com\/in\/fernandookumura\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">Fernando Okumura<\/span><\/a><span style=\"font-weight: 400;\"> (fundador do ERP para <\/span><a href=\"http:\/\/receitarecorrente.com\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">Receita Recorrente<\/span><\/a><span style=\"font-weight: 400;\">, <\/span><a href=\"https:\/\/www.agilems.com\/\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">AgileMS<\/span><\/a><span style=\"font-weight: 400;\">)<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Este artigo foi originalmente publicado como parte de uma s\u00e9rie de posts no GigaOm . Diferentes fases do ciclo de vida de uma startup exigem diferentes abordagens aos gastos. No meu post anterior, falei sobre a primeira fase: Encontrando a Adequa\u00e7\u00e3o Produto \/ Mercado.\u00a0Descrevi como os empreendedores deveriam ter um foco laser para encontr\u00e1-la e [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[164],"tags":[1252],"coauthors":[886],"class_list":["post-8315","post","type-post","status-publish","format-standard","hentry","category-building-for-success-pt-br","tag-startup-help-pt-br"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Acelere sua startup: colocando gasolina no tanque - For Entrepreneurs<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.forentrepreneurs.com\/pt-br\/accelerate-your-startup-develop-a-repeatable-sales-model\/\" \/>\n<meta property=\"og:locale\" content=\"pt_BR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Acelere sua startup: colocando gasolina no tanque - For Entrepreneurs\" \/>\n<meta property=\"og:description\" content=\"Este artigo foi originalmente publicado como parte de uma s\u00e9rie de posts no GigaOm . Diferentes fases do ciclo de vida de uma startup exigem diferentes abordagens aos gastos. No meu post anterior, falei sobre a primeira fase: Encontrando a Adequa\u00e7\u00e3o Produto \/ Mercado.\u00a0Descrevi como os empreendedores deveriam ter um foco laser para encontr\u00e1-la e [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.forentrepreneurs.com\/pt-br\/accelerate-your-startup-develop-a-repeatable-sales-model\/\" \/>\n<meta property=\"og:site_name\" content=\"For Entrepreneurs\" \/>\n<meta property=\"article:published_time\" content=\"2015-11-03T18:45:46+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2018-05-17T19:33:06+00:00\" \/>\n<meta property=\"og:image\" content=\"http:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-2.jpg\" \/>\n<meta name=\"author\" content=\"David Skok\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@bostonvc\" \/>\n<meta name=\"twitter:site\" content=\"@bostonvc\" \/>\n<meta name=\"twitter:label1\" content=\"Escrito por\" \/>\n\t<meta name=\"twitter:data1\" content=\"David Skok\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. tempo de leitura\" \/>\n\t<meta name=\"twitter:data2\" content=\"5 minutos\" \/>\n\t<meta name=\"twitter:label3\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data3\" content=\"David Skok\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/accelerate-your-startup-develop-a-repeatable-sales-model\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/accelerate-your-startup-develop-a-repeatable-sales-model\\\/\"},\"author\":{\"name\":\"David Skok\",\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/#\\\/schema\\\/person\\\/66c2c5e7203178fe6120da81b6d26e93\"},\"headline\":\"Acelere sua startup: colocando gasolina no tanque\",\"datePublished\":\"2015-11-03T18:45:46+00:00\",\"dateModified\":\"2018-05-17T19:33:06+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/accelerate-your-startup-develop-a-repeatable-sales-model\\\/\"},\"wordCount\":1032,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/accelerate-your-startup-develop-a-repeatable-sales-model\\\/#primaryimage\"},\"thumbnailUrl\":\"http:\\\/\\\/www.forentrepreneurs.com\\\/wp-content\\\/uploads\\\/2015\\\/11\\\/skok-diagram-2.jpg\",\"keywords\":[\"Startup Help\"],\"articleSection\":[\"Building for Success\"],\"inLanguage\":\"pt-BR\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/accelerate-your-startup-develop-a-repeatable-sales-model\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/accelerate-your-startup-develop-a-repeatable-sales-model\\\/\",\"url\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/accelerate-your-startup-develop-a-repeatable-sales-model\\\/\",\"name\":\"Acelere sua startup: colocando gasolina no tanque - For Entrepreneurs\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/accelerate-your-startup-develop-a-repeatable-sales-model\\\/#primaryimage\"},\"image\":{\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/accelerate-your-startup-develop-a-repeatable-sales-model\\\/#primaryimage\"},\"thumbnailUrl\":\"http:\\\/\\\/www.forentrepreneurs.com\\\/wp-content\\\/uploads\\\/2015\\\/11\\\/skok-diagram-2.jpg\",\"datePublished\":\"2015-11-03T18:45:46+00:00\",\"dateModified\":\"2018-05-17T19:33:06+00:00\",\"breadcrumb\":{\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/accelerate-your-startup-develop-a-repeatable-sales-model\\\/#breadcrumb\"},\"inLanguage\":\"pt-BR\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/accelerate-your-startup-develop-a-repeatable-sales-model\\\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"pt-BR\",\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/accelerate-your-startup-develop-a-repeatable-sales-model\\\/#primaryimage\",\"url\":\"http:\\\/\\\/www.forentrepreneurs.com\\\/wp-content\\\/uploads\\\/2015\\\/11\\\/skok-diagram-2.jpg\",\"contentUrl\":\"http:\\\/\\\/www.forentrepreneurs.com\\\/wp-content\\\/uploads\\\/2015\\\/11\\\/skok-diagram-2.jpg\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/accelerate-your-startup-develop-a-repeatable-sales-model\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Startup Help\",\"item\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/category\\\/startup-help-pt-br\\\/\"},{\"@type\":\"ListItem\",\"position\":3,\"name\":\"Building for Success\",\"item\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/category\\\/startup-help-pt-br\\\/building-for-success-pt-br\\\/\"},{\"@type\":\"ListItem\",\"position\":4,\"name\":\"Acelere sua startup: colocando gasolina no tanque\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/#website\",\"url\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/\",\"name\":\"For Entrepreneurs\",\"description\":\"Expertise, Wisdom and Resources for Startups and Entrepreneurs\",\"publisher\":{\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"pt-BR\"},{\"@type\":\"Organization\",\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/#organization\",\"name\":\"Matrix Partners\",\"url\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"pt-BR\",\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/#\\\/schema\\\/logo\\\/image\\\/\",\"url\":\"https:\\\/\\\/i0.wp.com\\\/www.forentrepreneurs.com\\\/wp-content\\\/uploads\\\/2021\\\/11\\\/Matrix_Primary_Logo.png?fit=800%2C323&ssl=1\",\"contentUrl\":\"https:\\\/\\\/i0.wp.com\\\/www.forentrepreneurs.com\\\/wp-content\\\/uploads\\\/2021\\\/11\\\/Matrix_Primary_Logo.png?fit=800%2C323&ssl=1\",\"width\":800,\"height\":323,\"caption\":\"Matrix Partners\"},\"image\":{\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/#\\\/schema\\\/logo\\\/image\\\/\"},\"sameAs\":[\"https:\\\/\\\/x.com\\\/bostonvc\",\"https:\\\/\\\/www.linkedin.com\\\/in\\\/dskok\\\/\"]},{\"@type\":\"Person\",\"@id\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/#\\\/schema\\\/person\\\/66c2c5e7203178fe6120da81b6d26e93\",\"name\":\"David Skok\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"pt-BR\",\"@id\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/d3adf00915fc630c8fd435bcd046340e77365b6a0629dec7ac59acd26e6726d1?s=96&d=mm&r=g2bc8c941b0af920fd0b9b9e5aaf92cbf\",\"url\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/d3adf00915fc630c8fd435bcd046340e77365b6a0629dec7ac59acd26e6726d1?s=96&d=mm&r=g\",\"contentUrl\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/d3adf00915fc630c8fd435bcd046340e77365b6a0629dec7ac59acd26e6726d1?s=96&d=mm&r=g\",\"caption\":\"David Skok\"},\"description\":\"David is a serial entrepreneur who founded a total of four companies, and did one turn-around. In 2001, he joined Matrix Partners, who had backed his last two startups, as a VC investor. Successful exits as a VC include: HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio. David currently serves on the boards of Atomist, Apollo GraphQL, CloudBees, Namely, and Salsify.\",\"sameAs\":[\"http:\\\/\\\/www.matrixpartners.com\",\"https:\\\/\\\/www.linkedin.com\\\/in\\\/dskok\",\"https:\\\/\\\/x.com\\\/bostonvc\"],\"url\":\"https:\\\/\\\/www.forentrepreneurs.com\\\/pt-br\\\/author\\\/david\\\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Acelere sua startup: colocando gasolina no tanque - For Entrepreneurs","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.forentrepreneurs.com\/pt-br\/accelerate-your-startup-develop-a-repeatable-sales-model\/","og_locale":"pt_BR","og_type":"article","og_title":"Acelere sua startup: colocando gasolina no tanque - For Entrepreneurs","og_description":"Este artigo foi originalmente publicado como parte de uma s\u00e9rie de posts no GigaOm . Diferentes fases do ciclo de vida de uma startup exigem diferentes abordagens aos gastos. No meu post anterior, falei sobre a primeira fase: Encontrando a Adequa\u00e7\u00e3o Produto \/ Mercado.\u00a0Descrevi como os empreendedores deveriam ter um foco laser para encontr\u00e1-la e [&hellip;]","og_url":"https:\/\/www.forentrepreneurs.com\/pt-br\/accelerate-your-startup-develop-a-repeatable-sales-model\/","og_site_name":"For Entrepreneurs","article_published_time":"2015-11-03T18:45:46+00:00","article_modified_time":"2018-05-17T19:33:06+00:00","og_image":[{"url":"http:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-2.jpg","type":"","width":"","height":""}],"author":"David Skok","twitter_card":"summary_large_image","twitter_creator":"@bostonvc","twitter_site":"@bostonvc","twitter_misc":{"Escrito por":"David Skok","Est. tempo de leitura":"5 minutos","Written by":"David Skok"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/accelerate-your-startup-develop-a-repeatable-sales-model\/#article","isPartOf":{"@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/accelerate-your-startup-develop-a-repeatable-sales-model\/"},"author":{"name":"David Skok","@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/#\/schema\/person\/66c2c5e7203178fe6120da81b6d26e93"},"headline":"Acelere sua startup: colocando gasolina no tanque","datePublished":"2015-11-03T18:45:46+00:00","dateModified":"2018-05-17T19:33:06+00:00","mainEntityOfPage":{"@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/accelerate-your-startup-develop-a-repeatable-sales-model\/"},"wordCount":1032,"commentCount":0,"publisher":{"@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/#organization"},"image":{"@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/accelerate-your-startup-develop-a-repeatable-sales-model\/#primaryimage"},"thumbnailUrl":"http:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-2.jpg","keywords":["Startup Help"],"articleSection":["Building for Success"],"inLanguage":"pt-BR","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/www.forentrepreneurs.com\/pt-br\/accelerate-your-startup-develop-a-repeatable-sales-model\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/accelerate-your-startup-develop-a-repeatable-sales-model\/","url":"https:\/\/www.forentrepreneurs.com\/pt-br\/accelerate-your-startup-develop-a-repeatable-sales-model\/","name":"Acelere sua startup: colocando gasolina no tanque - For Entrepreneurs","isPartOf":{"@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/accelerate-your-startup-develop-a-repeatable-sales-model\/#primaryimage"},"image":{"@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/accelerate-your-startup-develop-a-repeatable-sales-model\/#primaryimage"},"thumbnailUrl":"http:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-2.jpg","datePublished":"2015-11-03T18:45:46+00:00","dateModified":"2018-05-17T19:33:06+00:00","breadcrumb":{"@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/accelerate-your-startup-develop-a-repeatable-sales-model\/#breadcrumb"},"inLanguage":"pt-BR","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.forentrepreneurs.com\/pt-br\/accelerate-your-startup-develop-a-repeatable-sales-model\/"]}]},{"@type":"ImageObject","inLanguage":"pt-BR","@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/accelerate-your-startup-develop-a-repeatable-sales-model\/#primaryimage","url":"http:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-2.jpg","contentUrl":"http:\/\/www.forentrepreneurs.com\/wp-content\/uploads\/2015\/11\/skok-diagram-2.jpg"},{"@type":"BreadcrumbList","@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/accelerate-your-startup-develop-a-repeatable-sales-model\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.forentrepreneurs.com\/pt-br\/"},{"@type":"ListItem","position":2,"name":"Startup Help","item":"https:\/\/www.forentrepreneurs.com\/pt-br\/category\/startup-help-pt-br\/"},{"@type":"ListItem","position":3,"name":"Building for Success","item":"https:\/\/www.forentrepreneurs.com\/pt-br\/category\/startup-help-pt-br\/building-for-success-pt-br\/"},{"@type":"ListItem","position":4,"name":"Acelere sua startup: colocando gasolina no tanque"}]},{"@type":"WebSite","@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/#website","url":"https:\/\/www.forentrepreneurs.com\/pt-br\/","name":"For Entrepreneurs","description":"Expertise, Wisdom and Resources for Startups and Entrepreneurs","publisher":{"@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.forentrepreneurs.com\/pt-br\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"pt-BR"},{"@type":"Organization","@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/#organization","name":"Matrix Partners","url":"https:\/\/www.forentrepreneurs.com\/pt-br\/","logo":{"@type":"ImageObject","inLanguage":"pt-BR","@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/#\/schema\/logo\/image\/","url":"https:\/\/i0.wp.com\/www.forentrepreneurs.com\/wp-content\/uploads\/2021\/11\/Matrix_Primary_Logo.png?fit=800%2C323&ssl=1","contentUrl":"https:\/\/i0.wp.com\/www.forentrepreneurs.com\/wp-content\/uploads\/2021\/11\/Matrix_Primary_Logo.png?fit=800%2C323&ssl=1","width":800,"height":323,"caption":"Matrix Partners"},"image":{"@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/#\/schema\/logo\/image\/"},"sameAs":["https:\/\/x.com\/bostonvc","https:\/\/www.linkedin.com\/in\/dskok\/"]},{"@type":"Person","@id":"https:\/\/www.forentrepreneurs.com\/pt-br\/#\/schema\/person\/66c2c5e7203178fe6120da81b6d26e93","name":"David Skok","image":{"@type":"ImageObject","inLanguage":"pt-BR","@id":"https:\/\/secure.gravatar.com\/avatar\/d3adf00915fc630c8fd435bcd046340e77365b6a0629dec7ac59acd26e6726d1?s=96&d=mm&r=g2bc8c941b0af920fd0b9b9e5aaf92cbf","url":"https:\/\/secure.gravatar.com\/avatar\/d3adf00915fc630c8fd435bcd046340e77365b6a0629dec7ac59acd26e6726d1?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/d3adf00915fc630c8fd435bcd046340e77365b6a0629dec7ac59acd26e6726d1?s=96&d=mm&r=g","caption":"David Skok"},"description":"David is a serial entrepreneur who founded a total of four companies, and did one turn-around. In 2001, he joined Matrix Partners, who had backed his last two startups, as a VC investor. Successful exits as a VC include: HubSpot, JBoss, AppIQ, Tabblo, Netezza, Diligent Technologies, CloudSwitch, TribeHR, GrabCAD, OpenSpan and Enservio. David currently serves on the boards of Atomist, Apollo GraphQL, CloudBees, Namely, and Salsify.","sameAs":["http:\/\/www.matrixpartners.com","https:\/\/www.linkedin.com\/in\/dskok","https:\/\/x.com\/bostonvc"],"url":"https:\/\/www.forentrepreneurs.com\/pt-br\/author\/david\/"}]}},"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p65uLX-2a7","jetpack_featured_media_url":"","_links":{"self":[{"href":"https:\/\/www.forentrepreneurs.com\/pt-br\/wp-json\/wp\/v2\/posts\/8315","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.forentrepreneurs.com\/pt-br\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.forentrepreneurs.com\/pt-br\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.forentrepreneurs.com\/pt-br\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.forentrepreneurs.com\/pt-br\/wp-json\/wp\/v2\/comments?post=8315"}],"version-history":[{"count":0,"href":"https:\/\/www.forentrepreneurs.com\/pt-br\/wp-json\/wp\/v2\/posts\/8315\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.forentrepreneurs.com\/pt-br\/wp-json\/wp\/v2\/media?parent=8315"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.forentrepreneurs.com\/pt-br\/wp-json\/wp\/v2\/categories?post=8315"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.forentrepreneurs.com\/pt-br\/wp-json\/wp\/v2\/tags?post=8315"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/www.forentrepreneurs.com\/pt-br\/wp-json\/wp\/v2\/coauthors?post=8315"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}