Startups at an early stage claim that their two-market strategy is fully operational. In reality, GTM is a strong numbers game, and despite having a rather solid plan, it can easily be thwarted by common problems such as turf combat and poor communication.

Finding a GTM fit is a milestone for any startup that covers everything from expanding the engineering team to starting your first media purchase. But how do you know when you have reached that magical moment?

“You have to consider three metrics: Gross Churn Rate, Magic Number and Gross Margin,” says Ta Hea Naham, co-founder and managing director of Storm Ventures.

Does high churning mean that consumers are not happy, low churning means weak unit economics, and that is the so-called magic number?

“You can calculate this by taking a new ARR divided by your marketing and sales costs,” Neham writes. “But keep in mind that the magic number is an indicator of staying behind, and it may take you a few quarters to see a positive result.”


A full additional Crunch article is only available to members.
Use discount code Isifrid To save 20% in one or two year subscriptions.


If you are methodical in your approach to building a large customer base, promoting sustainable growth is not difficult.

Marketers are less likely to succeed if the wind blows – or if they follow someone else’s idea of ​​the best system with their eyes.

“The key to great retention is really simple, not a mystery here,” said Susan Sue, a recent growth expert at TechCrunch: Marketing and fundraising. “It’s creating a product that solves a real and especially persistent problem for people.”

In a conversation with managing editor Eric Alden, Sue focused on a number of issues, including how founders should discuss growth with investors, and its methods for developing quality growth models.

“I firmly believe that every founder should try his hand at growth,” Sue said.

Thanks so much for reading Extra Crunch this week!

Walter Thompson
Senior Editor, TechCrunch
UrYurprotagonist

How we made AI Unicorn in 6 years

An adult wearing a unicorn mask jumps over a chain-link fence

Image Credits: Lucas Caneppe / I im (Opens in new window)/ Getty Images

A few beginners go on the market with a specific product conceived by their founders.

Today, Tractable is known for developing technology that allows drivers to upload photos of their vehicles after a collision so that its AI can assess damage. The customer who made the payment earlier used the tratable to inspect the plastic pipe welds.

And as luck would have it, the customer fired them as well as the founders raised the first round.

“We hit gold with car insurance,” says co-founder Alex Daliak, because it was “a huge and inefficient market with a dire need for modernization.”

In a special crunch guest post, he shares the many Europeans over the past six years who have spent time scaling a unicorn that has value for the founders of all stripes. One step?

Daliak advises that “find a complementary co-founder who will become your best friend.”

The European VC market is so hot that it could skip its summer vacation

Image Credits: Nigel Susman (Opens in new window)

Alex Wilhelm and Anna Hem continue to explore the amazing global VC market, taking a look at Europe.

For perspective, they analyzed dealer data and talked to four VCs about the room’s investment climate:

  • Diana Kozierska, SMOK Ventures
  • Vinoth Jayakumar, Draper Esprit
  • Simon Sminek, Creandum
  • Javier Santiso, Mundi Ventures

“There’s a brief indication that what we’ve seen from Europe in 2021 will slow down in Q3 or Q4,” writes Alex and Anna.

“Despite the reputation for long summer holidays in Europe, there will be a recession in Europe during this sun-filled quarter – investors don’t expect much.”

Startups and investors are turning to micromobility subscriptions

Image Credits: Bryce Durbin

“Between the COVID-19 epidemic and the chaos route for profitability for shared electric microbility, a growing number of companies have turned to subscriptions,” Rebecca Belan writes about the future of microbility.

“It is a business model that some founders and investors argue that the profit center is on a sweet spot – an approach that appeals to consumers to be wary of sharing as well as pay upfront for owning a scooter or e-bike, while reducing overhead costs and depreciation. Is. Is wealth. “

Robinhood Warnings About Crypto Trading What Sickbase’s Near-Future Future Say

Image Credits: Nigel Susman (Opens in new window)

After noting that Robinhood’s earnings are expected to decline in the third quarter as a result of the slow crypto trade, Alex Wilhelm thought about what the forecast means for Coinbase.

“Now the public has lived through Unicorn’s crypto ups and crypto downs,” he writes. “Declining consumer interest over the next few months or quarters is not a big deal, assuming it holds a long-term enough perspective and meets the expectations of its fans of a crypto-infused future.”

But will it?

Dear Sophie: Should we look to Canada to retain international talent?

The lone figure at the entrance to the Maze Hedge with the American flag in the center

Image Credits: Bryce Durbin / TechCrunch

Dear Sophie,

I choose people as consultants in many different tech startups. Many have employees on OPT or STEM OPT who were not selected in this year’s H-1B lottery.

Companies want to retain these individuals, but that’s compared to the options. Some companies will try again in next year’s H-1B lottery, although they will face lengthy hurdles, especially if the H-1B lottery becomes a pay-based selection process next year.

Other O-1s are looking for visas, but find that many employees do not have the experience to meet the qualifications. Should we look at Canada?

– Specialist in Silicon Valley

Silicon Valley com expert Karen Maruni shares how to nail this story.

Carin Maroni, vice president of technol communications communications at Facebook, on Sunday, December, at the Moffat Federal Airfield, Mountain View, Halifax Ngar Forest, Maufet Federal Airfield at the 6th Annual Breakthrough Prizes for the 6th Annual 2018 Breakthrough Prizes.  3, 2017. (n.

Image Credits: Media News Group / Bay Area News by Getty Images (Opens in new window)/ Getty Images (image has been modified)

Silicon Valley Communications Professional Becomes Venture Capitalist, Karin Maroni, TechCrunch Stock Storing at an Early Stage: Marketing and Fundraising.

Throughout his time in Silicon Valley, he helped launch Salesforce, Amazon, Facebook and more products and sharpen their messaging. In 2019, he left Facebook, where he became VP of technical communications. Was, and joined Cote Management as a general partner.

Maroon uses the acronym RIBS to describe a basic strategy for startup messaging: relevance, inevitability, reliability, and keeping it simple.

Canada’s startup market is booming with hot global VC investments

Image Credits: Nigel Susman (Opens in new window)

For the exchange, Alex Wilhelm and Anna Heim looked at Canada’s VC market in the first half of 2021, and if you’re reading their work, you know what’s coming.

Canada, like the rest of the world, was tremendous in the first half.

He writes, “Canada’s venture capital results are now comparable to those in other Latin American regions, with approximately the same number of exit and mega deals in the second quarter, and the same round of total venture capital over the same period.”

“It caught our attention.”

Mike Dubois of Graylock explains how to determine growth and build your team

With more venture funding flowing into the startup ecosystem than ever before, there has never been a better time to become a growth expert.

TechCrunch Early Stage: On marketing and funding earlier this month, Mike Dubois of Graylock Partners has picked the lead in several high-growth startups, including Stitchfix. His advice extends to hire, structure and analysis, with plenty of recommendations where growth teams focus their attention and resources.

The last mile delivery is set to take off in Latin America

A cardboard box flies into outer space driven by two thruster rockets

Image Credits: Erlon Silva / TRI Digital (Opens in new window) / Getty Images

Thanks to extensive fulfillment centers, seamless logistics networks and ubiquitous internet access, customers in many regions can now order a new set of groceries and cookware for breakfast and expect everything to arrive on time for dinner.

In Latin America, the lack of technical infrastructure complicates delivery operations, and these supply chains are often powered by spreadsheets, paper and pens.

Bob Ma, an investor at WIRD Ventures, says the algorithms that manage delivery routes or automate drivers are “almost unheard of in the Latin American retail logistics sector.”

But thanks to growing customer demand and increased investment at the start of the last mile delivery, Ma says the sector is at a turning point.

The middle class in Latin America has grown by 0% in the last decade and e-commerce is only %% of all retailers, so many unicorns have grown in recent years, with more waiting in the wings.

China’s expected Adtech clampdown could cool the key startup sector

Image Credits: Nigel Susman (Opens in new window)

China’s adtech industry is estimated to be worth 100 100 billion, but its leaders are reportedly considering a plan that would require these companies to operate as nonprofits.

“When it comes to control, the Chinese government does not mind wiping out the market cap of a few dozen billion dollars here and there,” Alex Wilhelm wrote in the morning edition of the exchange.

“It’s not a great system.”