How To Build A Great Company: A Journey From An Idea To 100M In Sales
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How To Build A Great Company: A Journey From An Idea To 100M In Sales

Thorough Veeam Software case study and a detailed company operating manual

About the Book

In various executive roles, I helped build Veeam Software from pretty much zero to over $600 million in annual revenue in under eight years, which resulted in the company being acquired by Insight Venture Partners for $5 billion. By 2017, Veeam had become too big for my taste. I made an exit and invested in about twenty startups as an angel investor. Among them were a space satellite manufacturer, a burger chain with a franchising program, a game studio, a fashion retail stores automation company, and many of my favorite AI and deep tech startups. I have helped them and many others, which I’ve advised without being an investor, to scale globally.

I have learned a lot about what it means to build a great company from scratch throughout this journey. There are no silver bullets, mind you, no simple recipes. It is all about this unique combination of passion and the desire to change the world with an efficient end-to-end revenue generation process, dull day-to-day operations, regularly tested, and improved.

I tried to capture and describe this balance in this book through stories, cases, anecdotes, and a pretty detailed operating manual on setting up your company and business processes from the practical point of view.

About the Author

Anton Antich
Anton Antich

I helped build Veeam from 0 to over $600M in annual sales in under eight years as Senior VP, Strategic Operations. Upon a successful exit in 2016, I invested in about 20 startups, primarily in AI and deep tech space. Still, there was also one space satellite manufacturer, a small burger chain, and a fashion retail stores automation company. I am passionate about building startups from the ground up, focusing on the end-to-end revenue generation process, and have consulted a lot of them on global scaling.

In my spare time, I study category theory, type theory, and functional languages, while contributing to AI R&D efforts at Superstring Solutions. I am a physics major, enjoy the "pleasure of finding out how things work," and trying to explain complex concepts in an accessible way.


Table of Contents

    • Introduction
      • How this book is structured
  • Part 1: Strategy
    • Chapter 1: A Great Company Architecture
    • Chapter 2: Five Stages of a Zero to a 100M Journey
    • Chapter 3: Goals and Strategy – Level 0
    • Chapter 4: Go-to-markets and “Marketecture” – Level 1
  • Part 2: Operations – End-to-End Revenue Generation Process
    • Chapter 5: How do people buy?
    • Chapter 6: End-to-End revenue generation process – The Framework
    • Chapter 7: Marketing
      • Customer Journey
      • Attract Stage
      • Engage Stage
      • Convert Stage
      • Expand Stage
      • Organization
    • Chapter 8: Sales
    • Chapter 9: Channel
    • Chapter 10: Organization and People

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