04477ntm a22005297i 4500 000723852 CZ-PrVSE 20250608110309.0 m d cr n|||||||||| 250608s2025 xr fsbm 000 0 eng d NEZPRACOVANÝ IMPORT ABA006 cze ABA006 ABA006 rda Demchenko, Vasyl ISIS:163283 dis Budování opakovatelných prodejních procesů v raných fázích B2B startupů eng Building a Repeatable Sales Processes in Early-Stage B2B Startups / Vasyl Demchenko 2025 ?? stran : digital, PDF soubor Vedoucí práce: Michal Andera Diplomová práce (Ing.)—Vysoká škola ekonomická v Praze. Fakulta podnikohospodářská, 2025 Obsahuje bibliografii Textový (vysokoškolská kvalifikační práce) Rok obhajoby 2025 The objective of the thesis is to propose an actionable guideline for early-stage founders to effectively transition from founder-led sales to consistently generating revenue sales machine. Many early-stage founders fail to achieve a product-market fit and scale the venture due to inability to design a repeatable sales model, including poor understanding of customer pain points and mastering effective distribution. The transition from opportunistic founder-led customer acquisition to consistent growth poses such challenges as choosing a growth model, defining ideal customer profile, structuring the sales funnel and scaling a sales team. The research approach applied for this research is qualitative, based on semi-structured interviews with founders and early-stage executives from early-stage B2B startups, ranging from pre-seed to series B. Data collection was performed through twelve in-depth interviews with decision-makers with field experience of implementing repeatable sales processes within early-stage startups, which allowed to gather best practices utilized by practitioners for building repeatable sales processes. The interviews were first recorded, then transcribed with the help of AI software. Next, the interviews were analysed through thematic analysis methodology to identify patterns and insights. The theoretical framework of this Thesis was built based on five key pillars: the concept of repeatable sales process, growth strategy selection methodologies, ideal customer profile development, sales team organization principles, and the implementation of AI technologies in sales operations. This study fills the gap between general sales theory and the field practices applied by the early-stage ventures. The Thesis developed step-by-step guidelines for early-stage founders and sales executives to implement repeatable sales processes, which were organized in accordance with funding stages such as Pre-seed, Seed, and Series A. The designed guidelines will help to make reflective decisions about growth strategy selection, sales team structure, qualification frameworks, and AI implementation. The guidelines incorporate theoretical knowledge with insights derived from the interviews with practitioners, making certain they can be utilized by founders and sales executives within early-stage organisations, aiming to establish repeatable sales processes. Způsob přístupu: Internet international management [obor dipl. práce] diplomové práce fd132022 czenas master's theses eczenas Repeatable sales processes Ideal Customer Profile Sales Funnel Outbound-led Sales Andera, Michal, 1984- xx0218508 ths Pernica, Karel ISIS:80917 opn Vysoká škola ekonomická v Praze. Podnikohospodářská fakulta kn20010709402 dgg https://insis.vse.cz/zp/91003/podrobnosti VŠKP v InSIS https://insis.vse.cz/zp/91003 Hlavní práce https://insis.vse.cz/zp/91003/posudek/vedouci Hodnocení vedoucího https://insis.vse.cz/zp/91003/posudek/oponent/87918 Oponentura https://insis.vse.cz/zp/91003/priloha/31880 Přiloha k práci https://insis.vse.cz/zp/91003/podrobnosti dc:identifier NEPOSILAT VSKP vse91003 250607 91003