Shows
DrinksWithAVC (DWAVC)DWAVC Episode 38 | Tae Hea Nahm (Storm Ventures)We filmed this episode back in May, before Bree welcomed a new life into the world and before Vik lost his mother. A lot has changed since then. As we release it now, it feels more relevant than ever. Drinks With a VC has always been about more than startups and term sheets. It’s about the humans behind the headlines, the resilience it takes to build, the humility to grow, the clarity to catch the next wave, and the wisdom to know when to let one go.There’s no better guest to rejoin the conversation with...
2025-09-181h 22
海外スタートアップレポート「シリコンバレーによろしく リターンズ 」【tailor柴田氏】アージェントペインからチャンピオン育成まで - Storm VenturesのB2B SaaS成功の方程式tailor
https://jp.tailor.tech/
noxx
https://jp.tailor.tech/
Anyplace
https://www.anyplace.com/
アニマルスピリッツ
https://animalspirits.jp/
UNLOCK FINDING GO-TO-MARKET FIT
https://unlock.survivaltothrival.com/
A. アージェントペインの重要性と特定
・スタートアップの成功には顧客の緊急度の高い問題（アージェントペイン）の解決が鍵
・アージェントペインの指標：初回コンタクトから会議までの短いリードタイム
・例：「明日エンジニアを連れてくるから話したい」という反応は良好なサイン
B. Date WowとMarry Wowの相乗効果
・Date Wow：即座の価値提供（例：AIを用いた簡単なワークフロー作成）
・Marry Wow：長期的価値（例：セキュリティ、権限管理、拡張性）
・両Wowの適切なバランスがユーザー獲得と長期的な顧客関係の構築に不可欠
C. チャンピオン戦略の実践
・契約直後のチャンピオンへの積極的サポートが重要（例：即時の電話連絡）
・チャンピオンの社内外での成功を全社的に支援（マーケティング、製品開発、カスタマーサクセス）
・具体例：顧客のCMOをフィーチャーした広告キャンペーンの実施
D. 効果的なPMF探索とセグメンテーション
・アージェントペイン特定がPMF探索の核心
・狭く深いセグメントへの集中（例：10人中9人には不要でも、1人には絶対必要な製品）
・既存製品の隙間を狙う戦略（例：一部の顧客の未解決ニーズに焦点）
E. スタートアップの成長段階に応じた戦略調整
・初期：アージェントペインの発見と検証に集中
・成長期：チャンピオン育成とDate/Marry Wowのバランス最適化
・拡大期：プロセスの標準化とスケーリングに注力
2024-07-0147 min
The Survival to Thrival PodcastHow we unlocked growth and became a unicorn: The youngest CEO of a unicorn, April Koh, explains her strategy for finding Go to Market FitApril Koh, Co-Founder and CEO of Spring Health, talks to co-hosts Bob Tinker and Tae Hea Nahm about how a Go To Market Fit playbook enabled her company to achieve 6 x growth for four years running.
April gives an overview of Spring Health, what it has evolved from and how it changed every six months - despite astronomical growth. She also expands upon how she transitioned from being in the weeds to a course-charting role of growth.
2022-07-1835 minThe Survival to Thrival PodcastBest strategies to implement product-led growthMickey Alon, CTO and Founder of Gainsight PX, talks to host Bob Tinker and special co-hosting guest, Nikolai Skatchkov about Product-Led Growth.
Mickey gives Bob an overview of PLG, what it has evolved from and where it may be heading. Nikolai's company, Circula, is currently in the midst of implementing PLG and so, he picks Mickey's brain on the best strategies to implement it successfully.
2022-05-1232 min
The Masters Of Cashflow#41: Tae Hea Nahm, Storm Ventures - From Survival To Thrival and What An Early Stage VC & Startup Can Learn From SurfingTae Hea co-founded Storm Ventures, an early-stage VC fund based in Silicon Valley and investing worldwide. Storm has invested in nearly 200 B2B software companies leading to 11 unicorns, including Algolia, Marketo, Pipedrive, Solarisbank, Talkdesk, and Workato. At Storm, Tae Hea was the founding CEO of Airespace, a B2B startup, which was later sold to Cisco for $450m. Based on his experience, Tae Hea also co-authored Survival To Thrival to help founders unlock growth by finding Go-To-Market Fit. Tae Hea majored in applied math at Harvard and has a JD from the University of Chicago Law School. He was...
2022-02-2545 minThe Survival to Thrival PodcastWhy should you be a first customer?Ashwin Ballal, EVP and Chief Information Officer at Medallia, talks to hosts Tea Hea Nahm and Bob Tinker about why he loves being a first customer.
While it can be a risk, being a first customer can also bring huge rewards; if the product solves your company’s urgent pain, it will give your team the opportunity to champion a brand new product and become a ‘customer hero’.
2021-10-0728 minThe Survival to Thrival PodcastHow do you win your first customers?Authors Tae Hea Nahm and Bob Tinker share more wisdom from the Survival to Thrival book series. This time, how to win your first customers.
It’s illogical for any customer to want to be your first one so founders can get around that by making sure they deliver real value, make their customers a ‘teaching customer’, and ensuring the product elevates a customer's career.
2021-09-0918 minThe Survival to Thrival PodcastHow Kyum Kim, co-founder of Blind, successfully took the Korean app to the US marketHosts Tae Hea Nahm and Bob Tinker are joined by Kyum Kim, co-founder and Head of US Operations at Blind. Kim shares how they were able to move to the US with no network and successfully expand the Korean anonymous professional networking platform to the US market. Plus how hosting Silicon Valley parties helped the business grow.
2021-06-2830 min
Sales PlayersDeveloping Winning Habits & Using Your Resources to Find Success in Software Sales with Scott Milener of IntroSnapScott Milener is a veteran technology sales rep, leader & founder. Scott is the CEO of IntroSnap, which connects buyers and sellers by supporting charitable giving to the organization of the buyer's choice. Scott shares tips and insights for success that he's gained during his technology career working with both large companies & early stage startups.
SPONSORS:
• Surfe (Connect your CRM with LinkedIn in 60 seconds) - https://www.surfe.com?fpr=ssp use this link with promo code JWSURFE5 for a 5% discount on your first year
• Overloop (Run multi-channel outbound campaigns, from a single platform) - ht...
2021-06-2557 minThe Survival to Thrival PodcastImplementing GTM Fit in the real worldJacco van der Kooij, founder of Winning By Design, has worked with more than 800 startups solving sales marketing challenges. He speaks with host Tae Hea Nahm about the common Go To Market stumbling blocks and how to get you and your team to fix them.
2021-06-0227 minThe Survival to Thrival PodcastIntroducing Unlock: A New Resource for Finding GTM Fit and Unlocking GrowthHosts Bob Tinker and Tae Hea Nahm announce the launch of Unlock, a new open-source resource for finding Go To Market Fit and unlocking growth. Unlock is a deep dive into the four-step formula to find GTM Fit, and is the practical guide to complement the Survival to Thrival book. In this special episode, Bob and Tae Hea explain how and why Unlock came about and why they want listeners to get involved.
Check out Unlock here: unlock.survivaltothrival.com.
2021-05-1221 minThe Survival to Thrival PodcastGTM Strategy for Europe Vs America: What are the differences?Hosts Tae Hea Nahm and Bob Tinker are joined by guest, Christof Baumgartner, an experienced CRO. They discuss the differences, which startups should know about, between going to market in Europe and America and how to change the GTM Fit playbook.
2021-03-1726 minThe Survival to Thrival PodcastBecoming a Modern CRO: The next evolution from SVP SalesCRO is becoming a common term for the modern breed of SVP of sales. A true CRO looks after the full customer lifecycle from customer experience, to revenue generation and growth.
This episode we speak to a familiar guest, Mark Smith who's a rare go to market leader for companies such as NPI, Infobox and Arista.
He discusses with Bob and Tae Hea the changes and unlearning moments required for this ultimate sales leadership role.
2021-01-0618 minThe Survival to Thrival Podcast1st Time CEO Gamechanger: Think in Swimlanes'Thinking in Swim Lanes' is a powerful tool for first-time CEOs making the transition from Founder to Real CEO. So how do you do it, which areas of the business do you need to segregate and how do they change the company, as well as you the CEO? Hosts Bob Tinker and Tae Hea Nahm discuss their own and others experiences.
2020-12-1619 minThe Survival to Thrival PodcastCEO Unlearning: The Struggles and ChallengesBob Tinker and Tae Hea Nahm dig into how a CEO must change as a company grows. With growth comes role change, and navigating this requires self awareness and critical honest reflection. They share their own and others' experiences and struggles of the growth journey.
2020-12-0223 minThe Survival to Thrival PodcastHow the Sales Leader of Arista and Rubrik Un-learned from $1M to $2B of revenueBob Tinker and Tae Hea Nahm speak to Mark Smith, a rare breed of B2B sales leader who has led teams of less than $1M of revenue all the way up to mega-scale growth of billions of dollars. He opens up about the challenges of those transitions and how he had to unlearn his skillset and roles.
2020-11-2031 minThe Survival to Thrival PodcastHow do you not get fired as a startup founder? Change or be ChangedYou've started to unlock growth. Awesome! Now you're terrified. How do you keep up with your startup as it grows? And not get fired?
Hosts Tae Hea Nahm and Bob Tinker explain how 'unlearning' is key. And, it applies to everyone in a startup.
2020-10-1421 minThe Survival to Thrival PodcastDemystifying sales comp for early Go To Market teamsFor an early stage founder or CEO in search of product market fit, when do you need to set up sales compensation, and how does this tie into the overall business plan?
Hosts Tae Hea Nahm and Bob Tinker discuss and relay experiences on the fundamentals of sales comp.
2020-09-2421 minThe Survival to Thrival PodcastGo-To-Market Metrics: What's important and what they tell youWhat are the metrics that tell whether a startup has found Go To Market Fit, and how can you use these metrics to run the business and unlock growth.
Co-authors Tae Hea Nahm and Bob Tinker discuss the magic numbers for SaaS businesses that will accurately predict an increase or decrease in recurring revenue and how you can change them.
2020-09-0913 minThe Survival to Thrival PodcastIdentifying Urgent Pain and Finding your WowFinding 'Urgent Pain' and your 'Wow' are two vital ingredients in building your Go-To-Market Playbook to unlock growth. How do you find them, or even know when you have? In this episode Tae Hea Nahm and Bob Tinker use real world examples from startups they've worked with of how the founding teams found these two things before going on to scale.
2020-08-2728 minThe Survival to Thrival PodcastGetting Your Company Behind the GTM PlaybookHow does a startup operationalize the GTM Playbook? How do you get the whole team aligned with it? How do you know when you need to evolve your GTM playbook or create a totally new one? Where are the handoffs and who owns the project? These are the questions that co-authors Tae Hea Nahm and Bob Tinker answer in another episode packed with real world advice from entrepreneur and investor.
2020-08-1229 min
The Silicon Valley Podcast051 Pt 2 of Capital to Scale with Storm Ventures MD Tae Hea Nahm & LP Bob Tinker
Tae Hea Nahm is co-founding MD of Storm Ventures, a Silicon Valley VC firm investing in tech start-ups all around the world. He’s also a two-time author. His second book, Survival to Thrival: Change or Be Changed explores how all people in a startup – from the executive team to the CEO and the board – need to change their roles and skills as a company grows.
Bob Tinker is a three-time entrepreneur.
Most recently, he was the founding CEO of MobileIron, which in eight years grew from ‘three people and a whitebo...
2020-08-0526 minThe Survival to Thrival PodcastBuilding and Leading Fully Remote TeamsHow do you create a playbook and manage a sales team while working remotely? How do you build company culture from home? In this episode, co-authors Tae Hea Nahm and Bob Tinker talk to Chad Malchow, VP of Sales at Honeycomb, about his experiences of growing and scaling a fully distributed company.
2020-07-2930 min
The Silicon Valley Podcast050 Capital to Scale with Storm Ventures MD Tae Hea Nahm & LP Bob Tinker
Tae Hea Nahm is co-founding MD of Storm Ventures, a Silicon Valley VC firm investing in tech start-ups all around the world. He’s also a two-time author. His second book, Survival to Thrival: Change or Be Changed explores how all people in a startup – from the executive team to the CEO and the board – need to change their roles and skills as a company grows.
Bob Tinker is a three-time entrepreneur.
Most recently, he was the founding CEO of MobileIron, which in eight years grew from ‘three people and a whitebo...
2020-07-2933 minThe Survival to Thrival PodcastStep by Step Guide to Building your Go To Market Playbook and unlocking growthHow do you create a playbook to find Go-To-Market (GTM) Fit? A GTM playbook is a repeatable map for finding and winning customers over and over again. But what does it look like? Who builds it? What are the common challenges startups might face when creating one? These are the questions addressed by co-authors Tae Hea Nahm and Bob Tinker.
2020-07-1532 minThe Survival to Thrival PodcastRe-finding GTM Fit in an economic downturnHow does an economic downturn affect your Go-To-Market Fit (GTM Fit). Last episode we broke down how to find GTM Fit - the key to unlocking growth. Now we look at how to adapt it when the whole world changes. Co-authors Tae Hea Nahm and Bob Tinker cover re-finding the 'urgent pain' of your customers and re-defining your ideal customer profile (ICP).
2020-07-0128 minThe Survival to Thrival PodcastFinding Go To Market Fit: The missing link to unlock growth for B2B startupsIn the first ever episode of the Survival to Thrival podcast, co-authors Bob Tinker and Tae Hea Nahm discuss the key concept in their Survival to Thrival books - Go-To-Market Fit (GTM Fit). Finding GTM Fit is the formula to unlock growth for enterprise startups. What is it? How do you get to it? And how do you know you have found it?
2020-06-0332 min