Zero to One Hundred is the go-to-market field guide for technical startup founders.

Stephanie Friedman has helped dozens of technology startups grow their sales functions, both as an operator and as a board director and adviser to founders and CEOs. Along the way, she’s seen the same sorts of problems crop up: a chaotic, improvisational sales process; salespeople not getting up to speed quickly enough; new hires not working out. It’s possible to push through the chaos, especially when the product has strong product-market fit. But ensuring a company’s sales function scales fluidly—without all the wasted time and capital spent fine-tuning systems and processes—is critical to a startup’s long-term success.

In Zero to One Hundred, Friedman demystifies the process of building a high-performing sales function, using a methodology honed over 20 years of sales and go-to-market experience. She lays out a systematic and disciplined framework for building and managing a high-performing sales and customer success team—from defining a repeatable sales motion and creating a formal sales playbook to hiring the right profile of salespeople, managing revenue, building out customer success, and creating the right sales culture. The book is divided into three phases of startup growth and offers actionable insights gleaned from the author’s own experiences advising successful startups of all shapes and sizes.

Even if your company is tiny, you need to be preparing for a time when it won’t be. Zero to One Hundred is the go-to-market field guide for founders looking to scale from $0 to $100 million in annual sales, which often coincides with building the sales team from zero to 100 salespeople. The principles put forward in Zero to One Hundred allow startup founders and CEOs to implement a repeatable and predictable approach to selling their product—and, ultimately, building a generational company—right from day one.