Unkillable

We turn venture-backed startups into crazy fast-growing Scaleups like: Move, Wayhome, Forward Partners, Ramp Network, The Dots, Blok, Uncapped and many more.

Founded to be Unkillable and help others become Unkillable with the Core & Explore Growth Operating System and OKR framework

CEO 

Co-Founder

Google

Advising GfS Startups on OKRs, Product-led-Growth, Prodict-Market-Fit, and Fundraising strategy

AI Product Advisor

Shilling

Founder LP

Seedcamp

Seedcamp Expert Collective - AI, Growth, PMF

ZayaAI

Strategic Advisor

Uncapped

Setting up and hiring the Growth team. 
Setting the organization's Growth goals. 
Separating the known from the unknown 
Implementing Core & Explore™️ (OKRs and Growth process).

Growth Advisor to C-Suite

Forward Partners

Forward Partners is a UK-based VC and studio that we took from private to public (AIM LSE)

I was focused on implementing Core & Explore™️ (OKRs and Growth process) and using it to spin out new ventures, grow NAV, and navigate the path through the IPO.

Advisor to C-Suite (NAV and IPO focus)

The Dots

Implementing Core & Explore™️ (OKRs and growth process)

ICE List

Committee Member

MoveGB

Deloitte Fast50 SW winner - 3rd fastest-growing startup of 2017 - with 6,053% growth 

https://www.deloitte.co.uk/fast50/winners/2017/winner-profiles/movegb/

I turn Startups > Scaleups. PMF and PLG. I write about it at growth-goals.com ✉️ - check it out

👋 I'm Andrew. I love fast-growing Startups. Ex-founder, small-time investor, and I write about Growth/PMF/OKRs.  

I've built high-growth companies in London and Silicon Valley. Over the years, I've sat on all sides of the table as a founder, investor, operator, and advisor. Currently, I have an AI and web3 bias, but I have been everywhere. 

During this journey, I created the Growth/OKR process Core & Explore™, which is now used by thousands of Startups and some large companies. 

Previously, I graduated 500 Startups; was an EIR at Seedcamp; led product and growth at my own Startup; mentored and advised VC funds; and helped behind the scenes at the founder community ICE.

Andrew Crump

I changed the way I take time off.
⁣
Back in my early Startup days in Silicon Valley, I squeezed work into every possible hour. Nights, weekends, whatever was left.⁣
⁣
I told myself that more time working meant faster progress.⁣

 I didn’t realise until much later that choosing the right things to focus on had a far greater impact than simply doing more.⁣
⁣
One of the best pieces of advice I ever got was from Lee Strafford, who told me to start taking half a day every week out of the office just to think.⁣

I went further.⁣

I started blocking a full day.⁣

Looking back, most of the important decisions in my career came from those days, not from the late-night grind.⁣
⁣
I’ve experimented with different ways of working - long days, short bursts, different schedules - but in the end, I realised it’s a marathon, not a sprint. ⁣
⁣
There are moments when we need to push hard.⁣

But staying in the game comes from focused work, done consistently, with enough recovery to stay sharp.⁣
⁣
Now I treat time away from work as part of the operating system.⁣
Thinking days. Long walks. Time with people outside our bubble. Anything that forces distance from the day-to-day.⁣
⁣
Now, I deliberately plan my time outside of work. I fill my schedule with things that force me to step back.⁣
⁣
Startups aren’t about the number of tasks we complete, they’re about choosing the few things that truly matter. But it’s almost impossible to do that when we’re buried in the weeds.⁣
⁣
🧡📈

Ex. Founder/CEO, now Writer/Investor/Advisor. 🧡 PMF, Growth & OKRs

Here's what nobody tells you⁣⁣:
⁣⁣
We run Startups in a world of unknowns.⁣⁣⁣
Most of what we do does not deliver the outcome we want.⁣⁣⁣
⁣⁣⁣
And still, we often prioritise badly.⁣⁣⁣
⁣⁣⁣
We end up working on things that are not tied to the most important goal right now.⁣⁣⁣
Or things that would only matter at a later phase.⁣⁣⁣
Or things that only make sense if something else turns out to be true.⁣⁣⁣
⁣⁣⁣
In that kind of environment, prioritisation is even more important than in a world with certainty.⁣⁣⁣ It always matters, but in a Startup full of unknowns, it matters more.⁣⁣⁣
⁣⁣⁣
The impact comes from picking:⁣⁣⁣
⁣⁣⁣
- The right goal⁣⁣⁣
⁣⁣⁣- The right time frame⁣⁣⁣
⁣⁣⁣- The things that are actually impactful now⁣⁣⁣
⁣⁣⁣
The problem is not a lack of ideas.⁣⁣⁣

So we tell ourselves the problem must be capacity.⁣⁣⁣ We think the way to win is to get more done.⁣⁣⁣
⁣⁣⁣
But if there are 10 things we could do, and one of them delivers basically nothing while one of them delivers 10x growth, then the difference comes from prioritisation, not volume.⁣⁣⁣
⁣⁣⁣
When we work on things that are not impactful, or not the most impactful, that is just wasted resource.⁣⁣⁣
⁣⁣⁣
We need a ruthless way of prioritising what we do and why, aligned with our constraints and outcomes, and simple checks to see if the work will actually be impactful.⁣⁣⁣
⁣⁣⁣
The systems we use to prioritise are often more impactful than having more cash or more resource.⁣⁣⁣

One of the biggest mistakes many Startups make is not prioritising the work of prioritisation.

Our growth problem is not ideas!

It's how we rank them.

There’s a very good argument to say the true key to growth is the high-quality ranking of ideas.⁣⁣
⁣
For any goal there are 1000s of projects we could work on.⁣ The problem is deciding which ones to actually do.⁣⁣
⁣
⁣⁣As founders we love to trust our gut. This is absurd.

Gut instinct is not logical, it’s inherently biased.⁣⁣
⁣
⁣⁣It might even be right most of the time - which is worse. When it’s wrong, we’ll never see it coming.⁣⁣
⁣
⁣⁣There is always a logical answer to which project comes first.⁣⁣
⁣
⁣⁣Even if it feels uncertain, a project with 10% probability of success should always come before one with 5%.⁣⁣
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Once we accept that, the job becomes simple: rank the projects, then work down the list.

⁣⁣The great thing about ranking projects - we’re not saying no to anyone’s idea.⁣⁣
⁣
⁣⁣We’re saying: not yet.⁣ 

If an idea is outside the top three, it’s unlikely to happen - but it might.⁣⁣
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⁣⁣One simple way we can rank: ICE.

Impact - How much it moves the goal if it works
Confidence - How likely it is to work
Ease - How hard it is to ship

⁣⁣Example:

Redesign signup flow vs change the CTA button colour.

Impact: redesign wins.
Confidence: redesign wins (we know the current flow is confusing).
Ease: colour change wins.

So which do we run?

Impossible to answer without the goal!

If the goal is a tiny 0.1 percent uplift, a full redesign is madness.
⁣⁣
ICE is heuristic, not a scoring system.⁣ If there’s no strong confidence anywhere, that’s fine.⁣⁣
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We are to run small projects to build confidence.

GitLab Inc.

GitLab is the next-generation development toolset that covers 100% of your software development lifecycle. GitLab unifies chat, issues, code review, CI, CD, and cycle analytics into a single UI. 

Some of my responsibilities as BDR in GitLab includes:
◾ Identify and create new qualified opportunities from inbound MQLs from large to unknown sales segments
◾ Be able to identify where a prospect is in the sales and marketing funnel and nurture appropriatel
◾Enhance prospective customer GitLab trial experiences through tailored and timely outreach
◾ Discretion to qualify and disqualify leads when appropriate
◾ Plan and execute strategies to develop the proper qualifying questions for all types of customers

🔧 Tech skills:
Salesforce, Outreach, Demandbase, ZoomInfo, LinkedIn Sales Navigator & Qualified

Required Soft Skills:
◾Developing strategies and business plans to generate growth
◾cold calling leads
◾Prospecting leads in target markets
◾Nurturing cold leads and moving them through the sales funnel
◾Conducting marketing research

Senior Business Development Representative | Enterprise

Johnson & Johnson

As a Customer Success Specialist at J&J, I helped with the migration of CSS processes to our base in Colombia, in the macro project called "Vision 2020". In which the migration was possible in record time and successfully.

Some of my Responsibilities and Achievements:
✅ Key account: Selected to be Responsible for the second most important customer in revenue, for the entire J&J Brazil Consumer. Managing order entry over USD 25 Million annually.

✅ Responsible for the successful migration and implementation of Customer Success for customers in the Northeast and North of Brazil. Representing more than 30 customers.

🔧 Tools: SAP, Salesforce,  CISCO

Customer Success Specialist | Key accounts

McAfee

Exceeded sales targets by 36%, consistently driving revenue growth for McAfee's cutting-edge cybersecurity solutions.
Fostered strong client relationships with key accounts, resulting in a 20% increase in client retention and a 25% growth in upsell opportunities.
Collaborated cross-functionally with product management and marketing teams to identify customer needs and develop tailored solutions, resulting in a 15% increase in customer satisfaction ratings.
Led successful negotiations and contract renewals with enterprise-level clients, resulting in a 40% improvement in contract retention rate.

Krejton.com

As an Sales Account Manager for Krejton, I was responsible for driving the performance of a team of inbound sales consultants and serving as a commercial leader for Portugal. In this role, I was accountable for meeting and exceeding all key performance indicator (KPI) targets, while effectively communicating and coordinating between customers and internal teams. Additionally, I was a leader in opening operations in Colombia and Chile, providing support and guidance to teams in new territories. My performance in this role resulted in successful in opening new markets, transforming Colombia into one of the main revenue leaders for the segment we sell.

Sales Account Manager

AIESEC

As member of AIESEC, I work towards ensuring that young students find opportunities of cultural abridgement, meet other bright students from around the world, and create a more inclusive and diverse workforce for tomorrow.

AIESEC develops and connects the next generation of young leaders with impactful professional and volunteering experiences to activate their potential.

Marketing Trainee

Unlocking Business Potential with @ Gitlab | Tech Enthusiast | Embracing the Future of Remote Work

Leo is a Brazilian currently based in Colombia.
Powerhouse Sales Developer who possesses the fundamental SaaS & tech skills to support organizations in spearheading new levels of sales funnel success. As a passionate professional, Leo has an extensive background involving inbound and outbound sales, customer service, and digital product management and has cultivated the keen leadership skills necessary to guide businesses in exceeding their lead-generating objectives. 

Has a substantial inventory of specialties he has built throughout his career. To date, he has a degree in Marketing, holds several sales-oriented certifications, and as a 100% remote worker, features a remote work and virtual collaboration certificate as well. Furthermore, Leo has a 6+ year history working in sales and sales management at various companies and is currently leveraging his collective expertise as a Business Development representative at GitLab, Inc.  

Overall, Leo has a true ardency for his sales career, enjoys continuously learning and helping others, and demonstrates that by offering in-depth services and content that professionals can gain a competitive edge. This, in conjunction with his rooted SaaS knowledge and instilled passion for seeing others thrive, can give you the solidifying confidence that your sales process goals are in the best possible hands to obtain profitable, long-term growth. 

Additional Fun Facts

• Fluent In PT🇧🇷, ENG🇺🇸, and ES🇪🇸
• Growth Hacker
• Tech lover
• Globetrotter 
• Avid runner

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