Turn your startup into
$100M ARR.a public IPO.market leader.
Get battle-tested enterprise GTM playbooks delivered every Tuesday. Learn the exact frameworks, systems, and strategies used to scale companies from $0 to $100M+ ARR.
Enterprise GTM
Weekly Newsletter
The HUNT Framework: A Deep Dive into Enterprise Prospecting
How to systematically identify, qualify, and convert enterprise prospects using the battle-tested HUNT methodology.
Trusted by leaders from
Results from real
enterprise founders
"Jeff's frameworks helped us close our first $1M enterprise deal. The HUNT methodology is exactly what we needed to navigate complex buying committees."
Sarah Chen
CEO, TechStartup (YC W22)
"This newsletter is the real deal. I've read dozens of sales books, but Jeff's tactical playbooks from actual enterprise wins are worth 10x more."
Marcus Johnson
VP Sales, Series B SaaS
"Finally, someone who's actually done it. Jeff scaled Hortonworks to IPO and shares exactly how. No fluff, just battle-tested strategies."
David Park
Founder, Enterprise AI Platform
"Jeff's enterprise GTM expertise is unmatched. His frameworks and playbooks have been instrumental in scaling our sales organization. The insights from someone who's been in the trenches are invaluable."
Herb Cunitz
Founder, AccelGTM (Former President/COO, Hortonworks)
"The key to enterprise sales is qualification. Jeff's MEDDIC framework and focus on ruthless qualification aligns perfectly with what we teach at FORCE Management. These methodologies work."
Jon from FORCE Management
Enterprise Sales Training Leader
"Qualification is everything in enterprise sales. You can't close deals you shouldn't pursue. Jeff's frameworks help sales teams focus on the right opportunities."
John McMahon
Author, The Qualified Sales Leader
Join 12,847+ founders reading every week
$250M+ ARR
at Hortonworks
Hi—I'm Jeff Miller.
I help founders build enterprise sales machines.
An open letter to ambitious founders
Building an enterprise company isn't about raising capital. It's about solving urgent, complex problems that matter.
I've been in the trenches. I led Hortonworks from $0 to $250M+ ARR and a successful IPO. I've served as CRO for Cockroach Labs, StarTree, and CSO at Virtustream—each time building revenue engines from scratch.
The frameworks I share aren't theory. They're battle-tested methodologies that generated $1B+ in enterprise revenue.
Every Tuesday, I share the exact playbooks, templates, and systems you need to scale from $0 to $100M+ ARR. No fluff. Just what works.
Build enduring companies that solve the world's hardest problems.
Jeff
Operating Partner, Two Bear Capital
The Two Bear Framework™
The exact methodology I used to scale four companies to $100M+ ARR. Two phases. Two frameworks. One proven path from $0 to IPO.
Phase 1
HUNT
The Grizzly Phase — Finding & Winning Enterprise Deals
Hone Your ICP
Define your Ideal Customer Profile with surgical precision
Uncover Champions
Build relationships with internal advocates who sell for you
Navigate the Committee
Map every stakeholder in complex buying cycles
Transform with MEDDIC
Qualify ruthlessly, close predictably
Target: $0 → $10M ARR
Read guidePhase 2
DEN
The Polar Phase — Building Scalable Systems
Document Playbooks
Turn tribal knowledge into teachable, scalable systems
Expand Accounts
Land and expand—best customers grow 3x over time
Nurture the Machine
Scale the team, optimize the motion, dominate the market
Target: $10M → $100M+ ARR
Read guide"Most founders try to DEN before they HUNT. They build systems before they've won. The Two Bear Framework forces the right sequence—hunt first, then build the den."
Get the HUNT Playbook free—the exact framework behind $1B+ in enterprise revenue.
The same playbook I used to scale Hortonworks from $0 to $250M and IPO. Yours free, no strings attached.
- The exact ICP framework I used at HortonworksUsed to close $50M+ deals
- Champion identification scorecard templateExcel + Notion templates
- MEDDIC qualification cheat sheetPrint-ready PDF
- Enterprise discovery call script15 proven questions
Instant download. No credit card required.
TWO BEAR CAPITAL
H - Hone Your ICP
Score prospects on 5 criteria: Company Size, Tech Stack, Pain Point, Budget, Timeline. Surgical precision about who you're targeting.
BY JEFF MILLER
3x CRO | $1B+ Revenue
Three ways to accelerate your growth
Whether you prefer reading weekly insights, learning through comprehensive guides, or implementing with ready-to-use templates—there's a path for every stage of your journey.
The Enterprise GTM Newsletter
Most PopularJoin 12,847+ founders for weekly enterprise sales tactics, GTM strategies, and operator insights from the trenches.
The Two Bear GTM Masterclass
Coming SoonA comprehensive 8-week course that teaches you to build enterprise sales motions, hire your first AEs, and scale to $10M ARR.
Free enterprise playbooks
Free DownloadBattle-tested frameworks from scaling enterprise startups from $0 to IPO. Open source for ambitious founders.
Content Library
Weekly newsletter issues delivered every Tuesday with battle-tested playbooks, plus comprehensive guides you can reference anytime to build your enterprise GTM team.
GTM Frameworks
Recent Issues
Enterprise GTM Templates
Downloadable templates, scorecards, and playbooks to implement enterprise GTM frameworks in your organization.
ICP Scorecard Template
Score prospects on 5 criteria: Company Size, Tech Stack, Pain Point, Budget, Timeline
Champion Scorecard Template
Identify and score potential champions with this interactive scorecard
MEDDIC Qualification Template
Score deals on Metrics, Economic Buyer, Decision Criteria, Process, Pain, and Champion
Buying Committee Mapping Template
Map all stakeholders: Economic Buyer, Technical Buyer, User Buyer, Champion, Influencer
Enterprise Discovery Call Script
15 proven questions to qualify enterprise deals in your first call
ROI Calculator Template
Calculate and present ROI for enterprise deals. Customizable spreadsheet template
Objection Handling Playbook
Framework for handling price, process, and risk objections in enterprise sales
Champion Enablement Kit
Executive summaries, ROI calculators, case studies, and battle cards for champions
All templates are integrated into our comprehensive guides and newsletter issues.
Enterprise GTM Frameworks & Playbooks
Comprehensive frameworks, playbooks, and strategies with downloadable templates and implementation guides.
HUNT Framework
Complete enterprise prospecting framework: Hone ICP, Uncover Champions, Navigate Committee, Transform with MEDDIC
- ICP Scorecard Template
- Champion Scorecard Template
- Committee Mapping Template
- +1 more templates
DEN Framework
Scaling framework for $10M-$100M ARR: Define, Expand, Navigate your way to enterprise success
- Scaling Checklist
- Expansion Playbook
- Team Structure Template
MEDDIC Qualification
Ruthless qualification framework: Metrics, Economic Buyer, Decision Criteria, Process, Pain, Champion
- MEDDIC Scorecard
- Qualification Checklist
- Deal Scoring Template
Champion Building
Systematic approach to identifying, enabling, and nurturing internal advocates who sell for you
- Champion Scorecard
- Enablement Kit
- Nurture Email Templates
- +1 more templates
Repeatable Sales Process
Transition from founder-led to scalable sales: Documentation, playbooks, standardization, training
- Sales Process Template
- Discovery Call Script
- Playbook Template
- +1 more templates
Enterprise Pricing Strategies
Value-based pricing, ROI calculators, pricing models, and discount frameworks for enterprise deals
- ROI Calculator
- Pricing Model Template
- Discount Framework
- +1 more templates
Sales Objection Handling
Framework for handling price, process, and risk objections in enterprise sales conversations
- Objection Response Playbook
- Price Objection Script
- Risk Mitigation Template
Scaling Past $100M
Organizational shifts, geographic expansion, and building repeatable processes at scale
- Scaling Checklist
- Org Structure Template
- Expansion Playbook
Downloadable Resources
Templates, scorecards, playbooks, and calculators ready to use in your organization.
HUNT Framework Playbook
Complete 47-page playbook with all templates, scorecards, and implementation guides
ICP Scorecard Template
Excel template for scoring prospects on 5 criteria with automated calculations
MEDDIC Qualification Scorecard
Interactive Excel template for scoring deals with automatic qualification thresholds
Champion Scorecard Template
Notion template for tracking and scoring potential champions throughout the sales cycle
ROI Calculator Template
Excel template for calculating and presenting ROI for enterprise deals
Enterprise Discovery Call Script
15 proven questions with follow-ups for qualifying enterprise deals
Buying Committee Mapping Template
PowerPoint template for mapping stakeholders and their roles in enterprise deals
Objection Handling Playbook
Complete playbook with responses to price, process, and risk objections
Champion Enablement Kit
Executive summaries, ROI calculators, case studies, and battle cards
Sales Process Documentation Template
Notion template for documenting your repeatable sales process
Pricing Model Comparison
Excel template comparing value-based, usage-based, and seat-based pricing
Scaling Checklist
Comprehensive checklist for scaling from $10M to $100M+ ARR
All downloads are free and ready to use. No email required for most templates.
Everything You Need to Build
an Enterprise GTM Team
Complete job descriptions, hiring frameworks, sales playbooks, templates, and tech stack guides. The exact resources used by companies like Hortonworks and Cockroach Labs to scale from $0 to $100M+ ARR.
VP of Enterprise Sales - Job Description
Complete job description for VP of Enterprise Sales role. Includes responsibilities, requirements, interview process, and success metrics.
View resourceEnterprise Account Executive - Job Description
Job description for Enterprise AEs closing $500K-$5M+ deals. Includes requirements, metrics, and interview framework.
View resourceEnterprise SDR - Job Description
Job description for Enterprise SDRs prospecting into Fortune 500 accounts. Includes responsibilities and key metrics.
View resourceSales Operations Manager - Job Description
Job description for Sales Ops Manager building systems and processes for scaling sales teams.
View resourceEnterprise GTM Hiring Framework
Complete hiring framework: sourcing, screening, interviewing, and onboarding enterprise GTM talent.
View resourceEnterprise GTM Tech Stack Guide
Complete tech stack for enterprise GTM teams: CRM, sales enablement, revenue ops, and tools used by scaled companies.
View resourceSales Onboarding Playbook
30-60-90 day onboarding plan for new sales hires. Includes training, ramp timeline, and success metrics.
View resourceMEDDIC Qualification Email Template
Email template for MEDDIC qualification discovery calls. Includes all key questions and qualification criteria.
Enterprise Discovery Call Script
Complete discovery call script for enterprise deals. Includes MEDDIC questions, committee mapping, and pain identification.
Deal Review Template
Structured deal review template for weekly pipeline reviews. Includes MEDDIC scoring, risk assessment, and next steps.
Champion Scorecard Template
Excel template for scoring champions on authority, motivation, and credibility. Includes scoring criteria and thresholds.
Enterprise Proposal Template
Professional proposal template for enterprise deals. Includes executive summary, solution overview, and pricing.
Want more enterprise GTM resources?
Join the NewsletterBooks That Shaped Enterprise GTM
Essential reading from enterprise sales leaders, frameworks, and methodologies that actually work in the field.
MEDDICC: The Ultimate Guide to Staying One Step Ahead in the Complex Sale
by Andy Whyte
The definitive guide to the MEDDIC qualification framework. Andy Whyte, founder of MEDDICC, provides comprehensive strategies for navigating complex enterprise sales.
Ruthless qualification using MEDDIC turns 35% close rates into 80%+
The Qualified Sales Leader
by John McMahon
Essential strategies for sales leaders and reps selling enterprise software. McMahon provides frameworks for selling effectively to executive-level buyers.
Qualification frameworks and executive engagement strategies that work
Survival to Thrival
by Various Enterprise Leaders
A compilation of strategies from top enterprise sales leaders on navigating complex deals, building champions, and scaling revenue organizations.
Real-world frameworks from leaders who've scaled to $100M+ ARR
The Challenger Sale
by Matthew Dixon & Brent Adamson
How to take control of the customer conversation. The Challenger Sale methodology for teaching, tailoring, and taking control.
Teach customers something new about their business to win deals
SPIN Selling
by Neil Rackham
The classic framework for large account sales. Situation, Problem, Implication, Need-payoff questions that uncover pain and urgency.
Question-based selling that uncovers pain and builds urgency
Crossing the Chasm
by Geoffrey Moore
Marketing and selling disruptive products to mainstream customers. The framework for moving from early adopters to the early majority.
How to cross the chasm from early adopters to mainstream market
Want more enterprise GTM insights?
Join the NewsletterFreedom tobuild what matters.
Freedom toscale with confidence.
Freedom towin enterprise deals.
Join 12,847+ enterprise founders who get actionable GTM insights every week.
Your transformation starts with one email.