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Course 3Jan–Apr · 8 sprints

GTM Engineering: Build a Real Business

You've built the audience. Now build the business.

Prerequisite: Course 2 + Design Day + Course 1

  1. 01From Site to BusinessA website with traffic is not a business. A business has a revenue model, a defined customer, and a reason someone would pay. Make the transition from project to company on paper.
  2. 02Finding Your First CustomerAn ICP on paper is a hypothesis. A real customer is evidence. Go from 'we think our customer looks like this' to 'we spoke to 10 of them and here's what we learned.' No transactions — just conversations.
  3. 03The Outreach PipelineOne-off outreach doesn't scale. A pipeline does. Build a systematic, repeatable process for finding, reaching, tracking, and nurturing customers from cold to interested — including the email engine that follows up for you.
  4. 04Pricing and Revenue ValidationPricing is not a number you pick — it's a hypothesis you test. Figure out what your customer would actually pay, how to structure it, and get at least one 'yes, I would pay that.'
  5. 05Partnerships and DistributionThe fastest way to reach your customer is through someone — or some channel — that already has them. Partnerships, referrals, and social-at-scale: distribution systems that cost time, not money.
  6. 06Unit Economics and the PlanA business that can't explain its unit economics can't raise, hire, or grow intentionally. Understand CAC, LTV, payback, gross margin — and build a simple financial plan that shows whether this can work.
  7. 07The PitchEverything built across the program now needs to land in 10 minutes with someone who's never heard of you. The pitch is not a summary — it's a story with a point of view, evidence, and a clear ask.
  8. 08Demo Day PrepDemo Day is a pitch to a room with faculty, industry guests, and potentially incubator decision-makers. This sprint is rehearsal, refinement, and making sure the live demo works.
  9. ★Demo DayThe end-of-program showcase. Present the live business to faculty, industry guests, and incubator decision-makers. Everything. Live.
By the end

A live website with real traffic, a working GTM stack, a validated business model, unit economics, and a pitch deck. The best 2–3 projects are considered for NSBT's incubator.