Winning by Design

🏭 The Revenue Factory: An Orchestra of GTM Motions What are the models that you must use in order to build your own ‘Revenue Factory’ ? First - the GTM model lays out the different GTM motions that you might have across your business - which might include motions such as: - Enterprise motion: High-touch, complex sales cycles - Self-serve PLG motion: Product-led growth at scale - High-velocity SMB AE motion: Quick turnarounds, volume-driven - And more… Once you’ve identified the right GTM motions you should be using, how do you ensure each motion is performing at its peak? Enter the Data Model. 🔍 The Data Model acts like a high-powered microscope, allowing us to zoom in on each motion: - Which are the conversion points that could be improved? And then… - Why isn't the SDR handing off leads efficiently? - What's causing low conversion rates in enterprise sales? - In our PLG motion, why aren't monthly users becoming weekly active users? In order to answer these questions, we must dust off a bit of math skills and apply the Mathematical Model - the engine that calculates input, throughput, and output for each motion. ⚙️ Finally, the Operating Model brings it all together, creating a cohesive GTM that drives sustainable growth across all of the various teams within GTM (sales, marketing, customer success, revenue operations). 💡 How are you aligning your different GTM motions within your Revenue Architecture? #RevenueArchitecture #Bowtie #GTM #RevenueFactory

In this episode of the top notch Belkins Podcast by Michael Maximoff our founder Jacco vanderKooij explores the seismic shifts happening in the sales landscape. We’re diving into: ◾ The impact of AI on the future demand for salespeople ◾ Transitioning from traditional sales methods to AI-driven strategies ◾ The importance of aligning your go-to-market motion with your product ◾ The role of reoccurring revenue in today's market ◾ How to balance acquisition and retention for long-term success ◾ Personal insights on entrepreneurship and overcoming industry misconceptions Join the experience and get provoked about the future of revenue generation, how to stay ahead in the evolving sales ecosystem, create meaningful connections, and drive business growth in the AI era. https://lnkd.in/gHmEZxq9

GTM Operating Partners - our next gathering is available for registration! Join WbD, Pavilion, and GTM Leader Society for an exclusive B2B SaaS GTM Operating Partners Gathering on Monday, July 8th in London at the Pem! This evening offers a unique chance to connect with other B2B SaaS GTM Operating Partners (Private Equity and VC), discussing crucial topics like customer acquisition costs and sustainable growth in the B2B SaaS landscape over a fabulous dinner at one of London's best kept secrets - The Pem! Kindly note: This event is exclusively for GTM Operating Partners. If this is your role, we would be delighted to have you join us! Your hosts will include Lauren Shleifer Goldstein, Anjai "AJ" Gandhi, Kathleen Booth, Sam Jacobs and Jeremy Spijker Register using the link in the comments. We look forward to seeing you there!

🚩 It’s now possible to implement the Bowtie Data Model into a lead-to-cash view, using the best-in-class platform, Vasco! 🚩 We’re thrilled to announce that Vasco is now a part of the WbD Certified Partner Program! This enables GTM teams to view their customer journey in real time, track unit economics by funnel and channel, improve their CRM health and much more. Vasco’s platform addresses these gaps in revenue operations today: ▶ Lack of meeting cohesion and accountability ▶ Lack of drill-down on SaaS metrics ▶ Data, infrastructure and systems issues And a unique feature that we haven’t seen anywhere else - the Bowtie with actuals vs forecast! So helpful for Revenue Architects who are struggling with diagnosing friction in the funnel. Interested in becoming a partner or learning more about the benefits? Contact Dave Boyce directly. #RevenueArchitecture #GTM #RevOps

Calling all GTM Strategy, GTM Ops, and RevOps Leaders! Who on your team is responsible for evolving your GTM to improve performance? It’s time to transform your GTM team into a high-performing ‘revenue factory’. Achieving this requires clear ownership and a cohesive strategy across all GTM functions. Join the upcoming OPEN WORKSHOP tailored for executives and leaders who are prepared to lead this transformation: Building Your Revenue Factory: Driving Alignment and Growth with GTM Strategy & Ops Hosted by Dominique Levin, CEO of Winning by Design, and with real life best practices & examples from senior practitioners: ↗ Jill (she/her)Guardia - SVP of Rev Enablement & Ops @ Thought Industries ↗ Saket Pradhan - VP Sales Strategy and Planning, Analytics & Compensation @ HashiCorp Wednesday, June 26 9:00 am - 10:00 am Pacific Time Key topics that we will cover: ▶ Unified Leadership: Master the best practices in GTM strategy & operations to provide the strategic oversight needed to streamline and optimize your entire GTM system. ▶ Closed-Loop Revenue System: Learn how to seamlessly integrate marketing, sales, and customer success into a cohesive, revenue-generating engine. ▶ Data-Driven Alignment: Understand how to align metrics and data across all GTM stages to drive consistent, scalable growth. Who Should Attend: ☑ GTM Strategy Leaders ☑ GTM Operations Professionals ☑ RevOps Leaders Gain valuable insights from top GTM leaders at scaling SaaS companies who have successfully implemented these strategies. Join us to discuss how scaling SaaS leaders are using these transformative approaches. Link to register in the first comment.

OPEN FOR REGISTRATION: Building Your Revenue Factory: Driving Alignment and Growth with a Revenue Council Who in your organization truly owns your end-to-end GTM system? In today’s competitive market, aligning your GTM (Go-To-Market) team into a finely tuned ‘revenue factory’ is essential for sustainable success. The key to achieving this transformation lies in establishing clear ownership and cohesive strategy across all GTM functions. Join the upcoming OPEN WORKSHOP designed for executives ready to lead this transformation: Building Your Revenue Factory: Driving Alignment and Growth with GTM Strategy & Ops Wednesday, June 26 9:00 am - 10:00 am Pacific Time Key Takeaways: ▶ Unified Leadership: Learn best practices in GTM strategy & operations that will provide the strategic oversight needed to streamline and optimize your entire GTM system. ▶ Closed-Loop Revenue System: Discover methods to integrate marketing, sales, and customer success into a seamless, interconnected revenue-generating engine. ▶ Data-Driven Alignment: Gain insights into aligning metrics and data across all GTM stages to drive consistent, scalable growth. Who Should Attend: Anyone in GTM Strategy, GTM Operations, or RevOps who is focused on driving durable growth and strategic alignment across their GTM Leverage the experience and insights of top GTM leaders from scaling SaaS companies who have successfully implemented these strategies. Register now to join us! (Link to register in the first comment)

💥 2 NEW COURSES NOW LIVE! Plus 15+ others across the GTM. We’ve launched 2 new “Essentials in Revenue Architecture” courses - each designed to make the content trusted by 3,000+ industry pros more accessible to more people. - The self-paced version - complete with 2.5 hours of content - The live, one-session "masterclass" - first one happening in July! In addition, a full roster of courses are currently open for registration. Join top SaaS companies that choose to train their teams with Winning by Design and realize lasting impact. Courses currently open for registration: For Revenue Leaders:  - Revenue Architecture - Bowtie Analytics - Insight Engineering For SDRs: - Prospecting for Impact - Prospecting into Enterprise Accounts For AEs: - Selling for Impact - Selling into Enterprise Accounts For CSMs:  - Customer Success for Impact - Account Management for Growth For Managers: - Managing for Impact For Enablement: - Facilitator Certification ++ We also are offering 2 one-session skills courses - one focused on discovery using SPICED, another on Storytelling. 🌍 Courses are available across US and EMEA time zones. 🔎 For the complete catalog of upcoming courses, see the link in the first comment.

Winning by Design has been name to the list of Top Sales Training Companies for 2024 by Selling Power - thank you, customers! We continue to remain focused on needs of scaling SaaS companies by delivering a depth and breadth of sales training programs packaged within innovative offerings. 🔎 To view all available training programs, see the link in the first comment. #SalesTraining #revenuearchitecture

Is your GTM system ready for a major upgrade? 🛠 Introducing a new workshop... 💡 Building Your Revenue Factory: Driving Alignment and Growth with a Revenue Council. 💡 In today's competitive landscape, having a cohesive and well-managed Go-To-Market (GTM) strategy is crucial for sustainable growth. We’ve been engaging with top GTM leaders and revenue strategists from leading SaaS companies, and one thing stands out: the need for a unified approach to managing the entire GTM system. So, how do you achieve this? Transform your GTM team into a ‘revenue factory’ by establishing a Revenue Council. This workshop will show you how a dedicated council can ensure seamless integration across marketing, sales, and customer success, driving alignment and growth. Join our upcoming session hosted by Dominique Levin and learn from the best in the industry: Building Your Revenue Factory: Driving Alignment and Growth with a Revenue Council Wednesday, June 26 9:00 am - 10:00 am Pacific Time This workshop is perfect for: - CROs - VPs of Sales, Marketing, Customer Success - RevOps professionals - GTM leaders aiming for durable business growth What you’ll gain: - Understanding the role of a Revenue Council in overseeing your GTM system - Techniques to create a closed-loop revenue system connecting marketing, sales, and customer success - Strategies for defining and aligning metrics to ensure cohesive growth across all stages You’ll leave this workshop equipped with actionable insights on driving alignment and growth by implementing a Revenue Council and creating a seamless, integrated GTM strategy. Link to register in the first comment. Join us!

🎉 Announcing Our New Revenue Architect in Residence: Sara Eklund 🎉 Sara Eklund brings broad experience from both #SaaS Scaleups and public companies, and has deep expertise in the domains of #GTM Strategy, Growth Execution, Enablement and Revenue Operations. The B2B tech landscape has evolved - leaving behind the Grow at all Costs (GAAC) mentality. In its place, the industry must look to ways to drive scalable, sustainable, and durable recurring revenue growth. Sara will be partnering with us to make this a reality, all using our powerful Revenue Architecture framework that has already been helping hundreds of scaling SaaS companies like Meltwater and Salt Security hit their goals and drive durable revenue growth. 👏 Please join us in giving a warm welcome to Sara! 🎊