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This course is great for Sales, Marketing, and CS executive leadership (CROs, VPs), Directors and Managers in Sales, Marketing, CS Senior Account Executives who are looking ahead to leadership roles.
• 5 live sessions
• Each session is 2 hours of instruction, with an additional 30 minutes for open Q&A
• Delivered via Zoom video conference
• Industry-recognized certification
In a modern recurring revenue business, it is impossible to scale without treating growth as a science. This course teaches how to architect your revenue in order to achieve sustainable growth. In each session, the instructor will explain the fundamental principles of recurring revenue, the specific frameworks you can use across all revenue functions (Sales, Marketing, CS, Account Management), and how to apply them to your business.
Session 1: The Revenue Model & Data Model
This session explains the first principles of recurring revenue in B2B, including the revenue model and how it impacts the sales cycle. This session also covers the Bowtie Data Model, with the stages and metrics from awareness through to acquisition and expansion.
Session 2: The Mathematical Model
This session reviews the mathematical principles behind different types of growth, and how to apply the metrics in the Bowtie Data Model across all revenue functions to measure success.
Session 3: The GTM Operating Model
Here we review how to think about the different types of GTMs across Marketing, Sales, and CS, and how to select the right model for your business based on a few key factors.
In this session, we cover the key stages of growth in a recurring revenue business, and how to determine not only where your business currently stands but also where it's heading. This model will help you align your resources and optimize for future scale.
Session 5: The Operating Model and Action Plan
This session covers the holistic customer-centric operating model that powers recurring revenue businesses, and the importance of aligning it across the entire GTM team. Here you will learn the model's key elements, and how to pull it all together to align the Bowtie, Impact, and SPICED across your GTM strategy.