Lean Revenue Production in a Post-GAAC World
In this groundbreaking paper, Dave Boyce and Jacco van der Kooij of Winning by Design, with data sourced by David Spitz of BenchSights, reveal a crucial insight: the era of “Growth at All Cost” (GAAC) in SaaS is over.
The authors demonstrate that while 31 out of 72 public SaaS companies are thriving, the rest are struggling due to continued pursuit of unsustainable GAAC strategies. They introduce the concept of a “Lean Revenue Factory,” applying principles from lean manufacturing to SaaS revenue generation.
Key takeaways include:
- The importance of GTM Efficiency in determining IPO readiness
- How to measure and optimize each GTM motion as a separate “production line”
- The role of AI in enhancing, not replacing, well-defined processes
This paper offers a roadmap for SaaS companies to achieve sustainable growth through process excellence and data-driven decision-making. It’s a must-read for CEOs, revenue leaders, and investors in the SaaS industry who are preparing for success in a post-GAAC world.