About the Course
Gain proficiency in data analysis, the ability to formulate and pursue hypotheses, and learn how to craft coherent messages for discussions with executives to address the pertinent GTM challenges at hand.
Best for:
- Revenue leaders (CRO; VP/Director of Sales, Marketing, or Customer Success; Director/Head of Revenue Operations)
- Senior individual contributors who are rising into a Revenue leadership role
Blended course format:
- 6 hours LIVE instruction; three 2-hour sessions
- Delivered via Zoom video conference
- Exclusive async access to blueprints, videos, and exercises
- Industry-recognized certification
Price
$2,500 per seat
or contact us for a private course for your team
Prerequisites
Holding a leadership role (such as VP of Sales, CRO, Director of Revenue Operations) is recommended, but not required. Also, learners are best equipped for this course if they have completed the Revenue Architecture and Bowtie Analytics courses.
Curriculum
Learners engage with their certified Trainer in an experiential learning format, with 6 hours of live instruction including recurring revenue frameworks and examples applied to real-world situations. Each learner receives access to our learning management platform for concept reinforcement through videos and frameworks.
Causality Toolkit
About this session
This session delves into the causality toolkit, beginning with an in-depth understanding of the scientific foundations of consulting. Examine the practical implementation of the six models derived from Revenue Architecture and explore reasoning pitfalls, with a particular focus on distinguishing between inductive and deductive reasoning. Explore the core principles of a hypothesis, conducting a thorough examination of hypothesis-driven testing. Uncover the Pareto Principle and analyze Mutually Exclusive and Collectively Exhaustive (MECE) structures alongside issue trees.
Client Delivery
About this session
This section emphasizes the crucial role of top-down communication, as it serves as the cornerstone of executive interaction. Explore the art of storyboarding, a pivotal step in crafting impactful presentations.
Pre-Case
About this session
This session explores a pre-case study to prepare you for your final case assignment. Obtain the necessary tools and insights for the final case, including a comprehensive briefing and supplementary materials.
WbD Course Format
| Course Prep | - | - | - | Watch trainer intro video | - |
| Week 1 | - | - | - | Live session 2 hours | - |
| Week 2 | - | Live session 2 hours | - | Live session 2 hours | - |
| Week 3 | - | Certification case study approx. 60 min | - | - | - |
The Scientific Models that Govern Recurring Revenue
Business Model
Recurring revenue business models operate on an arc between two extremes: ‘pay upfront’ versus consumption-based. Each point along the arc has implications for sales cycle, win rate, level of risk, and GTM motions.
Data Model
The modern Data Model for recurring revenue is represented as a bowtie, aligning all Revenue capabilities with a consistent set of metrics.
Mathematical Model
The Mathematical Model shows that growth in a recurring revenue business is based not on linear mathematical principles, but on exponential arithmetic.
Go To Market Model
GTM models of Marketing, Sales, and Customer Success are aligned based on number of deals per year and ACV, in order to deliver the best customer experience at the right cost to serve.
Growth Model
Use this model to develop an understanding of what stage a business is in, and at what point it should move to the next stage to accelerate growth and scale.
Operating Model
One consistent Operating Model across Sales, Marketing, and Customer success unites all Revenue teams with a shared language, way of working, and methodology.
See here for the latest course schedule to sign up
Certification
When you pass the case study at the end of the course, you will receive the following industry-recognized certification that you can post to your LinkedIn profile.
Training for 8 or more people?
Contact us to discuss private course options.