About the Course
Understand the fundamental principles of recurring revenue and how to align all Revenue functions (Sales, Marketing, CS) under one operating model with a consistent language. Learn how to implement the specific frameworks that can be applied to your recurring revenue business to achieve sustainable growth.
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:
- 12 hours LIVE instruction; six 1.5-hour sessions + half-hour optional Q&A
- 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.
Curriculum
Learners engage with their certified Trainer in an experiential learning format, with 12 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.
The Revenue Model
About this session...
Discover the three distinct monetization strategies: ownership, subscription, and consumption. Learn how each strategy operates based on different revenue principles, from upfront payments and periodic subscriptions to usage-based consumption.
The Data Model
About this session...
Explore the data model that spans the entire customer lifecycle. Transform the classic marketing and sales funnel into a holistic framework that emphasizes customer impact from acquisition through long-term engagement.
The Mathematical Model
About this session...
Gain insights into the engineering blueprint of the revenue system. Identify how revenue behaves under various conditions and uncover the sophisticated nature of a recurring revenue engine through mathematical principles.
The Operating Model
About this session...
Learn about the blueprint for scaling your business. This session emphasizes the necessity of standardized data models, a unified language, and a uniform methodology across the entire customer journey to ensure cohesive operations.
The Growth Model
About this session...
Navigate the key stages of growth in a recurring revenue business. This session will guide you along an S-curve, helping you identify critical revenue breakpoints and providing a roadmap for managing growth complexities and preparing for future phase shifts.
The GTM Model
About this session...
Identify how to combine the efforts of all customer-interacting functions, including marketing, sales, and customer success. Explore various go-to-market motions to optimize your customer engagement strategies.
WbD Course Format
| Course Prep | - | Watch trainer intro video | - | - | Online learning 30-45 min |
| Week 1 | Live session 2 hours | Online learning 30-45 min | Live session 2 hours | Online learning 30-45 min | Live session 2 hours |
| Week 2 | Live session 2 hours | Online learning 30-45 min | Live session 2 hours | Online learning 30-45 min | Live session 2 hours |
| Week 3 | Online learning 30-45 min | Certification exam approx. 60 min | - | - | - |
The Scientific Models that Govern Recurring Revenue
Revenue 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.
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.
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.
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.
See here for the latest course schedule to sign up
Taken by employees at
Trained on this course to date
What our learners say
Understanding that in order to expose massive gains one has to leverage disproportionate impact, the Mathematical Model (one of six key models covered in this course) empowers organizations to identify and isolate incremental variables, make small improvements on each one of those variables, and expose exponential impact to their revenue engine. One of the many key takeaways from this great course.
Ian Westbrook
Sr. Director, GTM Process Strategy & Design | DocuSign
DENVER, COWinning by Design implemented a unified framework for success and up-leveled our whole sales team. After completing the training, the team now has a go-to framework on how to run essential aspects of the sales cycle.
Scott Dimond
Account Executive | Asana SAN FRANCISCO, CAWe dove into several data models - including real-life examples, and explored unique perspectives on recurring impact as well as fundamental methods for sustainable growth. Looking forward to putting new insight into practice.
Katy Todd
Manager, Business Development & Operations | Saltmine BOSTON, MAThis course teaches Revenue Leaders how to architect revenue in order to achieve sustainable growth, explaining the fundamental principles of recurring revenue, the specific frameworks I can use across all revenue functions (Sales, Marketing, CS, Account Management), and how to apply them to my business.
Gregg Nelson
Senior Manager | Socure DENVER, COGoing into this class I wasn't sure what to expect out of it other than a general framework of RevOps. I came out with a wealth of knowledge about RevOps and most importantly how to recognize areas of improvement and practical ways to implement change for success.
Rachel Rozen
Group Leader | Pavilion NEW YORK, NYCertification
When you pass the exam 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.