Some of our Revenue Enablement Architects
Areas of expertise: Customer Success as a profit center, scaling teams, Customer Success org design, Renewal & Expansion motions
Areas of expertise: Opportunity management, account planning, Customer Success execution, change leadership execution
Areas of expertise: Growth capacity modeling, revenue org design, incentive compensation modeling
Certified in: Revenue Architecture
To make it stick, visualize it
The most effective way to make a new process stick is to make it come to life. Everything we teach is brought to life in visual blueprints, active role-plays, and processes that your reps will actually use.
Data informs decisions
Well-defined metrics lead to effective decisions; ensure you have the right metrics to support decisions and promote continuous improvement.
Any processes rolled out to the team should be simple, elegant, and visual.
TIght feedback loops
To foster continuous improvement, set up a system to keep Revenue Operations, Enablement, and Revenue leadership tightly connected.
Research & Insights
The SPICED Framework
The customer-centric framework that was purpose-built for recurring revenue.Read More
An Operating Model for Recurring Revenue businesses
There are plenty of sales frameworks out there, but no cohesive operating model for how recurring revenue businesses can achieve sustainable growth. Until now... Watch to learn: - the key principles of recurring revenue that all revenue leaders should understand, - how to align the functions of Marketing, Sales, and Customer Success using one consistent open standard - the fundamental principle of recurring impact, and what it means for how recurring revenue businesses operate Also see where you can sign up to download the Open Standard templates, all based on lessons learned from working with recurring revenue businesses over the past 10 years.
Calculate your target account list
Factoring in deal size, resources, and complexityRead More
Explaining non-linear sales processes
We are seeing that the classic sequential sales processes, often stage-based processes, no longer accurately reflect the way a client is buying, and as a result we are delaying the buying process.
Get insights from deal analysis
Finding patterns from deal analysisRead More
How to diagnose
Using questions to focus on the customer’s pain points.Read More