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Advisors

Fiona Chiu

Favorite quote:

"All models are wrong, but some are useful."-George Box

Ask me about:

- Data Visualization & Analytics, Operations Research (statistical methods like Regression analysis), Finance (forecasting & revenue modelling)
- Metalsmithing, hikes & food spots in Vancouver

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My key areas of expertise

Revenue Architecture - Bowtie Data ModelRevenue Architecture - Growth ModelRevenue Architecture - GTM ModelRevenue Architecture - Operating ModelGTM - Ideal Customer Profile (ICP)GTM - SaaS Benchmark MetricsGTM - SaaS Roles and Org DesignGTM - Team CompensationGTM - Sustainable GrowthRevenue Enablement - Sales Enablement Technology IntegrationCRM TrackingKPI DefinitionAdvance Data Analysis & Modeling

Some of my clients

My Key Points

  • There are various breakpoints along the revenue growth curve. Where we see a lot of companies failing (lately) boils down to 1) insufficient Data Model, 2) misaligned GTM model, and 3) lack of repeatable process.
  • The data foundation is often overlooked when companies are starting to grow, as the benefits of a customer-centric data model and the commitment to tracking is not immediate. For early stage Revenue leaders, do not miss the opportunity as this will serve you in the long run.
  • For Revenue leaders who have been growing really quickly: While data is important for decision-making, there’s also an opportunity cost of waiting. Tackle the data foundation concurrently with ensuring your GTM motion is aligned with your best-fit customers.
  • For Revenue leaders trying to scale: Remember, “process turns humans into engines”. If you want consistent, repeatable and scalable outputs, first figure out what works, coach to drive consistency in behaviour, and leverage insights to make adjustments.

Certified to teach

Bowtie Analytics
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