S+OP Consulting Group

Every #SaaS company follows the exact same trajectory... Hear me out . . . when I say exact, I mean that they all follow a path along the same Growth Model. The Growth Model (from the textbook 'Revenue Architecture') shows the 12 revenue breakpoints that every #SaaS company goes through. They might not hit them on exactly the same timeline, but these points apply to virtually every company out there. ?? Key insights from the Growth Model: 1. It outlines 12 revenue breakpoints along the S-curve, from Startup to Enterprise stages. 2. It defines 3 maturity phases: Scalability, Sustainability, and Durability, each with distinct metrics and focus areas. ( ? PEG = Profitable, Efficient, Growth) 3. It emphasizes the importance of aligning growth strategies with company maturity, from founder-led growth to achieving profitability. What fascinates me is how this model provides a roadmap for navigating the complexities of growth. It's not just about hitting revenue targets - it's about evolving your entire approach as you scale. This framework provides a clearer path to sustainable growth by highlighting the key challenges and focus areas at each stage of a company's journey. ? Is your organization still applying the same growth strategies regardless of its maturity stage? Or have you adapted your approach as you've scaled? ?? #RevenueArchitecture #SaaS #WinningbyDesign #RevOps via: Winning by Design & ?? Jacco van der Kooij ?? - https://lnkd.in/epA4v2nU

Agree or Disagree: In today's #SaaS journey from #startup to #grownup, three milestones matter most: ?? 1. Product-Market Fit (#PMF) - Validates your solution - Shows people will pay - Usually around $500K ARR 2. Go-To-Market Fit (#GTMF) - Proves you can scale efficiently - Requires $5-10M investment per motion - More critical than most realize 3. Initial Public Offering (#IPO) - Validates market confidence - Enables next-level growth - Brings new challenges ??The common trap? Rushing past PMF to chase #growth, or attempting GTMF before PMF is solid. Eric Goldwater and myself see this all to often in our work at S+OP Consulting Group. ?? Which milestone are you focused on as a scale-up? Are you and your leadership team building the right foundations for efficient, predictable scale? #SaaS #RevenueArchitecture #WinningbyDesign via: Winning by Design & ?? Jacco van der Kooij ?? - https://lnkd.in/epA4v2nU

?? WEBINAR ALERT ?? Join us on Thursday, November 12th at 6pm GMT | 1pm ET | 10am PT for a must-attend session: "Five Forecasting Errors That Can Kill Your Business Performance". Forecasting beyond sales is essential for more accurate and reliable predictions. Learn how to avoid common mistakes that undermine your performance and drive better, more accurate predictions. ?? Key takeaways: 1?? How poor forecasting can hurt fast-scaling businesses 2?? Why focusing only on sales forecasting isn't enough 3?? Strategies to improve your forecasting process for better results ?? Presented by: Clayton Ramnarine, CEO at Una Software Eric Goldwater, Managing Partner at S+OP Consulting ?? Register here and ensure you're maximizing business performance: https://lnkd.in/gryZkW-s #CRO #RevOps #GTM #Forecasting #UnaSoftware #GTMstrategy #Webinar

Join our live session with Una Software to learn how to avoid common mistakes that undermine your performance and drive better, more accurate predictions. Register now??

S+OP Consulting Group Officially Launches to Drive Profitable, Efficient Growth using 'Metrics that Matter' for Growth companies looking to scale, and levels up with the addition of a new Managing Partner, Eric Goldwater. Official Press Release Below ?? #Revops #SAAS #GTM #SCALEUP

Join Una Software at Pavilion's GTM2024 in Austin, TX, from October 14-16. It's your chance to connect with top GTM execs, dive into interactive sessions, and refine your 2025 strategy alongside industry experts. Learn more here: https://lnkd.in/eM3ukwzV

Are your #GTM teams speaking different languages? It’s a common challenge that we see in scaling organizations in today's market, I'm sure a good portion of the founders out there are experiencing it right now... but there is a solution... Introducing The Operating Model from ?? Jacco van der Kooij "Revenue Architecture" textbook—a potential game-changer for aligning your #GTM teams, and creating focus around profitable, efficient growth. (#PEG) ??Key insights for #RevOPs practitioners: 1. It uses the #SPICED framework (Situation, Pain, Impact, Critical Event, Decision) to bring all GTM teams onto the same page. 2. #Impact becomes the universal language, aligning the entire customer journey around measurable outcomes, while helping your GTM teams drive value creation. 3. The Bowtie model provides a standardized approach to metrics, ensuring seamless alignment across departments. ?? What I find fascinating is how this model tackles the issue of incompatible tools and methods head-on. It’s not just about picking the right tools—it’s about creating an integrated system that enables true collaboration across all customer-facing teams. ?? In my experience, this approach creates a clear path to sustainable growth by focusing every GTM effort on delivering real customer impact. ?? There is a complete Bowtie Standard document if you want to dive in like I did, you can find it in the comments below - Enjoy! ? So, is your organization still wrestling with silos and mismatched methodologies? Or have you found a way to drive true interoperability across #GTM functions? ? Let’s chat—how could adopting The Operating Model reshape your approach to customer engagement? Could it be the key to unlocking a new level of efficiency and alignment? ?? #RevenueArchitecture #SaaS #WinningbyDesign #RevOps #unasoftware

Sundays are for football ?? —and for digging into a little #SaaS math ? ? ? ... No need to fear the numbers when you’ve got the right models in place. I've been using ?? Jacco van der Kooij's Mathematical Model from Revenue Architecture over the last few years and it has really changed the way I think about recurring revenue and how to achieve efficient, profitable growth with the organizations I support. Here’s why it’s so impactful: Key takeaways: 1. It outlines two critical growth drivers in the Bowtie Data Model: Acquisition and Retention/Expansion. 2. Acquisition deals with attrition and compounding, while Retention/Expansion blends attrition with accumulation, both crucial for sustainable growth. 3. Even small adjustments can lead to big outcomes—either accelerating growth or causing setbacks. ?? What I find fascinating is how this model highlights the non-linear nature of recurring revenue. It’s not just about stacking wins in a straight line—it’s about recognizing the complexity across the #customerjourney and leveraging it for maximum growth. This approach helps you allocate resources where they’ll have the biggest IMPACT for you and your customers, leading to not just growth but profitable, efficient scaling. In my experience, this framework connects the dots beautifully across all parts of your revenue system, paving the way for long-term success within your #GTM. ? Are you still viewing growth as a simple, linear process? Or have you embraced the complexity and potential of a more dynamic, non-linear approach? ?? The best part? You don’t need to be a math genius to see how these principles can unlock new opportunities for your business. *Here is a great summary video for those professionals looking for a bit more context via Winning by Design: ?? ?? https://lnkd.in/es2s6RzB ?? https://lnkd.in/epA4v2nU #RevenueArchitecture #SaaS #WinningbyDesign #RevOps #SaaSgrowth #unasoftware

A very high percentage of organizations I've had the chance to interact with in the last year are missing this vital piece to their #RevOps strategy... A tried, tested and proven GTM model to drive predictable & sustainable growth. ?? Jacco van der Kooij Revenue Architecture #GTM Model is changing how I think about B2B sales and marketing strategies as a whole. It’s not just about aligning teams or business units—it’s about driving profitable, efficient growth inside your organization. Here’s why I believe it’s so crucial: Key insights: 1. The GTM Model synchronizes marketing, sales, and customer success based on deal volume and contract value, ensuring teams are aligned around the right metrics. 2. It introduces "touch levels" – from No Touch to Dedicated Touch – to optimize how resources are used, ensuring you’re investing the right amount of effort for the right customers. 3. Each GTM motion functions as a unique engine, making it difficult to master more than one simultaneously, which helps focus efforts on what will generate the most value. ?? What’s powerful about this model is how it forces you to move away from a one-size-fits-all strategy. Instead, it enables your go-to-market efforts to directly reflect your product’s value and the needs of your market. This approach not only improves alignment, but also helps ensure that resources are deployed effectively for scalable and sustainable growth. In my experience, this framework lays a stronger foundation for profitable, efficient growth by matching resources to customer needs in a more strategic way. Total alignment in your GTM to maximize customer impact across your customer journey. ? Is your organization still trying to apply the same GTM motion across all segments, or have you shifted to a more tailored, touch-based approach that can drive efficient growth? ?? ?Let’s discuss how adopting the GTM Model could unlock new growth opportunities while making your go-to-market efforts more efficient and profitable. ?? Via: Winning by Design ?? https://lnkd.in/epA4v2nU ?? https://lnkd.in/e9j8NUBg #RevenueArchitecture #SaaS #WinningbyDesign #RevOps #unasoftware

This may be an unpopular opinion with some in the #saas ecosystem - However... The traditional sales funnel has had its time, and it's also time to move on from the traditional way we look at the customer journey with our #GTM and #RevOps teams. ?? Jacco van der Kooij Bowtie Data Model, outlined in Revenue Architecture, offers a much-needed new perspective for recurring revenue businesses. ?? This isn’t just an upgrade—it’s an entire shift in how we approach the entire customer journey, because as we know, GTM Efficiency = IS the success metric moving forward. GTM alignment is critical for uncovering a few things including: Predictability, Repeatability, Profitability, and ultimately Scalability in our businesses. This allows us to achieve what Sam Jacobs of Pavilion has coined as PEG (Profitable - Efficient - Growth). Key insights from the Bowtie Model: 1. It extends beyond the initial sale, covering stages like Mutual Commit, Onboarding, Adoption, and Expansion. 2. It emphasizes the long game—customer retention and expansion matter just as much as acquisition. (NRR) 3. The model introduces a unified data structure that lays the foundation for using AI to drive revenue growth. What strikes me most is how the Bowtie Model addresses the blind spots of the old funnel, especially for subscription-based and SaaS businesses. It’s not just about getting new customers; it’s about sustaining and growing those relationships over time. ?? ?Are you still relying on outdated funnel metrics, or have you transitioned to a model that values the full customer lifecycle? ? Are you focused only on new business, or are you measuring success by retention and expansion too? ?? ?? Let’s talk. How could adopting the Bowtie Model transform your growth strategy and reshape your approach to success? #RevenueArchitecture #SaaS #Revops Via: Winning by Design ?? https://lnkd.in/epA4v2nU