Kris Rudeegraap

💥 Excited to announce our new partnership with the pioneers of revenue architecture!   🚀 Winning by Design 🚀   Winning by Design distills the entire recurring revenue operation into 6 essential models and we’re joining forces to bring their trusted frameworks and concepts directly into the MultiplyGTM revenue planning platform.   What does this mean for revenue leaders?   📊 Determine optimal revenue paths from startup to grownup. 💰 Model the precise impact of new acquisition, retention and expansion sales on your ARR goal. 🎯 Pinpoint the key drivers to achieve predictable revenue growth.   “As soon as I saw what MultiplyGTM was doing with GTM planning, I knew it made absolute sense to bring them on board as a partner given our common DNA of wanting to bring science to the discipline of GTM planning. Embedding the Revenue Architecture Framework models into the MultiplyGTM software platform is a big step in achieving this.”   -🐶 Jacco van der Kooij, Winning by Design Founder   We're thrilled to play a part in shaping the future of revenue and GTM planning alongside the visionaries at Winning by Design. #RevenueArchitecture #RevenuePlanning #GTM #RevOps

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I was recently asked, can a SAAS org get to $10M in Revenue with just 5 sales reps (on $10K ARR). The answer is yes. The better question is how will we get enough pipeline to furnish the demos required per rep per day to hit that Rev target. That is the question, and the riddle that ails most orgs. My suggestion? •Back into your pipeline numbers needed for $10M •Back into your baseline pipe generation today •Identify your pipeline gap •Assign gap % ownership via department: Sales, Marketing, partners, referrals, etc... •Then get insanely creative to generate enough leads to make those demos happen! Some levers to consider: Increase ARR, Increase Conversions, Buyer ready lead pools, Freemium, Pricing structure, SDR's (inside/outsource), Demo offerings, VAR's, ICP/PMF, co-selling Partnerships, etc... There are a million things go consider. But it really comes down to identifying the gaps, assigning department ownership, and giving those leaders autonomy to get creative, and to provide potential solutions to make it happen! This is a great exercise for all orgs to do, as it also will flush out a lot of opportunity gaps in your current pipeline gen efforts. Which means you will find plenty of areas for improvement as you flush out your pipeline economics. If you are in this growth quandary; ping me, as Ive done it the right way and the wrong way, and am happy to share my experience there. Enjoy!

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True or False: You should scale sales quickly after achieving product-market fit? From my POV, this one’s false. Before you can scale your sales team, you need to spend some time in action with your customers. You need to learn from them, relieve friction, and craft repeatable GTM processes. In other words, when you build without laying the proper foundation, customers and deals can fall through the cracks. Do you agree with Sales Myth #10? Please let me know in the comments! #Sales #GTM #GoToMarket

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Great conversation with Joey Brodsky! Definitely one of the sharpest guys I know. I love his passion, drive and unique perspectives. I have followed his podcast for a long time and was super happy to be able to be a guest. I will share more insights from our time together but wanted to post a quick thank you to Joey and share the episode. #NextGenSales

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The GTM Podcast just hit the top 1% of podcasts! I'm honored to be among their top 25 listened to episodes, particularly humbling when listed among names of so many world class GTM minds like Lars Nilsson, Eric Gilpin, Samantha McKenna, Katrina Wong, Ang McManamon, Adam Schoenfeld, and so many more. GTMfund has assembled some of the best minds in GTM, be sure to check out GTMnow to learn from their experiences. If interested, I talk about building teams and cultures and managing through different stages of growth —— you can find a link to the podcast in the comments below.

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Top H1 takeaway from QBR's about our Rev Org: "We're an ecosystem, not a hierarchy." (h/t Alexandra B.) We collaborate, everyone's voice matters, and we strive to put people in roles they love so they can be madly successful. Hearing this statement was validation that what we are building in the Revenue Org at LibraryPass is unique, and scalable, and contagious. And we have roles coming soon! So if you're interested in being part of an ecosystem, let's chat. Here's to an even better H2!

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As Hugh Hopkins and I are building 42ai, we're acutely aware that up until recently the trajectory in GTM tech has been veering exclusively to "market consolidation". Acquisitions like Hubspot -> Clearbit, Clari -> Groove or companies like Gong going full DIY are aimed at winning more wallet share and 'proving' market leadership... But more wallet share + market leadership for vendors doesn't always translate into whats good for the end customer and there are a lot of things we're not so keen on about this approach: 🔴 These companies want to own as much of their particular GTM Activity/Process as possible making them incredibly sticky 🔴 They roll out/acquire more functionality to achieve this and let's face it, it's rarely as good as the initial product 🔴 This not only locks you into their way of working, but is likely wrapped up in expensive per seat billing 🔴 And for a long time after implementation the data and insight these platforms capture only benefits the target persona in their own "walled garden" 🔴 Quickly these tools become inflexible and adapting them to the nuance of your business requires data and ops resources or manual workarounds 🔴 And maximising results is often about adding more headcount and functionality/features For post-sale productivity software in particular (gainsight, catalyst et al) these problems are particularly challenging because by this stage of the customer lifecycle, every company operates very different internally. That's why there are a gazillion top of funnel software tools out there today and just a few post-sale platforms. But there is another way... 🤠 There are a growing number of companies who believe in a different approach (Clay, Attio, 42ai as examples). A way where low cost of ownership gives access to highly adaptable workflows (AI or otherwise), leverages real-time data, and integrates with best in class tools so you can make the most out of your existing stack. All without tying you in to paying for seats or functionality you don't need. For the next phase of GTM Tech, more consolidation is not the default way forward - it has many downsides. While change may be slow initially, for some use-cases and segments of the market, value will shift away from these platforms into usage-billed workflows that address a wider number of vertically integrated problems - at a fraction of the cost of traditional saas. Try as they may, incumbents will struggle to go there...

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