Book · 556 pages

Revenue Architecture

Jacco van der Kooij · Winning by Design Paid Advanced

The most systematic treatment of recurring revenue as an engineered system rather than a set of departments, with 250+ blueprints you can lift. For leaders building the engine, not for someone still finding the first ten customers.

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It answers 5 questions

  1. How do I turn the thing that worked when I did it into an engine someone else can run?
  2. Do we need to create a new category, or should we position inside one that already exists?
  3. What do the very best GTM teams do that everyone else does not?
  4. What separates a great VP of Sales from a merely good one?
  5. What does world-class RevOps look like, and when does a company actually need it?

Read with it

  1. Podcast · ~85 min Building a world-class sales org Jason Lemkin
  2. The argument for treating positioning as iterative and cross-functional rather than a one-time launch decision, which is what... aprildunford.com Article · ~8 min read Everything You Know About Positioning Is Wrong April Dunford
  3. A rare account of the specific moments a GTM changed shape, from narrowing to cold email agencies, to reversing the demo, to... First Round Review Article · ~25 min read The GTM Inflection Points That Powered Clay to a $1B+ Valuation Varun Anand
  4. Names both failure modes of the founder-to-first-hire handoff, holding on too long and letting go too early, with input from... First Round Review Article · ~20 min read This GTM Leader Crowdsources Early Lessons From Stripe, Figma and More Meka Asonye
  5. A concrete checklist for the first closer hire: close 10 to 20 yourself first, hire scrappy over pedigreed, and expect a deal... SaaStr Article · ~6 min read Dear SaaStr: How Do I Make Sure My First 1-2 Sales Reps Are Strong? Jason Lemkin
  6. Draws the line between RevOps and SalesOps in terms of scope, metrics and tactics, which is the distinction people applying for... Clari Article · ~10 min read Revenue Operations vs. Sales Operations: A Complete Guide Clari
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