Revenue Architecture - Winning By Design

Mar 4, 2024

Function: Sales Leadership

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Overview

In this course, offered to Pavilion Executive members by our Partner, Winning by Design, you'll learn the fundamental principles of recurring revenue and how to align all Revenue functions (Sales, Marketing, and CS) under one operating model with a consistent language. You'll also learn how to implement the specific frameworks that can be applied to your recurring revenue business to achieve sustainable growth.


To register for this course, select an available session. Our partner, Winning by Design, will follow up with instructions for how to access the video conference. Please do not add the course sessions to your personal calendar until you receive an invitation directly from our partner to ensure that you receive the most up-to-date conference links. Review the Revenue Architecture FAQ to answer quick questions regarding the course.

Designer Bio

Beth Yehaskel  is an Executive Coach trained via the Hudson Coaching Program, and she works with professionals to clarify career goals, identify challenges to achieving those goals, and/or to develop a better sense of how they show up in the workplace.


As a Revenue Architect, Beth also consults for Recurring Revenue companies to help identify challenges to growth and find ways to optimize revenue.

Information

Who Should Take

This course is recommended for revenue leaders, including the CRO, the VP or Director of Sales, Marketing, or Customer Success, or the Head of Revenue Operations. This course is also ideal for senior individual contributors in the revenue organization who are on a path to rise to a leadership role and want to learn the skills they need to succeed as a leader.

Results to Expect

This course teaches how to architect your revenue in order to achieve sustainable growth. In each session, the instructor will explain the fundamental principles of recurring revenue, the specific frameworks you can use across all revenue functions (Sales, Marketing, CS, Account Management), and how to apply them to your business.

Homework, Assignments, or Expectations

No

Attendance Requirements

When you pass the exam at the end of the course, you will receive the industry-recognized Mastership in Revenue Architecture certification that you can post to your LinkedIn profile.

Outline

Session 1

The Revenue Model & Data Model


This session explains the first principles of recurring revenue in B2B, including the revenue model and how it impacts the sales cycle. This session also covers the Bowtie Data Model, with the stages and metrics from awareness through to acquisition and expansion.


Session 2

The Mathematical Model


This session reviews the mathematical principles behind different types of growth, and how to apply the metrics in the Bow Tie Data Model across all revenue functions to measure success.


Session 3

The GTM Operating Model


Here we review how to think about the different types of GTMs across Marketing, Sales, and CS, and how to select the right model for your business based on a few key factors.


Session 4

The Growth Model


In this session, we cover the key stages of growth in a recurring revenue business, and how to determine not only where your business currently stands but also where it's heading. This model will help you align your resources and optimize for future scale.


Session 5

The Operating Model & Action Plan


This session covers the holistic customer-centric operating model that powers recurring revenue businesses, and the importance of aligning it across the entire GTM team. Here you will learn the model's key elements, and how to pull it all together to align the Bow Tie, Impact, and SPICED across your GTM strategy.

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