Jobs To Be Done is a framework that puts your customer’s at the heart of product and company design.

Your customer’s hire products and services to serve their needs and JTBD helps you understand how best to meet these needs.

Physical cards aid your lateral thinking and iterative design in a way that digital tools cannot.

Uncover how founders and investors can design scaled GTM teams with these org chart playing cards.

Back in 1954 the McDonald brothers abstracted their restaurant from the physical building to help them design a system that could get food to customers in 30 seconds instead of 30 minutes.

Here’s how they did it with a tennis court and some chalk

After P&G’s 2005 acquisition of Gillette they used their customer obsession to design and build a market winning razor for the Indian market.

Learn how they approached it and how listening to customers is not only for seed stage businesses.

RevOpsCharlie Org Chart Playing Cards are ideal for Series A founders, or VCs investing in Series A to help plan out your GTM function as you scale it from 15 to 70.

Check out the unboxing and find out how to get your pack.

OpenView’s 2023 Product Benchmarks Report is out, providing metrics from 1,000 respondents across the PLG lifecycle.

Access the report and see my highlights in this article.

Marketplaces are tough - instead of one customer you have two and sometimes three.

Here are five lessons that I learned running a babysitting platform for six years that can be applied to your own marketplace.

RevOps is often seen as a tactical internal supporting role to the marketing, sales and customer success leaders.

Instead I see Revenue Operations as a strategic role and propose a way of repositioning as revenue development.

Having found Product Market Fit and raised Series A, now is the time to re-assess your current and future customer segments and develop unique value propositions to support their individual needs.

Looking outside in from your customer’s perspective using a Business Model Canvas helps your team define new ways of delivering value to customers, or refining your current model.

Here’s how the workshop guides your team’s thinking.

I look at the top charts from the latest Frontline Ventures European Expansion report.

Find out when top performing US companies make the move to Europe, where they come to, and how the staff their teams when they arrive.

Customer interviews typically focus on the user or the administrator of a product.

As you scale into the enterprise, new products or new geographies there are three other important influencers to speak with.

Scaling from $10m to $30m ARR requires an increased focus on predictability and repeatability as you open international offices and launch new products.

In this article you’ll learn how expanding your Revenue Operations team is a critical factor on your journey from Series B to Series C.

RevOps is a new term. 90% of senior executives can’t explain exactly what it is or how it can improve their business.

Here are five key ways RevOps directly affects the CEO role as you scale your business.

Scaling your business from $3m to $10m ARR is an entirely new challenge as you move from experimentation to driving predictability and repeatability in your Go To Market teams.

In this article you’ll learn how Revenue Operations is an essential component on your journey to Series B.

Inertia slows businesses down, with bottlenecks, slow decision making and paralysis.

Here are five ways to stamp out inertia and accelerate your growth.

Don’t just launch an SDR model because that is what you see other companies doing.

In this post I’ll walk you through the total cost of an SDR and balance that against the value of the leads they’ll add to your pipeline.

Professional Services companies have a different terminology to describe the phases of their customer journey.

I use this version of the Revenue Acceleration Flywheel for services firms.

Product Led Growth is excellent as driving individual and small team purchases. At some point human sellers are required to support Enterprise usecases. In this post I look at two deep dives on the topic from Atlassian and Amplitude.

Revenue Operations and RevOps are easily confused - one focuses on the overarching strategy to accelerate scalable and sustainable revenue, and one focuses on the data, processes and systems that support that strategy.