Your year end will consciously and subconsciously drive your team and your customers to change their behaviour.

Learn how your year end can affect your bookings month by month and why large SaaS companies choose January.

The Jobs To Be Done framework helps revenue leaders to understand your customer’s view of the world as they purchase, expand, renew or churn from a product like yours.

In part 2, you’ll learn how to build a strategic customer interview process.

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.

Tech companies are suffering from lack of pipeline - and even the best sellers can’t close pipeline they don’t have.

Here are ten things you can do today to fill your pipeline up quickly.

Sales interviews rarely teach you anything about how a candidate will really work.

Instead of asking them what they have done in the past, ask them to show you how they will work in the future.

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.

Most vendor content is like my singing. Pitchy.

A content pyramid helps you categorise your content and ensure that you create value for your buyers by imaging a world in which your company and products didn’t exist.

Figuring out the best way of reaching your target customers is critical to building out your revenue engine.

Post Series A you’ll have new customer segments and new personas and the Bullseye framework will lead you to the most effective channels.

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.

Don’t rely on your AEs to build and maintain customer segment knowledge. When they leave that knowledge walks out the door.

In this article you’ll uncover how to build institutional customer knowledge that supports your marketing and sales teams into the future.

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.

Gartner just published their 2023 Software Buying Trends report and it provides valuable insight to revenue leaders.

I pick my highlights and share access to the full report.

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.

At the start of the buying process buyers rely on peers, analysts and review platforms.

As they move into solution design and validation they rely on vendor architects and technical resources.

Let’s look at how you match your GTM motion to support them.

G2’s Buyer Behavior Report highlights that buyers are continuing to spend, but that they are focused on getting a return on that investment within 6 months.

I look into this and more of the findings from the report in this article.

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.