Eric Turner’s Post

In a modern recurring revenue business, it is impossible to scale without treating growth with a scientific approach. After diving deep into the science of scalable, sustainable revenue growth with the great 🚁Roee Hartuv, I'm excited to share that I've earned my certification in Revenue Architecture by Winning by Design — a framework that redefines how businesses can thrive in today’s recurring revenue world. 🚀🚀 Here’s what this means for a recurring revenue business: 💡 Customer-Centric Strategies: It’s all about creating value across the entire customer journey. 📊 Data-Driven Decisions: Using key metrics to optimize sales and revenue operations. 🎯 Scalable Processes: A blueprint for driving predictable, recurring revenue with efficiency. 💼 The Bow Tie Funnel: Think beyond the close—focusing on customer success, expansion, and long-term growth. As a strong advocate for aligning sales, marketing, and customer success, I'm excited to bring this cutting-edge knowledge to the table to help businesses grow and succeed in today’s dynamic marketplace. 🔑 Ready to accelerate growth? Let’s connect and explore how Revenue Architecture can transform your sales and customer success strategies! #RevenueArchitecture #WinningByDesign #CustomerSuccess #SalesLeadership #GrowthMindset #RecurringRevenue #SalesEnablement #SaaS

"The more things change, the more they stay the same." This is the motto of SaaS go to market teams in general, and of Customer Success in particular. On the one hand, there is no one-size-fits-all strategy in Customer Success. When thinking through the specifics of how you approach CS challenges, the right answer is usually "It Depends". Especially when it comes to Scaled CS. Don't blindly apply what worked at one org in another, and don't just implement everything you read on LinkedIn. Think through the specifics of your business, your product, your team, your customers, and the current macroeconomic climate. This is harder than following someone else's pre-made playbook, but it results in stronger outcomes that work for YOUR organization. The broader market is constantly changing, and so your strategy must adapt. BUT... Underlying business fundamentals do not change. The need for businesses to pursue profitability does not change (we all have seen that the past few years). As you experiment and iterate in Customer Success, make sure to sharpen your business acumen so you can ensure you are mindful of the underlying business fundamentals that are impacted by your decisions. Things like how your teams' actions contribute to Customer LTV, second order revenue, NRR, GRR, revenue recognition, profitability, etc. Things like measuring the profitability of your actions and "cost-to-serve" when throwing a person at a problem or when weighing how much money you make from a particular customer. Things like what financial levers you can pull when negotiating with a customer to minimize revenue impact for your business. As a SaaS Customer Success leaders, the challenge is to iterate and experiment in the areas where "It Depends" is the answer, while operating in a manner that improves the business's underlying metrics. Nailing that combo will help with having a seat at the table as a go to market leader, and empower you to dynamically lead your team through your unique challenges. Like Bon Jovi said... "The more things change, the more they stay the same." #SaaS #CustomerSuccess #Leadership #RevenueGrowth

Landing and effectively growing customers can be a game-changer for your business and results. So, if you want to effectively create a Land & Expand motion in your business 👇🏾 You will need to create a systemic approach. From initial lead to first close to growing the customer. Not a linear deal cycle, but orchestration. 𝐇𝐨𝐰 𝐭𝐨 𝐝𝐨 𝐢𝐭? One way to effectively do this is to use the 𝐋𝐄𝐏 𝐅𝐫𝐚𝐦𝐞𝐰𝐨𝐫𝐤 (Land - Expand - Power) that I created. 𝐇𝐞𝐫𝐞 𝐚𝐫𝐞 𝐭𝐡𝐞 𝟗 𝐛𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐛𝐥𝐨𝐜𝐤𝐬 𝐨𝐟 𝐭𝐡𝐞 𝐟𝐫𝐚𝐦𝐞𝐰𝐨𝐫𝐤 𝐚𝐧𝐝 𝐲𝐨𝐮𝐫 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐲: ✅ Line of sight ✅ Size of Deals ✅ Deeper value ✅ Decision Tree and Process ✅ Trust ✅ Thought Leadership ✅ Entry & Scaling Points ✅ Internal company buy-in ✅ Go-to-status. 𝐘𝐨𝐮 𝐰𝐚𝐧𝐭 𝐭𝐨: 1️⃣ Map out, define, and analyze the sub-categories in each bucket. 2️⃣ Create your plan. 3️⃣ Structure your team and resources around that plan. 4️⃣ Set your methodology and your tangible goals. Want more on the LEP framework or best practices on making your team succeeded with land & expand strategies? Feel free to DM me or AMA in the comments! **** 🛎️ If you enjoy my content, follow me Haydar Al-Saad ♻️ Repost to share with your network #customersuccess #cs #landandexpand #saas #revsetter

The era of “growth at all costs” is over! In 2024, revenue leaders are crafting a new playbook focused on efficient and profitable growth. In a recent study, 20% of RevOps leaders reported encountering pipeline-related challenges such as generation, velocity, and reliability. As Rex Galbraith, Chief Revenue Officer of Consensus, noted, “Net new business is more difficult to acquire than a year ago.” RevOps practitioners also highlight poor process alignment, issues with data quality, and difficulty generating insights quickly as the most pressing topics. Moreover, 64% of leaders expect their budgets to either remain flat or decrease in 2024. This means RevOps teams must be more effective with less. It’s crucial to focus resources where they are needed most. So, RevOps Teams should focus on this three areas: 1. Identify and Fix Key Processes: Focus on the processes that bring the most value to customers and ensure they are efficient. 2. Improve Data Quality: Invest time in enhancing data accuracy and reliability. 3. Automation Until First Meetings: Implement automation to streamline processes up to the first customer meetings. On the third point, I recently shared a study from HubSpot emphasizing the necessity of in-person meetings for closing deals. (see in comment) By concentrating on these areas, RevOps teams can drive growth efficiently and effectively in 2024. Let’s embrace efficient growth and innovation in 2024! #RevOps #GTM #RevenueGrowth #BusinessStrategy #2024Goals For more insights, check out the full report in the comments.

I love this book!... But how does it really help? Here are my thoughts: Treat your GTM strategy as a single, cohesive operating system. Marketing, Sales, Partnerships, Implementation, Customer Success, and Expansion aren’t separate silos—they’re interconnected levers driving scalable growth. 🚀 Speed Wins in SaaS Without a unified GTM system, friction between teams slows down time-to-value. - Revenue architecture emphasizes creating "frictionless systems" where information, processes, and tools flow seamlessly. - When GTM teams share the same playbooks, data, and goals: Deals close faster, onboarding accelerates, expansion become predictable. 📈 Alignment Drives Metrics That Matter A cohesive GTM strategy aligns every team on shared metrics. - Unified teams see a 200%+ improvement in customer retention rates because every department is accountable for delivering value. - Companies with streamlined onboarding experience up to a 40% reduction in churn. 🤯 Obsess Over Obsessing Over Customers.....Always! Recurring Impact = Recurring Revenue - A siloed GTM approach might get customers "live," but a unified system makes them sticky—advocates who expand and refer others. - When every team obsesses over obsessing over customers, it contributes to long-term growth. 🤝 Scalable Growth Requires Systems "You don’t rise to the level of your goals; you fall to the level of your systems." - A GTM operating system ensures every team works toward the same outcome, eliminating duplication, miscommunication, and lost opportunities. 💭 My Biggest Takeaway: Everyone wants to accelerate growth. If your teams aren’t fully aligned, you’re leaving growth on the table. Book Credit: Jacco van der Kooij

Looking to future-proof your revenue? This is a webinar you can’t afford to miss: Crafting a Less Human-Dependent Playbook 🗓️ Sept 25
 🕒 5PM CET, 11AM ET 
 Join Kristi Faltorusso, 🐶 Jacco van der Kooij, Patrick Trümpi and Erdem Gelal as they uncover insights on automating your buyer journey. What to Expect: ✅ Common pitfalls in playbook execution & solutions  ✅ Fixing error prone processes via automated workflows 
 ✅ Building a revenue stack to last Follow the link to reserve your spot & get the recording.  Registration Link: https://lnkd.in/ddeHRKHS

🚀 Unlocking Success with Pareto's 80-20 Principle 🚀 As an IT SaaS solutions Business Development Specialist, understanding Pareto's 80-20 Principle has been instrumental in shaping my approach to strategy and maximizing results. 📈 🔍 What is the 80-20 Principle? Also known as the Pareto Principle, this rule suggests that roughly 80% of outcomes come from 20% of efforts. In business, it means that a significant portion of your results often stem from a minority of your activities. 🎯 Applying the 80-20 Principle to IT SAAS Solutions: In our industry, this principle rings especially true. By identifying the vital 20% of features or functionalities that drive 80% of user satisfaction or revenue, we can prioritize our efforts effectively. Whether it's refining key features, optimizing user experience, or focusing on high-value clients, understanding where to allocate resources is paramount. 💡 Leveraging the 80-20 Principle for Success: 1️⃣ Focus on the Vital Few: Identify the critical few areas that drive the majority of your success. Whether it's customer segments, product features, or marketing channels, prioritize resources accordingly. 2️⃣ Continuous Evaluation: Markets evolve, and so do customer needs. Regularly reassess where your efforts are most impactful and adjust strategies accordingly. 3️⃣ Empowering Innovation: By freeing up resources from less impactful areas, you can foster innovation and experimentation, driving long-term growth and adaptability. 💬 Share Your Insights: How do you apply Pareto's Principle in your industry or role? I'd love to hear your thoughts and experiences in the comments below! Let's unlock the full potential of our efforts and drive meaningful impact together! 💪 #BusinessStrategy #ParetoPrinciple #Efficiency #SuccessMindset

Earlier this week, Satya Nadelle said this about the importance of process: "I've been going to school on learning a lot about what happened in industrial companies with lean. I mean, it's fascinating. They're all GDP-plus growers. It's unbelievable. In the nineties, we had this whole business process re-engineering. I think it's back in a new way where people who can think end-to-end process flows and say, Hey, what's the way to think about the process efficiency? What can be automated? What can be made more efficient?" - Satya Nadella on the BG2 Podcast at 50m28s GTM is a process, and its time to treat it as a process (vs. art). Below are some takeaways of the key principles of Revenue Architecture by Cam Harold that provide an insight into what I mean by "treating GTM as a process." Thanks to Cam for his unsolicited review.

Announcement: Upcoming SaaS Growth Workshop Without a solid foundation, you might find yourself continually spending money on problems without seeing long-term results. So next week, on July 18th at 12 PM afternoon, I'm teaming up with Georgi Furnadzhiev for an exciting workshop designed to sharpen your SaaS growth process! During the workshop, we will cover: 1. How to build a winning experimentation program 2. Formation of winning growth team 3. Balancing micro vs. macro experiments ...and so much more! Our workshop is specifically tailored to benefit SaaS heads of marketing or growth from companies with over 10 employees looking to accelerate their experimentation program results. However, CEOs of companies with 10 or fewer employees aiming to maximize their growth strategies can also attend. So, sign up for this exclusive workshop here on https://lnkd.in/d2kkzaFX to block your calendar. Remember to stay until the end for an interactive Q&A session and discover various growth tools that can take your business to the next level. #growth #experimentation #b2bsaas

🔎 Driving GTM Efficiency: A Case Study At Winning by Design, we love seeing our frameworks come to life in the real world! Here's a quick look at how a mid-sized SaaS company turned chaos into clarity: ⭕ Situation: A mid-sized SaaS company faced challenges with its Go-To-Market strategy. Attempting to operate across multiple GTM motions—self-serve product-led and dedicated enterprise sales—led to inefficiencies and misalignment between marketing, sales, and customer success teams. 🔴 Pain: The lack of a cohesive strategy resulted in: - Overextended resources with unclear ROI - Complex processes that confused teams and customers - Disjointed collaboration across teams These issues diluted the company’s focus, slowed their ability to scale, and hindered both sales acceleration and customer success. 🟢 Impact: By adopting Winning by Design's GTM framework, the company streamlined their approach, consolidating efforts into two motions: 1️⃣ Low Touch: for high-volume leads 2️⃣ High Touch: for strategic accounts The results? 🚀 30% increased efficiency in lead conversion 🤝 Stronger collaboration and resource alignment 📈 Improved retention, faster time-to-value, and scalable growth The key takeaways? Carefully selecting and refining your GTM motions can dramatically boost efficiency and effectiveness, setting the stage for sustainable growth. #GTMStrategy #RevenueArchitecture #RevenueFactory #CaseStudy