GTM Science - A show for GTM and RevOps leaders Optimizing GTM Using the Revenue Factory Model – Webinar Recording
You have no control over revenue growth if you can't see what's happening in your business.
In this recording of our Revenue Factory Webinar hosted by Union Square Consulting and Growblocks, Mallory Lee (SVP of RevOps Strategy at USC) and Tony Holhbein (CEO at Growblocks) discuss how B2B SaaS companies can optimize their go-to-market strategies using the revenue factory model.
They explore the complexities of creating a streamlined revenue operation, including the importance of understanding supply and demand dynamics and managing multiple customer journey lanes. They also examine the dangers of a blended funnel (Simpson's Paradox) and emphasize the need for clear, segmented funnels to improve efficiency and revenue outcomes.
The conversation is filled with practical advice, including implementing effective tech stacks and ensuring strategic alignment. Real-life examples and best practices are shared, offering insights on how to avoid common pitfalls and achieve better pipeline management.
Watch the full webinar on YouTube here!
01:06 Introducing the Revenue Factory Model
02:25 Visualizing the Revenue Factory
05:18 Complexities of the Revenue Factory
08:35 Multiple Production Lines in Revenue Operations
11:36 Efficiency in Production Lines
16:56 The Danger of Averages and Unblending the Funnel
24:38 Understanding Supply in Revenue Operations
26:15 Balancing Supply and Demand in Sales
27:16 Optimizing AE Utilization
20:20 Challenges of Scaling Sales Teams
31:16 Strategic Capacity Planning
33:02 Defining the Factory's Purpose
34:40 Steps to Achieve Product-Market Fit
36:17 Adapting Processes for Growth
41:01 Case Study: Nylas
45:34 Supporting CEOs with Flexible Strategies
48:52 Q&A and Final Thoughts
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