GTM Science - A show for GTM and RevOps leaders How to Create a Bottoms Up Plan
In this episode of The RevOps Corner, USC Marketing Manager Rachael Bueckert interviews founder and CEO Eddie Reynolds on how to create a bottoms-up plan.
Eddie discusses the limitations of top-down growth models like the triple triple, double double double framework and advocates for a bottoms-up approach to create realistic and executable growth plans. He details the importance of granular data analysis, capacity planning, and the integration of both planning methods to align business goals with achievable strategies.
The conversation covers net revenue retention, expansion revenue, forecasting sales, tactical capacity plans, and the metrics crucial for presenting to boards and investors. Eddie also shares practical insights from his experience at Salesforce on improving close rates, average sales price, and sales cycle for new team members.
00:00 Introduction
00:54 Top-Down vs. Bottoms-Up Planning
03:05 Benefits of Bottoms-Up Planning
03:59 Steps to Start Bottoms-Up Planning
07:12 Forecasting and Capacity Planning
11:33 Challenges in Capacity Planning
18:38 Outbound Prospecting Strategies
21:05 Inbound Lead Management
34:41 Blending Top-Down and Bottoms-Up Approaches
36:05 Conclusion and Upcoming Episodes
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