Scaling revenue operations effectively is essential to long-term success for any B2B SaaS company. Jacco van der Kooij, the founder of Winning by Design and author of Revenue Architecture, offers invaluable wisdom on creating a sales framework that adapts to the modern business environment. His insights are especially crucial for SaaS companies seeking to grow strategically, streamline their go-to-market strategies, and drive sustainable revenue. Let’s dive into some of the key takeaways from Jacco’s approach to building a winning revenue architecture.

Key Timecodes (0:00) - Introduction to the Episode
(1:24) - Welcome and Initial Conversation
(1:51) - Defining Revenue Architecture
(3:03) - When to Start Building Revenue Architecture
(3:45) - Getting Ready for the Next Step
(4:45) - Key Steps Before Scaling
(6:11) - Differences Between US and EU Markets
(8:06) - Bad Fit for Revenue Architecture
(9:05) - Aligning Sales with Customer Journey
(12:16) - Customer-Driven Buying Process
(14:52) - Knowledge Asymmetry Flip
(16:13) - Setting Up Successful Revenue Architecture
(17:41) - Establishing Go-To-Market Motions
(21:05) - Experimentation Phase
(22:19) - Go-To-Market Fit vs. Product-Market Fit
(27:56) - Implementing Revenue Architecture Without AI
(36:21) - Future of Revenue Architecture with AI
(38:48) - Growing to 10K MRR Advice
(39:39) - Scaling to 10 Million ARR Advice
(42:48) - Summary and Key Takeaways
(48:51) - Final Thoughts on Education and AI