Revenue Machine
Revenue Silos
You have your typical growth machine, consisting of marketing, sales and customer succes.
Think of those battles marketing and sales have about what’s considered a good lead or not.
Or when customer succes needs to wait on sales for customer information.
All of these things creates friction which leads to a slower revenue machine
Breaking Silos
Think of a Revenue Machine as breaking down the silos and making one big coherent highly functional silo.
Because of a clear revenue system you achieve more result with less rescources.
Smooth lead transitions to sales and customer succes get’s top notch handovers for customer onboarding.
Where I serve
Product
Market Fit
How many percent of companies start with an idea and completely pivot?
There’s an art to reaching product market fit in which I assist.
Go-To-Market
Strategy
Do you have a proven product market fit and
a loyal customer base?
Then it’s time to scale your operations and device a
Go-To-Market strategy
Product market Fit
Product market fit is having a product that’s alligned with your market needs. The danger here is that a lot of times the perceived alignment isn’t an actual aligment.
Take my last company for example, we used to have pretty good product market fit according to our KPI’s:
- Low churn rate
- Organic growth
- Good NPS
Then I wanted to grow more and thought about giving “free shipping” so we increased our product price and lowered our profit share.
Result? A complete stop in organic growth, higher churn rate and decreased NPS.
Or one of the best examples of product market fit in recent history: ChatGPT, within one week there were 1.000.000 users.
Facebook that was founded on February 4, 2004 reached 6.000.000 active users by December 2005.
How to achieve product market fit?
Listen to your customers and market.
What are your current customers saying? What’s the feedback for people not taking the leap on your product?
Use tools like:
- surveys
- A/B tests
- Cohort analysis
- …
Don’t know where to start? No problem!
Go-To-Market Strategy
As the name suggests a Go-To-Market strategy is about going to the market with a new product or an existing product.
This with what we call Go-To-Market motions.
As a startup your focus should lie in defining, execting and optimising one Go-To-Market motion:
- Inbound-Led
- Outbound-Led
- Product-Led
- Partner-Led
- Event-Led
- Community-Led
And every motion can have different cycles depending on your target companies.
For instance are you doing enterprise sales? Then you’re talking with a big Descision Making unit with a lot of buyer personas that you need to get on the same page.
Small to Medium business on the other hand might need you to only convince the founder.
A lot of different variables come to play when deciding on a Go-To-Market strategy:
- Market analysis and segmentation
- Product strategy
- Distribution and channels
- Marketing strategy
- Sales and customer acquisition
- Partnerships and alliances
- Regulatory and compliance
- Technology and infrastructure
- Launch planning
- Feedback and improvement
- Risk management
- Customer insights
Instead of learning about all these things, get help from an expert and focus on what you do best.
How I serve
We define the scope of the project together
Look at my services as a big lego box, by first discovering your needs and pains I can advice on what building blocks have the biggest impact on your current situation.
The structure of the process will always be the same as shown here, the scope however will depend on your business needs and wants.
The Growth Gap Analysis
The first month is about getting to know your company
- The Strategy
- The Market
- The Product/ Service
- The Operations
- The Results
The Pathway To Growth
The second month is about designing the pathway to close the gap
- The Customer Journey
- The Data Model
- The Technology Architecture
- The Rescources
- The Experiments
Walk the talk
The 3th till 6th month is about closing the gap
- The Execution
- The Testing
Looking back on the path we walked
After gathering data it’s time to do
- The Results Analysis
- The Automation
- The Enablement
- The Iterations