The Most Integral part of Revenue Operations
Growth Modeling
The importance of having a good growth model
Building a company is difficult and the main reason for failure is poor planning.
20%
Of Businesses Fail (first 2 years)
45%
Of Businesses Fail (first 5 years)
65%
Of Businesses Fail (first 10 years)
<1%
Of Businesses IPO or Exit
What is a growth model?
Sales Capacity Plan
Marketing Plan
Customer Success Plan
Partnerships and Channels
Sales Capacity Plan
Sales Capacity Plan Components
Quotas and Attainment Expectations
Ramp Time and Recruitment
Territory Design
Capacity Needed for Bookings Goals
Created Pipeline Needs
Marketing Plan
Marketing Plan Components
SQL Targets to hit Bookings Goals
Channel Distribution of SQL Targets
Cost per SQL
Marketing Initiatives Calendar
Customer Success Plan
Components of Customer Success Plan
CSM and Service Carry
Churn / Contraction / Expansion Forecast
Referrals Forecast
Assumptions and Considerations for your Growth Model
New Product Launch
New Region or Market
New Partnership Channels
Efficiency Increases
Recruiting New Hires
Enablement and Ramp Time
Planning Approaches and Aligning your GTM Teams
Top Down Strategic Guidance
Bottom Up Plan to Meet Top Down Guidance
Executive Review of Bottom Up Plan and Top Down Refinement
Second Round of Bottom Up Planning
Final Executive Approval of Plan
Segmenting your Growth Model - Below are a Few Ideas
Firmographic
Geographic
Industry
Product
Growth Modeling Recap
Reverse Engineer the Funnel
Segment Your Model
Balance Top Down and Bottom Up Planning Approaches
