In this episode of Selling in the Cloud, Mark Petruzzi and KK Anderson are joined by Roee Hartuv, the Revenue Architect and Global Practice Leader at Winning by Design. Together, they explore actionable frameworks and insights for building a sustainable and scalable revenue engine in today’s evolving B2B landscape.

What You’ll Learn in This Episode

1. The Revenue Factory Concept:
2. Discover how the "Revenue Factory" provides a framework for sustainable growth in recurring revenue businesses by applying principles from manufacturing to optimize processes, reduce costs, and ensure customer impact.
3. The Bowtie Go-to-Market Model:
4. Learn how this data-driven model visualizes the entire customer journey—from acquisition to retention and expansion—helping organizations achieve lasting success.
5. Data-First Mindset for Revenue Leaders:
6. Understand why adopting a data-first mindset is critical for modern revenue leaders and how to move away from intuition-based decision-making.
7. Going Beyond Acquisition:
8. Find out why many businesses fail to capitalize on their existing customer base and how focusing on expansion can drive growth more efficiently than traditional acquisition methods.
9. Overcoming Leadership Challenges:
10. Explore strategies for breaking down silos, aligning marketing, sales, and customer success, and building collaborative go-to-market teams.

Key Takeaways

• Revenue Factory Framework: Apply manufacturing principles like quality control, process efficiency, and unit economics to design a scalable revenue engine.
• The Importance of Customer Impact: Whether recurring or reoccurring revenue models, ensuring measurable customer impact is essential for sustained growth.
• The Bowtie Advantage: Move beyond the traditional funnel and track the full customer lifecycle for better retention and expansion.
• Data vs. Gut Feeling: Avoid decision-making based solely on intuition—embrace data-driven strategies to adapt to industry shifts and improve team productivity.

Resources & Mentions

• Winning by Design: Explore their frameworks and methodologies on their website.
• Book Recommendation: The Revenue Factory by Winning by Design.
• Connect with Roee Hartuv on LinkedIn.

About the Guest

Roee Hartuv is a seasoned go-to-market consultant and Revenue Architect at Winning by Design. With a background in sales and strategy, Roee helps companies design efficient, data-driven processes to achieve scalable growth. He has a passion for bringing proven frameworks from other industries to B2B recurring revenue models.

About the Podcast

Selling in the Cloud is your go-to podcast for decoding the art and science of B2B sales in the SaaS industry. Join co-hosts Mark Petruzzi and KK Anderson every week as they explore strategies, insights, and experiences from top thought leaders in sales.

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