The Revenue Formula

Why performance is down & what to do (With Jacco van der Kooij)

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You've seen the research, maybe the problems. Performance is down across the board.

In this episode, we talk with Jacco van der Kooij from Winning By Design about where we're coming from, what's change - and how to solve performance going forward.

  • (00:00) - Introduction
  • (02:18) - Where is SaaS today?
  • (05:13) - Who do we blame?
  • (07:48) - Then everything got worse
  • (15:10) - Abusing PLG
  • (18:50) - What are we dealing with?
  • (21:51) - So.. What's changed?
  • (23:26) - Nothing has changed
  • (26:10) - Underperformance comes down to this
  • (30:27) - If you want to run a good revenue organization, do this
  • (35:42) - But.. We need to make an impact this quarter
  • (43:56) - To make an impact now.. do this
  • (49:31) - Wrapping up: The new game we're entering

    • Research paper mentioned: Solving underperformance: How to lift up the 40%
    For more, check out WbD research here or their YouTube channel.
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    The Revenue FormulaBy Toni Hohlbein & Raul Porojan
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