The Lean Revenue Factory Keynote at SaaSiest Amsterdam in 2024

In this keynote, held in Amsterdam and organized by SaaSiest, I explained the concepts of a lean revenue factory. Thank you so much, @SaaSiest for allowing me to share my passion for GTM in Startups and ScaleUps. Introduction: 1m00s - Introduction / Grow At All Costs Silicon Valley / No Revenue Link to clip: https://youtu.be/BzAdXyPYKQo?si=bN_PkeDOpRIUD4v- --------- Part I: --------- 3m43s - Explanation of GTM Efficiency 5m14s - The End of GaaC Hit the Road Jack / GAAC by Ray Charles Link to song: https://youtu.be/uSiHqxgE2d0?si=QMRRN19gNJR-k8ho --------- Part II: What Can We Learn from a Factory --------- 6m00s - Goals of a Factory Align with Those of a Startup: Produce (Growth), Efficiency (Sustainability), and Quality (measured by GRR/NRR) 6m40s - Production Lines are the Operational Backbone of a Factory, Just as GTM Motions are in a Startup 7m24s - Process, Systems, and People are the Fundamental Elements of a Factory. Historically, startups have been people-focused, while PLG is systems-focused. 9m00s - We Cannot Rely on AI Without Human Guidance. Process First, Systems Second. Amy Webb's SXSW Talk Link: https://youtu.be/5uLSDbh6M_U?si=z7ohyDYC4sVjuXrk 10m20s - This Will Eventually Lead to Quality Management. We believe that the financial debacle caused by the overuse of GAAC between 2012-2021, which led to significant loss of investor capital from 2022-2025, will prompt venture-backed firms, starting in 2026, to require certification for all executives at companies with more than $10M in ARR to operate a hyper-growth business, such as certification in Revenue Architecture. -------- Part III: The Lean Revenue Factory (13m00s) --------- 13m26s - The Revenue Model: Subscription vs. Outcome-Based Models The Founder: The Founding Story of McDonalds Link: https://youtu.be/u35dOEOOSBU?si=YmzEhBrvrE4a4aSv 15m30s - The GTM Model: How to Create Different Production Lines 16m32s - The Data Model: How to Measure and Make Incremental Improvements Raiders of the Lost Ark: "Companies are digging in the wrong place (Acquisition), they should look for Retention and Expansion" Link: https://youtu.be/gFDM7JGHGYo?si=p2cj3SjVJOvVoTNE 18m18s - The Growth Model: 12 Revenue Breakpoints Everyone Trips Over 21m02s - Follow These Steps, and You Don’t Have to Worry About a Thing 22m08s - Putting It All Together: A Revenue Factory 22m42s - A Zero-Day Exploit: The Fosbury Flop 24m20s - As This Was the Opening Keynote, I Was (t)asked to Do an Energy Close to Set the Stage for the Day. John Farnham - You're the Voice SPECTACULAR REMIX by DJ ONE Link: https://youtu.be/-MeKVpJaX40?si=v7J2ecaYVj5ZlKov Subscribe to DJ ONE: https://www.youtube.com/@UCnYRLk9Y-l2DOWaaL893P2A ------ THE END ------ If you are a company between $10M and $10B in revenue and need help to (re)capture growth, do not hesitate to contact us: Info@Winningbydesign.com You can find more frameworks in our R&D corner on our website: www.winningbydesign.com And learn more from WbD Founder Jacco van der Kooij on LinkedIn: https://www.linkedin.com/in/jaccovanderkooij