Blueprint for Sustainable Growth: Revenue Architecture for SaaS
Welcome to the Force and Friction Podcast, your go-to show for the latest RevOps strategies, discussions, and interviews.
In today’s episode we are joined by Roee Hartuv from Winning by Design
Roee Hartuv
Winning by Design
Winning by Design is a global B2B revenue consulting and training firm that helps recurring revenue teams build sustainable growth using scientific frameworks and proven models.
Founded in 2012, the fully remote company empowers Sales, Marketing, and Customer Success teams at major organizations, including Uber Eats, DocuSign, Hewlett Packard Enterprise, and Adobe, to drive impactful results.
Watch the Episode:
Here are the core areas we discuss in today's episode:
From Code to Revenue Architecture: A Journey of Transformation
Roee's career started with a degree in computer science but soon transitioned into solution engineering and later into sales. The shift was driven by his passion for relationship-building and the thrill of selling.
Over time, Roee found his niche in revenue architecture, combining his technical background with strategic problem-solving to help companies design sustainable growth systems.
His journey exemplifies how career paths can evolve in unexpected but rewarding ways.
The Bow Tie Model: Redefining the Customer Journey
The Bow Tie Model, introduced by Winning by Design, offers a holistic view of the customer journey. Unlike the traditional sales and marketing funnel, the bow tie expands to include post-sale activities such as deployment, adoption, renewal, and expansion.
By measuring metrics across this continuum, organizations can better align their strategies with recurring revenue goals. This model is particularly vital for SaaS companies seeking sustainable growth in a capital-efficient era.
Overcoming Challenges: The Importance of Executive Alignment
One of the most significant challenges in implementing revenue architecture is securing executive alignment. Roee emphasized that without buy-in from CEOs and top-level management, even the best-designed processes can fall short. Successful transformations require not only a strong champion within the company but also a commitment from leadership to prioritize and support strategic changes.
Recurring Revenue Requires Recurring Impact
Roee highlights a critical principle for SaaS businesses: recurring revenue stems from recurring customer impact. Companies often focus heavily on acquisition, neglecting the importance of retention and expansion.
By investing in customer success and ensuring clients achieve measurable impact, businesses can drive long-term revenue growth. Scenario planning and data analysis are essential tools for demonstrating the ROI of these efforts.
Navigating the Complexities of Data and Adoption
Buy the Revenue Architecture Book Here:
Ready to be Our Next Guest Contributor?
Your Host:
A little about the 6teen30 Digital team who host and contribute to the show. Please connect with us on LinkedIn we would love to have you as part of our professional networks.
Mike Midgley is the CEO at 6teen30 Digital, Inc. and a dynamic digital entrepreneur, nxd, strategist, public speaker and host of TheOpenMike Podcast show & Co-Host at The Force & Friction Podcast.
Mike has achieved successful six and seven-figure exits over a 30-year career, raised in excess of £1.6m [$2.5m] in Venture Capital and franchised his businesses 68 times.
%20-%20Teal.png?width=500&height=130&name=Force%20%26%20Friction%20-%20Branding%20-%20Logo%20(White)%20-%20Teal.png)
