The pipeline coverage a 22 percent win rate demands, because coverage is the inverse of the win rate. Most plans are built on 3x. Chapter two.
When hiring has to start for a plan that begins in January: five months to ramp plus three to recruit. Chapter nine.
Growth on 15 percent more ad spend, after a group cut five competing brands to three. Engagement 01, from our own work.
What you will take away
Written for the team that owns the number
CEOs and founders carrying a growth target, who want to know the plan reconciles before the board asks.
Revenue leaders whose sales and marketing teams are running two plans with two versions of the funnel.
PE sponsors and operating partners who need payback, coverage and the hiring date on one page before they fund a plan.
Has built go-to-market programs across consumer, insurance, telecom and technology, from founder-led to private-equity backed.
The five motions in Part Five, and the five questions that open Part Two, are his.
The test in chapter seven, between a position and what the business actually delivers, is hers.
Pairs well with
Your plan is a bet on people
Twelve chapters on building the team your revenue plan needs.
Growth Engine Diagnostic
Nine questions on your revenue engine, answered with a read on where it is leaking.
100-Day Accelerator
Quick wins in thirty days and a running revenue engine in one hundred, with a fractional CMO or CRO in the seat.
Does your plan's arithmetic reconcile?
Thirty minutes with a fractional CMO or CRO on your coverage, your capacity and your hiring date, and the two moves worth making first.