Episode 64 - Quick Fire Series: Closed Won Is Where Value Creation Begins
Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.
In this final episode of our five-part Quick Fire series running through Louis's What B2B Forgot newsletter arc, we start at the moment most companies think the job is done, when the deal closes, and ask why closed won is where value creation begins. Along the way we draw the series together through revenue architecture, growth architecture and revenue operating governance. Here's the TL;DL: Closed won records a transaction. It does not prove value. In a recurring revenue business, the commercial job runs from awareness through onboarding, impact, retention, and expansion. Recurring impact creates recurring revenue, so retention is a verdict on the whole system, and that system needs visible architecture, connected economics, and operating governance.
Read more on this topic in the corresponding edition of Louis' What's Broken in GTM and How to Fix It newsletter: “Closed Won” Is Not the Finish Line.
And a quick look ahead at what's coming up on the podcast, as next week we're back with a full-length episode marking 100 editions of Louis's newsletter. Then, returning to our biweekly cadence, we reprise the Christmas Cognoscenti series with an all-female lineup, as we speak to three leading women in the GTM space, taking us to the end of the year! Keep listening…
Follow us, get in touch, share your thoughts on anything discussed, or suggest ideas for what we should cover in future episodes via our LinkedIn page. We also appreciate comments and ratings on your podcast provider.
