Shows
Marketing CornerEpisode 121: Rethink Your Funnel: Users as Pipeline, Not Just RetentionThis week we have another Casperless episode of Marketing Corner. Jen is back with Jacco van der Kooij to unpack how AI-native companies are really growing their user base.Not only will we explore why your users are your best (but often under-recognized) pipeline, but we'll also dive into:Why AI-native companies scale faster by using users to generate pipelineThe hidden math behind user-led growth most teams overlookPractical ways to tier and activate your users tomorrowWhy Scandinavian SaaS needs a different playbook than Silicon Valley2025-07-2333 minMarketing CornerEpisode 116: Revenue Architecture, with Jacco van der KooijAre you scaling your GTM motion… or just hiring more salespeople and hoping for the best?How’s that working out for you❓In this Caper-less 😭 episode, Jennifer sits down with Jacco van der Kooij, founder of Winning by Design, and Birte Steen, GTM advisor and founder of Rock Consulting, to unpack why growth needs to be designed - not improvised:In this conversation, Jacco, Birte, and Jen explore:Why most companies stall - not because of product or market - but because of broken GTM execution.How the Bowtie Mo...2025-06-1833 min
The Revenue FormulaWe just leaked Jacco's new playbook. Here's what's inside.We got our hands on Jacco van der Kooij’s latest GTM playbook. The one he’s only been sharing behind closed doors at high-ticket, invite-only events. And yes, we’re leaking it. This isn’t just a few new tactics. It’s a complete shift in how revenue leaders think about growth. No more chasing leads at all costs. No more funnels that fall apart at scale. Instead, it’s about turning your users into your biggest growth engine. We dig into what’s changing, what companies like Notion and Snowflake are doing differently...2025-06-1052 minThe Revenue FormulaBurn the old playbook (With Jacco van der Kooij)AI won’t fix your sales model if the foundation is broken. In this episode, Jacco van der Kooij explains why the old go-to-market playbook is collapsing—and what the new, AI-powered future actually looks like.Never miss a new episode, join our newsletter on revenueformula.substack.com(00:00) - Introduction
(02:32) - AI and the old playbook
(10:34) - The role of customers in growth
(25:56) - Human-Led Growth Powered by AI
(33:57) - AI Integration in Sales
(37:51) - The Future of AI in Business Operations
(46:09) - Wrapping up
(48:37) - On the next episode
2025-05-2049 min
What's Broken in GTM and How to Fix ItOptimising Sales MotionsWelcome to episode 7 of 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.It’s been an AI-kind of a week, with Louis exploring conversational agentic AI customer service platform, Parloa, while on a trip to Germany. Meanwhile, Simon has been hanging out with Boardy, the voice AI super networker. As well as offering advice on goals and projects, Boardy also endeavours to connect with other people in...2025-04-2430 min
GTM AI Podcast with Coach K and Jonathan MossDramatic Shift and Impact of AI on Business and Go To Marketwww.aibusinessnetwork.aiwww.gtmaiacademy.comwww.winningbydesign.comDRAMATIC SHIFT AND IMPACT OF AI ON BUSINESS AND GO TO MARKETToday hosted by Jonathan Moss we are thrilled to have Jacco van der Kooij the Founder of Winning by Design on to join us and talk about our favorite topic ;)Jonathan kicks off the conversation by highlighting the recent shifts in the go-to-market landscape. Over the past few years, businesses have transitioned from a "growth at all costs" mentality to emphasizing profitable, efficient growth. This shift coincides with...2025-04-0851 minWhat's Broken in GTM and How to Fix ItSegmentation, Targeting & PositioningWelcome to episode 4 of 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. Louis laments the early mornings he has been facing this week in order to get up and deliver (virtual) training in Singapore, although it’s been worth it to spend time with some talented sellers, he says. Discussing the engagement of participants in the classes, Louis highlights that the most important thing is bringing the...2025-04-0331 min
ShifterSaas: Slik tegner du en forutsigbar inntektsmodell som skalererUkens gjest er Jacco Van Der Kooij,grunnlegger av Winning by Design og forfatter av «The Revenue Architecture».Tema: Hva er Revenue Architecture?Hvorfor kalles boken «The Revenue Architecture»?Paralleller mellom å “bygge” en forutsigbar salgsmodell og arkitektur/ingeniørvitenskap.Muligheten for å planlegge vekst systematisk framfor å «skyte fra hofta».Opportunistisk vs. deterministisk vekstDefinisjon av opportunistisk (mye «mavefølelse» og tilfeldig) kontra deterministisk (fabrikk- eller prosessdrevet).Hvorfor selskaper må gå fra heroiske enkeltsalg i startfasen til mer struktur og systemer når de vokser.Rollene til mennesker og prosess i ulike faser: Tidligf...2025-03-191h 23
Revenue RenegadesRethinking Sales: Al, Revenue Architecture, and the Future of Go-to-MarketIn this thought-provoking inaugural episode of Revenue Renegades, Doug Camplejohn sits down with Jacco van der Kooij, founder of Winning by Design, to explore the future of sales and go-to-market strategies. Jacco shares how his company was born out of a desire to transform sales into a customer-centric discipline and discusses the pitfalls of the “growth at all costs” mentality that has plagued SaaS businesses. He introduces the “bow tie model” as a revolutionary alternative to the traditional sales funnel, emphasizing the importance of recurring revenue and customer impact. The conversation dives deep into AI’s transformative role in sales, fro...2025-03-1039 min
Grow Your B2B SaaSS5E22 – How to grow your B2B SaaS to 10M ARR? Advice from 20 expertsAre you building a B2B SaaS andaiming to hit 10M ARR? Then this episode is a must-listen! In this podcast, we talk about how to scale a B2B SaaS business to 10 million in annual revenue (ARR). The episode includes tips from 20 experts in the field, offering useful advice for SaaS founders. Sponsored by Reditus, a platform that helpsmanage affiliate programs for B2B SaaS companies, this episode pulls together key lessons from earlier episodes to guide founders aiming for this big milestone.Key Timecodes(1:07) -Episode 1: Scaling beyond founder-led sales(2:17) -Episode 2: Building a sustainable SaaS business with...2025-02-1335 min
Grow Your B2B SaaSS5E21 – How to grow your B2B SaaS to 10K MRR? Advice from 20 expertsAre you building a B2B SaaS andaiming to hit 10K MRR? Then this episode is a must-listen! In this special episode, we’ve gathered insights from 20 experienced guests from Season 5 of the "Grow Your B2B SaaS" podcast. Each guest shares their top advice to help founders like you reach the crucial milestone of 10K MRR. Hosted by Joran Hofman, founder of Reditus, this episode is packed with practical strategies forscaling your SaaS business in a sustainable way. Get ready for a wealth of expert tips you won’t want to miss!Key Timecodes(0:00) - Ep...2025-02-1130 min
We Love SaaS Podcast230 - Jacco van der Kooij: Revenue Architecture en van people-centric naar process-centricVandaag te gast: Jacco van der Kooij, founder van Winning by Design en voor de meeste mensen in SaaS een bekend naam! Hij was eerder te gast (aflevering 100) en is nu terug. Jacco is expert in revenue architecture voor SaaS bedrijven en auteur van het gelijknamige boek. Ook was hij spreker tijdens SaaS Summit Benelux 2023 - en op 6 november 2024 is hij terug bij de nieuwe editie! En dat niet alleen; de 2 dagen na SaaS Summit, dus 7 en 8 november 2024, geeft hij persoonlijk een 2-daagse crash course Revenue Architecture.
In deze aflevering vertelt Jacco over zijn nieuwe boek Revenue Architecture, waarin hij...2025-01-3153 min
The Founder-Led Marketing ShowJacco van der Kooij: 3 Ways SaaS Founders Need to Implement AI in Their GTM in 2025Jacco van der Kooij is the founder of Winning by Design. Winning By Design helps customer to design, build and scale their sales efforts.
We talk about how GTM strategies have changed over the years, the impact of AI on revenue and many other topics like:
- The Future of Go-to-Market Strategies
- AI's Role in Revenue Generation
- The Importance of Brand Trust
- The Evolution of Marketing Skills for Founders
- Intuition vs. Data in Marketing
...2025-01-3037 min
Bridge the Gap™ by Revenue ReimaginedEpisode #79 Blueprint for Scalable Revenue and Outcome Based Pricing with Jacco van der KooijJaccoOn this episode of Revenue Reimagined, hosts Adam and Dale welcome the legendary Jacco van der Kooij—Founder and CEO of Winning by Design—for a game-changing conversation on building unstoppable revenue engines.Jacco dives deep into his powerful Revenue Factory framework and shares how aligning growth, cost efficiency, and quality can supercharge your business. Discover why customer success should be your biggest revenue driver and how AI is flipping the sales game upside down. Plus, get an inside look at the future of outcome-based pricing and why most companies are still stuck in first gear....2025-01-1540 min
RevOps Lab#61 Creating a modern revenue factory - with Jacco van der Kooij, Founder of Winning by Design (ReUpload)To wrap up the year, we're taking a short break and re-sharing some of our favorite episodes. New content will be back in early January. Enjoy the holidays and see you in the new year!Jacco is the founder of Winning By Design and best-selling author of Revenue Architecture. In this episode, he shares his deep knowledge of revenue models with us.We cover: - Six essential models to create recurring revenue- How to establish a common data language in your org- Basic rules for different stages of scaling Jacco’s book can be found here:https://sh...2024-12-3043 min
The Force & Friction PodcastRedefining Revenue Architecture: The Bow Tie Model for SaaS Growth | Jacco van der Kooij | S3:E6Send us a textBuilding a Reputation of Trust and Integrity: Lessons from a Dutch VillageJacco’s journey begins in a close-knit Dutch village where reputation was the currency of trust. Raised as the youngest of eight children, Jacco learned the value of integrity and community early in life.“Reputation is like a currency - it grows with every deposit of trust and integrity.”For revenue leaders, this underscores the importance of authentic, trust-based relationships in building sustainable business success.The Birth of Revenue Architecture and the Bow Tie ModelA...2024-12-161h 03
The Revenue FormulaWhy 70% of Sales Jobs Might Disappear (with Jacco van der Kooij)Have you read the phrase “AI won’t replace your job, but people who use AI will”? Well, that's not entirely true.In today's episode, we discuss how AI is disrupting the entire GTM at the moment - and we discuss it with Jacco van der Kooij.(00:00) - Introduction
(04:24) - How AI is transforming GTM
(15:01) - AI: Volume, cost and... what's the last one?
(20:43) - Beyond talking leaflets
(26:04) - Agentic World and AI Sub-Agents
(30:13) - The First Mover Advantage
(35:09) - From shovel to excavator
(39:53) - The Three Storms
(45:16) - The Rise of Vertical SaaS
(53:11) - AI's...2024-11-281h 06
Grow Your B2B SaaSS5E5 - How to Mold your GTM Team into a Revenue FactoryScaling revenue operations effectively is essential to long-term success for any B2B SaaS company. Jacco van der Kooij, the founder of Winning by Design and author of Revenue Architecture, offers invaluable wisdom on creating a sales framework that adapts to the modern business environment. His insights are especially crucial for SaaS companies seeking to grow strategically, streamline their go-to-market strategies, and drive sustainable revenue. Let’s dive into some of the key takeaways from Jacco’s approach to building a winning revenue architecture.
Key Timecodes
(0:00) - Introduction to the Episode(1:24) - Welcome and Initial Conversation2024-10-2250 min
SaaS FuelJacco Van Der Kooij - Fire Up Your Revenue Factory: Sustainable SaaS Growth at ScaleIn today's expert episode, we sat down with Jacco van der Kooij, the visionary founder of Winning by Design, to navigate the dynamic waters of SaaS growth. Join us as Jacco sheds light on predicting market uncertainties, unveiling the power of crafting personalized growth formulas rather than generic company predictions. We'll dive into the success unlocked by teaching clients these growth formulas, fostering a profound understanding of numbers to achieve scalable business success. Explore the intriguing concept of a "growth formula" as a mathematical depiction of the GTM motion, crucial for revenue-driven growth. Our conversation wil...2024-10-031h 13
GTM LiveRV213 - Transforming Your GTM Strategy into a Revenue Factory | Go To Market Live Episode 31In this week’s live event, Chris is joined by Jacco van der Kooij, founder of Winning by Design, to discuss the nuances of running your Go-to-Market strategy as a revenue factory. The session kicks off with discussions on the pivotal role of GTM and how the focus has shifted towards growth, efficiency, and sustainability in today's economy. Jacco draws from his vast experience to explain how businesses need to transition from a 'growth at all cost' mindset to one that emphasizes unit economics and sustainable scaling.The episode covers essential concepts such as the "revenue architecture fr...2024-09-2453 min
Paul Higgins Podcast561 - Stop Getting Ghosted: Master Account-Based Marketing for High-Value Deals with Wouter DielemanWhy you should listenLearn how to target and secure deals worth $50,000 to $100,000 through effective account-based marketing (ABM).Gain strategies from Wouter Dieleman, a HubSpot consultant with over a decade of experience, to elevate your marketing game.Discover actionable tools and resources that can help you streamline your ABM efforts and improve client engagement.Are you tired of getting ghosted on LinkedIn and via email while trying to close high-value deals? In this episode, Paul Higgins talks to Wouter Dieleman about the power of account-based marketing (ABM). Wouter shares his extensive experience with HubSpot and explains...2024-09-0928 min
Collin Cadmus PodcastGrowth-at-all-Costs is Dead w/ Jacco van der KooijHello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Jacco van der Kooij.
Jacco is originally from the Netherlands. He started his career in 1994 at Philips Electronics as a Project Manager and then transitioned into sales. Since then he’s led sales for over 10 different companies, prior to starting his current company, Winning By Design, where they help B2B SaaS Companies design, build, and scale their sales efforts.
Jacco’s voice in sales is respected globally as an author, keynote speaker, and all across social media. I’ve been followin...2024-08-1258 min
Revenue MakersSaaS Shift: The End of Growth at All CostIs growth at all cost dead? Our guest for this episode certainly thinks so. In this insightful episode, Jacco van der Kooij, founder of Winning by Design, shares how companies can achieve lasting success by prioritizing intelligent, scalable growth strategies that lead to recurring impact.Discover the essential metrics for targeting customers effectively, the shift from doing more to doing better, and why the asymmetry of knowledge now favors the buyer. Jacco’s insights will empower you to elevate your sales strategies and achieve sustainable growth with precision and impact.In this episode, yo...2024-07-3126 min
SaaS Connection#132 Ma sélection de livre sur le SaaS pour vous accompagner cet étéPour l'épisode de cette semaine, je vous propose un format un peu spécial. J’ai repris pour vous des livres qui avaient été recommandés par mes invités ainsi que des livres que je vous recommande personnellement.
N’hésitez pas à me dire ce que vous pensez de ce nouveau format.
Bonne écoute !
_____
Les livres mentionnés pendant l’épisode :
"Rework" par Jason Fried et David Heinemeier Hansson
"Behind the Cloud" par Marc Benioff
"The Hard Thing About Hard Things" par Ben Horowitz
"The SaaS Playbook" par Rob Walling
"Th...2024-07-2714 min
SaaSpasseEp.95 - Alexis Boucher : GTM - Get ton SaaS togetherAujourd’hui sur le pod, je parle avec Alexis Boucher, revenue architect chez Vasco, plateforme d'architecture de revenus pour B2B SaaS.
Vasco, c’est encore early, fondé fin 2022, récemment allés sur le marché, déjà une douzaine de gros clients, financement pre-seed.
On couvre son solide parcours qui passe de jeune pro golfeur à expert en croissance SaaS de haute vélocité, à investisseur & advisor.
On couvre ensuite plusieurs points, comme :
Comment le RevOps / revenue architecture est passé d’un mindset à un framework
Tirer parti de l’ambition & de la faim tôt dans sa carrière...2024-07-181h 45
TheInquisitor Podcast with Marcus CauchiRoee Hartuv: Sustainable Efficient Process Driven GrowthRoee Hartuv, a former combat helicopter pilot and current expert at Winning by Design, shares insights from his unique journey from the military to revenue architect. His profound understanding of the importance of process design helps identify what works, what doesn't, and what needs to happen to meet business goals. This episode delves into the nuances of sales processes, customer acquisition, and the hidden costs that can drain a company’s resources.
Roee discusses how his interest in process design began during his time as a pilot, emphasizing the critical importance of understanding effective and ineffective processes in...2024-07-111h 05
RevOps FMAI, RevOps, and the Future of Sales - Jacco van der KooijIn this week's episode, we delve into the evolving landscape of sales with Jacco van der Kooij, founder of Winning by Design and a renowned expert in go-to-market strategies.We begin by reflecting on the "Golden Age of SaaS," a period defined by rapid growth but also unsustainable business dynamics. As market conditions shift, we explore how revenue teams must adapt to thrive in the current environment.AI is becoming an integral part of the sales industry. Jacco shares his insights on how AI will transform sales roles, automating many tasks that currently consume significant...2024-07-0855 min
Belkins PodcastJacco van der Kooij: The Future of AI and Revenue StrategiesAre you ready to redefine the future of sales and revenue generation?In this episode, we sit down with Jacco van der Kooij, founder of Winning by Design, to explore the seismic shifts happening in the sales landscape. Jacco brings his wealth of knowledge and forward-thinking perspectives on how AI is transforming sales roles, the importance of understanding business models, and the critical shifts needed for sustainable growth.We’re diving into:◾ The impact of AI on the future demand for salespeople◾ Transitioning from traditional sales methods to AI-driven strategies◾ The importan...2024-06-271h 32
The Revenue Lab#10 Creating a modern revenue factory - Jacco van der Kooij, Founder of Winning by Design
Jacco is the founder of Winning By Design and best-selling author of Revenue Architecture. In this episode, he shares his deep knowledge of revenue models with us.
We cover:
Six essential models to create recurring revenue
How to establish a common data language in your org
Basic rules for different stages of scaling
Jacco’s book can be found here:
https://shop.winningbydesign.com/products/revenue-architecture-text-book
https://winningbydesign.com/resources/research/has-saas-lost-go-to-market-fit/
You can find more information about Jacco here:
https://ww...2024-06-1339 min
RevOps Lab#32 Creating a modern revenue factory - Jacco van der Kooij, Founder of Winning by DesignJacco is the founder of Winning By Design and best-selling author of Revenue Architecture. In this episode, he shares his deep knowledge of revenue models with us.
We cover:
Six essential models to create recurring revenue
How to establish a common data language in your org
Basic rules for different stages of scaling
Jacco’s book can be found here:
https://shop.winningbydesign.com/products/revenue-architecture-text-book
https://winningbydesign.com/resources/research/has-saas-lost-go-to-market-fit/
You can find more information about Jacco here:
https://www.lin...2024-06-0439 min
Selling the CloudData observability within RevOps Pt. 2 - Lindsey Meyl, CEO and Cofounder of RevAmpWelcome to part two of the RevOps edition of "Selling the Cloud," featuring Lindsey Meyl, CEO of RevAmp. In this episode we explore how companies can leverage their data for a competitive advantage, manage business strategy around a shared set of metrics and an ICP, and execute on recommended growth levers based on data signals in a scalable manner. Lindsey also discusses overcoming obstacles in data integration, the critical role of RevOps in handling priorities, and the shift towards viewing revenue as a science. Tune in for actionable insights on optimizing your RevOps strategy and driving business growth.2024-05-2923 min
The Growth and Scaling Podcast with Todd WestraEp#430 Jacco Van Der Kooij: Scaling Beyond $10 Million: Jacco van der Kooij Reveals the Growth Secret!Full episode details here: https://links.growthandscaling.com/430
Seeking to maximize your revenue and scale your business? Look no further! Get ready to break through the barriers of content marketing with the brilliant Jacco van der Kooij from Winning by Design! In this mind-blowing interview, Jacco reveals the secrets to skyrocketing your business with revenue architecture. It's time to level up and leave your competition in the dust!
🚀 🚀Unlock the Secrets of Your Revenue Orbit: Launch Your Business to New Heights! 🪐 Download our FREE Understanding Your Orbit Guide here: https://captainscouncil.com/understand_your_orbit 🚀🚀
Ways to c...2024-05-1436 min
B2B Revenue LeadersHow to operate like a revenue factory | Jacco van der Kooij (Winning by Design)This week, Dustin chats with Jacco van der Kooij, Founder of Winning by Design, to discuss the concept of a revenue factory and how companies can operate efficiently to achieve growth. They explore the shift from a 'grow at all costs' mindset to a focus on efficiency and the importance of frameworks in achieving disciplined execution. They also chat about the role of marketers in supporting sellers and the need for sellers to diagnose customer problems rather than focusing on selling. They conclude with insights on building trust with customers and the importance of practice and repetition in sales.2024-05-0734 min
The Goats of GrowthHas SaaS Lost Go-To-Market Fit, with Jacco Vander KooijIn this episode of "The Goats of Growth," I interview Jacco van der Kooij, founder of Winning by Design, about the challenges facing SaaS companies in achieving go-to-market fit. Jacco explains that the "growth at all costs" mentality has led to inefficient spending on sales and marketing, resulting in unsustainable growth. Tune in to learn how he advocates for a shift towards process-centric strategies, emphasizing the need for data-driven decisions, cost efficiency, and the unique treatment of different market segments. Jaccos Linkedin Profile Revenue Architecture (00:01:12) Jacco's book "Revenue Architecture" and its insights into successful revenue l...2024-04-2949 minThe Revenue FormulaThe SaaS Reset and what's next (with Jacco van der Kooij)SaaS is being completely reset following the era of growth at all costs. But what's happening, how can you adapt and what's to come?This is exactly what we discuss with Jacco van der Kooij, founder of Winning by Design.(00:00) - Introduction
(01:03) - Meet Jacco
(05:02) - Pricing is no longer sust nable
(07:51) - We're in a moment of change
(13:40) - Multiple transformations
(17:54) - AI as a disrupting force
(20:57) - The people
(24:13) - Changing buyer behaviour
(29:50) - SaaS is under enormous pressure
(32:35) - Who souledn't get scared?
(34:29) - What'll happen next?
(39:33) - The solution
(41:43...2024-03-141h 03
SaaS DistrictBootstrapping to $3M ARR and Embracing Outcome-Based Pricing with Stefan Debois #222Stefan is the CEO and Co-Founder of Pointerpro, a software platform to create your own online assessments with auto-generated personalized reports. It helps you turn your expertise into a tool that delivers personalized advice at scale.Before founding Pointerpro, Stefan worked for 15 years in several consulting companies as a consultant, project manager, and account manager. He has contributed to Entrepreneur, Capterra, CrazyEgg, mainly in the areas of entrepreneurship and digital marketing. In addition, he founded the Facebook group “B2B Bloggers Boost Group”, where top-tier B2B bloggers help each other to create content and get mentioned.2024-01-1238 min
Breaking the Tech CeilingJacki Leahy, Fractional RevOps Advisor and Founder @ Activate The MagicI definitely laughed the most with my most recent Breaking the Tech Ceiling guest Jacki Leahy, Fractional RevOps Advisor and Founder of the RevOps consultancy, Activate the Magic. In this month’s episode, Jacki shares how Pavillion’s Rising Executives program inspired her to make the ask for a VP title, how she went from fired to hired in 7 days, and our shared passion for supporting every woman to be the leading lady of her career. See below for some of the resources Jackimentions in the interview:Activate the Magic - RevOps ConsultancyWizard of Ops...2023-12-2646 minThe Revenue Formula5 takeaways from 2023It's time to wrap the year - and what better way than to revisit some of the great conversations we've had with our guests.In this episode, you'll hear:(00:00) - Introduction
(04:43) - Sales forecasts suck
(06:32) - RevOps aren't system admins
(09:13) - Jacco van der Kooij: Recurring revenue
(12:58) - Chris Walker: You're gonna cheat
(17:42) - Kyle Poyar: Raise the prices
(23:34) - Chris Orlob: Quotas
(27:11) - Udi Ledergor: Brand.. it's not what you think
2023-12-0732 minThe Revenue FormulaDo this to lift sales performance (with Chris Orlob, CEO at pclub.io)What can you really do to lift the performance of your sales team? That's exactly what we discussed with Chris Orlob, who was part of taking Gong from $200K to $200M in ARR.In the episode, we get into:(00:00) - Introduction
(02:44) - Why quota attainment is down
(06:06) - Why sales takes longer today
(08:32) - How do you solve the problem?
(10:48) - What does good look like?
(12:56) - Discovery: Understanding the need behind the need
(17:48) - Mutual action plan
(20:00) - Understanding intent
(25:37) - Dealing with finance and other stakholders
(30:39) - Making the case
(34:53...2023-09-2842 minThe Revenue FormulaWhy performance is down & what to do (With Jacco van der Kooij)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...2023-08-1752 minThe Revenue FormulaIf your target is at risk, listen to this2/3 sales reps aren't completing quota. Sales cycles are extending. Win rates are down. Yeah it's tough - that's why we cover what you can do to get back on track.What we covered 👇(00:00) - Introduction
(01:35) - The problems in SaaS
(05:05) - Only 2 out of 3 reps hit quota
(06:44) - We need an impact now
(07:28) - First step - do the analysis
(09:09) - Time is neglected
(12:09) - Where is the volume
(13:24) - The limitations of CAC Payback
(17:36) - Now what?
(20:00) - Help customers overcome indecision
(22:01) - An example
(25:39) - Another example
(28:32) - Fin...2023-07-1830 min
Art & Science of Complex SalesAdapting to the New Era of Selling With Jacco van der Kooij (Part 2 of 2)In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Jacco Van Der Kooij, the founder and Managing Partner of Winning by Design. They delve into the various aspects of successful SaaS sales teams and businesses.2023-05-2444 min
Art & Science of Complex SalesAdapting to the New Era of Selling With Jacco van der Kooij (Part 1 of 2)In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller interviews Jacco Van Der Kooij, the founder and Managing Partner of Winning by Design. They delve into the various aspects of successful SaaS sales teams and businesses.2023-05-1928 min
Marketing B2B avec Mony Chhim86 - Comment utiliser le marketing intelligence pour dépasser tes concurrents ? - Octave LAURENTIN, CEO et co-fondateur de DatakudoAu programme de la conversation entre Octave et Mony :
01:57 Les grands challenges en B2B pour 2023
02:48 Les opportunités à saisir aujourd’hui dans le B2B
08:22 En quoi la concurrence est une aide de développement
13:04 La veille concurrentielle, pratique indispensable
14:16 Outils pour faire une bonne veille
17:42 Quelques retours d'expérience
21:53 La chose sur laquelle Octave a changé d’avis
26:15 Les livres à lire
Mais aussi beaucoup d’autres sujets !
Références abordées :
- LinkedIn d’Octav...2023-04-0629 min
The Hard Corps Marketing ShowWhen To Hire A Growth Marketer - Andrew Miller - The Hard Corps Marketing Show - Episode # 328While everyone wants to have a Growth Marketer on their team, not every company actually needs a Growth Marketer, depending on their current stage. Today, we’re learning from a serial entrepreneur with multiple successful exits, a business mentor, a Growth Marketer, a lead generation expert & a marketing thought leader. Andrew Miller is the Co-Founder of WordSmiths, Inc. and the CEO & Founder of Eudaimonia Health. Andrew explains when and why a company should hire a growth marketer, how a company’s marketing evolves as it grows, and how a company goes from product-market fit to go-to-market fit. ...2023-03-1052 min
The Customer Experience Podcast236. The EX Takes Mixtape: 12 Employee Experience InsightsTo celebrate 200 episodes of the podcast, we created the EX Takes Mixtape - 12 top employee experience moments from episodes 101-199. Hear EX-themed highlights with these guests of The Customer Experience Podcast:Stacy Sherman, VP of Agent and Customer Experience at LiveopsBrittany Hodak, Keynote Speaker, Author, and Superfan StrategistElizabeth Dixon, Speaker on Strategy, Innovation, and CX; Principal Lead of Strategy, Hospitality, & Service Design at Chick-fil-AMark Schaefer, Speaker and Author of Marketing RebellionSue Woodard, Speaker and Mortgage and FinTech EvangelistShep Hyken, Customer Service and Customer Experience ExpertLisa Earle McLeod, Speaker and Author of Selling with Noble PurposeAndrea Morter, VP...2023-01-0339 minThe Customer Experience Podcast221. Creating Customer Impact in Moments That Matter w/ Jacco van der KooijMerely getting to the sale and figuring out later how to deliver what you sold does not work in a recurring revenue business. Actually, it’s customer success that makes the money now, because they create the experiences for customers around moments that matter. Which moments matter most? In this episode of our Human-Centered Communication expert series (which originally aired on September 14, 2021), Steve Pacinelli and I interview Jacco van der Kooij, Founder of Winning by Design, about building a customer impact journey around moments that matter. Join us as we discuss:Why sales knowledge comes with great...2022-09-2745 min
Leaders of Growth#45 Building your Sales Organization, with Jacco van der Kooij (Founder, Winning by Design)In this episode, Arthur sat down with Jacco Van Der Kooij, Founder and Co-CEO at Winning by Design, which was the second-fastest-growing private company in Silicon Valley in 2021.They discussed:How the go-to-market strategy aligns with the price of the product you are selling.What different kinds of people do you need sales organization grows through the stages.The essential factors to survive and grow as a SaaSNew deals vs. UpsellingThe most important metrics for the Sales OrganizationChurnHow can a sales leader set the stage with the help of the sales rock starsThe differences between US...2022-07-1534 minThe Customer Experience Podcast200. Episode 200! The EX Takes MixtapeIt’s episode 200 — and we’re celebrating the milestone with The EX Takes Mixtape - 12 top employee experience moments from episodes 101-199. Hear EX-themed highlights with these guests of The Customer Experience Podcast:Stacy Sherman, VP of Agent and Customer Experience at LiveopsBrittany Hodak, Keynote Speaker, Author, and Superfan StrategistElizabeth Dixon, Speaker on Strategy, Innovation, and CX; Principal Lead of Strategy, Hospitality, & Service Design at Chick-fil-AMark Schaefer, Speaker and Author of Marketing RebellionSue Woodard, Speaker and Mortgage and FinTech EvangelistShep Hyken, Customer Service and Customer Experience ExpertLisa Ea...2022-05-1738 min
SaaS Bazen Podcast100 – Jacco van der Kooij over SaaS in Nederland + SaaS sales Q&AAFLEVERING 100!
En wát een gast om dat mee te vieren: Jacco van der Kooij schuift aan!
Met zijn bedrijf Winning by Design draagt hij bij aan het succes van talloze scape-ups en unicorns over de hele wereld. Vrijwel elke SaaS Baas die ik spreek bekijkt zijn rijke Youtube kanaal, leest de artikelen en boeken van Jacco en zijn team of neemt training en coaching af. De impact die Jacco heeft op de SaaS wereld is gigantisch, en ik ben blij dat hij – in het Nederlands! – zijn verhaal wil doen in aflevering 100 van onze podcast.
2021-12-0200 min
We Love SaaS Podcast100 - Jacco van der Kooij over SaaS in Nederland + SaaS sales Q&AAFLEVERING 100!
En wát een gast om dat mee te vieren: Jacco van der Kooij schuift aan!
Met zijn bedrijf Winning by Design draagt hij bij aan het succes van talloze scape-ups en unicorns over de hele wereld. Vrijwel elke SaaS Baas die ik spreek bekijkt zijn rijke Youtube kanaal, leest de artikelen en boeken van Jacco en zijn team of neemt training en coaching af. De impact die Jacco heeft op de SaaS wereld is gigantisch, en ik ben blij dat hij - in het Nederlands! - zijn verhaal wil doen in aflevering 100 van onze podcast.
Website Winning by D...2021-12-021h 07
Sales Talk for CEOsGrowth Strategies for Hiring and Organizing Your Sales Team with Jacco van der KooijAs an entrepreneur, when you first launch your company, you often start out doing most of the work yourself. However, at a certain point, it’s time to hire a team so you can focus on the higher-level work required of a CEO and grow your business. But who should you hire first? When should you bring on a sales team? What hiring strategies can help you find the best talent? How should you organize your team for top performance and growth? All these questions (and more!) are answered in my latest Sales Talk for CEOs podcast.Th...2021-11-0944 min
The Marketing Book Podcast353 Human Centered Communication by Ethan BeuteHuman-Centered Communication: A Business Case Against Digital Pollution by Ethan Beute and Stephen Pacinelli About the Book: Digital pollution is the problem. Human-centered communication is the solution. We’re spending more time than ever in virtual environments. That will only increase, as will the amount of noise we encounter there. The seemingly endless series of unwelcome digital distractions range from frustrating to dangerous. As individuals and businesses, we not only spend time and energy managing this digital pollution, we often create it. At risk are relationships and revenue. The on...2021-10-151h 14The Customer Experience Podcast158. Creating Customer Impact in Moments That Matter w/ Jacco van der KooiMerely getting to the sale and figuring out later how to deliver what you sold does not work in a recurring revenue business. Actually, it’s customer success that makes the money now, because they create the experiences for customers around moments that matter.Which moments matter most?In this episode of our Human-Centered Connection expert series, Steve Pacinelli and I interview Jacco van der Kooij, Founder of Winning by Design, about building a customer impact journey around moments that matter.Join us as we discuss:Why sales knowledge comes with great responsibility2021-09-1443 min
The Fastest Growing CompaniesFounder & Co-CEO of Winning by Design, Jacco van der KooijToday on The Fastest Growing Companies podcast, we're talking to the Founder & Co-CEO of Winning by Design, Jacco van der Kooij.Check out the video version on YouTube.Host: Chris RonzioLearn more about Trainual, the world's top Business Playbook™ software.2021-08-1618 min
The Survival to Thrival PodcastImplementing GTM Fit in the real worldJacco van der Kooij, founder of Winning By Design, has worked with more than 800 startups solving sales marketing challenges. He speaks with host Tae Hea Nahm about the common Go To Market stumbling blocks and how to get you and your team to fix them.
2021-06-0227 min
The Sales Hacker PodcastFriday Fundamentals 112: Jacco Van Der KooijOn this episode of Friday Fundamentals, we chat with Jacco Van Der Kooij.2021-01-2205 min
The GTMnow PodcastFriday Fundamentals 112: Jacco Van Der KooijOn this episode of Friday Fundamentals, we chat with Jacco Van Der Kooij.The GTMnow Podcast The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.Visit gtmnow.com for more episodes and other interesting content. 2021-01-2205 minThe Sales Hacker PodcastFriday Fundamentals 112: Jacco Van Der KooijOn this episode of Friday Fundamentals, we chat with Jacco Van Der Kooij.2021-01-2205 minThe Sales Hacker Podcast145. Lessons Learned From Winning by Design w/ Jacco van der KooijThis week on the show, we've got Jacco van der Kooij, the founder of Winning By Design and a thought leader in the SaaS and startup spaces. He's also a very funny and entertaining person. I think you're really going to like this episode because Jacco acts a little ... ridiculous, but in an endearing way. He's enthusiastic and passionate. When he explains what he's doing at the end, it makes a tremendous amount of sense, and you can see that it's actually strategic. It's a lot of fun, perhaps the most fun I've ever had in an interview ... perhaps.2021-01-1943 minThe Sales Hacker Podcast145. Lessons Learned From Winning by Design w/ Jacco van der KooijThis week on the show, we've got Jacco van der Kooij, the founder of Winning By Design and a thought leader in the SaaS and startup spaces. He's also a very funny and entertaining person. I think you're really going to like this episode because Jacco acts a little ... ridiculous, but in an endearing way. He's enthusiastic and passionate. When he explains what he's doing at the end, it makes a tremendous amount of sense, and you can see that it's actually strategic. It's a lot of fun, perhaps the most fun I've ever had in an interview ... perhaps.2021-01-1943 minThe GTMnow Podcast145. Lessons Learned From Winning by Design w/ Jacco van der KooijThis week on the show, we've got Jacco van der Kooij, the founder of Winning By Design and a thought leader in the SaaS and startup spaces. He's also a very funny and entertaining person. I think you're really going to like this episode because Jacco acts a little ... ridiculous, but in an endearing way. He's enthusiastic and passionate. When he explains what he's doing at the end, it makes a tremendous amount of sense, and you can see that it's actually strategic. It's a lot of fun, perhaps the most fun I've ever had in an interview ... perhaps. 2021-01-1943 min
Astella PlaybookJacco van der Kooij: o fundador da Winning by Design fala sobre máquina de vendas, times remotos e muito mais.Jacco van der Kooij é a referência quando o assunto é escalar máquinas de vendas, e um amigo e parceiro da Astella há muitos anos. Nosso último podcast da temporada traz o Jacco sendo Jacco: divertido, direto, sincero e sempre um grande mestre. Apresentação: Edson Rigonatti e Daniel Chalfon.2020-12-1545 min
The SaaS Revolution ShowThe Blueprint to building a successful SaaS company: Insights from Godard Abel & Jacco Van Der KooijJacco Van Der Kooij, CEO of Winning by Design, and Godard Abel, CEO of G2 join Alex Theuma on The SaaS Revolution Show. Jacco and Godard are two of the speakers at SaaStock's brand new Blueprint event, taking place on December 15. We've put together the Blueprint to help SaaS CEOs go from good startup to great scaleup.
They share the founding stories of their companies and the biggest lessons they've learned on their journey to scaling a SaaS company.
Check out the other ways SaaStock is helping SaaS founders move their
business forward:
🇮🇪 SaaStock Europe: 14-15 October 2025 | Dublin, Ireland
Book you ticket...2020-11-2624 min
Les Héros de la vente : le podcast numéro 1 pour apprendre à vendre#38 - Comment coacher ses équipes commerciales avec Geoffroy Villard de MooncardOn parle formation, coaching et entrainement avec Geoffroy Villard de Mooncard dans cet épisode 38.
Quand Geoffroy est arrivé chez Mooncard, son objectif était d'abord de refondre la formation de ses équipes. Mettre les bonnes bases grâce à la formation pour construire une culture de la vente. Connaitre les fondamentaux : le produit, les outils, les process, le langage.
On va distinguer la formation initiale et continue.
Geoffroy insiste aussi sur le playbook puis la prospection. Lorsqu'un commercial rentre chez Mooncard, il se forme sur les fondamentaux, puis assimile le playbook des bonnes pratiques et ensuite s...2020-05-251h 01
Dans la tête d'un VC#24 David Bitton VC chez Serena : Sur son rôle d'Operating Partner chez Serena, ses expériences entrepreneuriales et la gestion du covid-19Pour recevoir les futurs épisodes de ce podcast et mes 60 ressources préférés (articles, livres, sites) , abonnez vous à ma newsletter. (un mail chaque lundi à 16h30 envoyé à plus de 1800 personnes)
David Bitton est Operating Partner chez Serena Capital, un fonds de series A ayant la particularité de disposer d'une équipe dédiée à l'accompagnement de ses startups : les operatings partners dont David fait donc parti depuis le début de l'année.
Avant cela, David a entrepris pendant plus de 20 années au cours desquelles il a été le CEO et co...2020-05-1145 min
Agency IconsOlivier L'Abbe, former SVP of Sales at G2 on his sales leadership playbook.Outline of this Episode[01:39] Early lessons from Olivier L'Abbe’s journey in his career[04:46] Evaluating the core skills to learn in a job[07:10] How Olivier is adjusting to working from home[10:04] On making the transition from the banking industry[15:34] Tips to get prospects or customers to engage with you[17:35] How to manage oneself effectively in personal space and work[21:22] Creating predictability in your businessOlivier's InspirationsJacco va...2020-05-0523 min
The Sales Game#36 Comment structurer un appel à froid avec Geoffroy Villard (Directeur commercial de Mooncard)On se retrouve pour un nouvel épisode de The Sales Game, j’ai le plaisir de recevoir Geoffroy Villard, Head of Sales chez Mooncard.
Au menu aujourd’hui on parle des 2 challenges qu’il a rencontrés quand il a pris son poste de directeur commercial chez Mooncard, de la bonne attitude à avoir quand tu prospectes et comment il structure ses appels à froid.
Bonne écoute !
PS : T’as aimé cet épisode ? Laisse un commentaire et une note de 5 étoiles ici 👉 https://ratethispodcast.com/thesalesgame
Abonne toi là où t’écoutes tes podcasts et suis moi par...2020-04-2059 min
SaaShimiIII. Building a Sales Org - Jacco van der KooijJacco is the founder of Winning By Design and author of Blueprints of a Sales SaaS Organization and seven other books. He is a Sales Mentor across several VC firms such as Notion Capital, Reach Capital, Astella and Storm Ventures, where he helps accelerate the development of sales teams across their portfolios. Prior to founding Winning By Design, Jacco held roles of VP of Worldwide Sales and VP Strategy at Qumu (acquired by Rimage), Kontiki, and Technicolor. He is proud to have helped marquee customers over the years, including Amazon, AT&T, Dish, and Disney.Jacco holds...2020-03-0957 min
The Predictable Revenue Podcast127: Effective early career development for recent grads with Salesforce’s Steve BullingtonOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Steve Bullington, Senior Manager of Solutions Engineering Talent Development at Salesforce. Steve’s done it all in the world of sales – quota carrying rep, frontline manager, and organizational leader. But now he’s focused on developing the next wave of sales gurus via the internship programs and new sales development cohorts in the Salesforce training academy. Throughout the pod, Collin and Steve discuss how to build an effective career development program for early grads. From interviewing, to presenting, to whiteboarding – if you’re in charge...2019-11-071h 21The Predictable Revenue Podcast127: Effective early career development for recent grads with Salesforce’s Steve BullingtonOn this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Steve Bullington, Senior Manager of Solutions Engineering Talent Development at Salesforce. Steve’s done it all in the world of sales – quota carrying rep, frontline manager, and organizational leader. But now he’s focused on developing the next wave of sales gurus via the internship programs and new sales development cohorts in the Salesforce training academy. Throughout the pod, Collin and Steve discuss how to build an effective career development program for early grads. From interviewing, to presenting, to whiteboarding – if you’re in charge...2019-11-071h 21
Sales Leadership PodcastEpisode 50: #50: Jacco van der Kooij of Winning by Design - Double Your Sales Without Doubling Your Sales TeamOn our 50th Episode, Jacco van der Kooij, Founder of Winning by Design, joins the Sales Leadership Podcast to talk about how you can become a modern sales leader. Jacco shows us how focusing on what matters most to the customer can grow your sales by 2X without doubling your sales team or doubling the price. He shows us the seven key moments that a modern sales leader can work on with the sales team and be a coach, not a trainer. 2019-06-1156 min
The SaaS Revolution ShowSaaS is Dead with Jacco van der Kooij, Winning by DesignJacco van der Kooij, founder of Winning by Design, a consultancy helping SaaS companies design, build and scale their sales efforts, talks with Alex Theuma about why SaaS as we know it is dead and what to do to stay alive. Check out the accompanying blog post to find the links + Jacco's research article "Principles of rapid growth sales as used by Silicon Valley startups" https://www.saastock.com/blog/view/saas-is-dead
Check out the other ways SaaStock is helping SaaS founders move their business forward: 🇮🇪 SaaStock Europe: 14-15 Octobe...2017-06-2030 min