Structuring your Revenue team — Patrick Thorp // Founder Revenue Academy
Patrick Thorp
Founder Revenue Academy
- Part 1B2B Founder’s Go-to-Market Playbook — Patrick Thorp // Founder Revenue Academy
- Part 2Why Revenue over Sales? — Patrick Thorp // Founder Revenue Academy
- Part 3 Structuring your Revenue team — Patrick Thorp // Founder Revenue Academy
Show Notes
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02:09Whats the first thing you recommend to founders structuring their revenue teams?For founders looking to start from the ground up, they will need to lead the initial sales operation.
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02:56Whats next after this?Create an assembly line. Get salespeople who open up conversations with your target market, then have people who would talk to a qualified lead to close a deal, and finally have a customer success manager to help retain these customers. The SDR, to AE, to the Customer Success Manager.
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04:26Whats another model they can think about?The pod structure is great for people who are product-led. There is an outbound prospector, an inbound marketer, an account executive, and a customer success manager. These people should all be product-obsessed.
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06:24What is the fourth model?The return jewel flow model is typically for bigger businesses. It has specialized streams of inbound and outbound.
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08:47Do you find yourself feeling like the founder led model should be giving way to the assembly line much more quickly?Ideally, it should.
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10:05Where do you feel like that CRO typically fits?The time to hire a CRO depends on what you want a CRO to come in and solve.
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12:46Why do people become founders considering how difficult it is?They want to serve a higher purpose. They have a big why.
Quotes
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“The first 10 customers for a B2B SaaS founder would likely come or have to come from the founder themselves in my experience.” - Patrick Thorp
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“Taking a phone first approach, by the way, is the quickest way to establish product-market fit.” - Patrick Thorp
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“I would say probably zero to 1 million is the founder-led, probably one to five is the assembly line, five to 10 is the pod structure. And 10-million plus would be the jewel flow.” - Patrick Thorp
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“The best companies that I've seen in terms of structure have had a VP of sales, a VP of marketing and a VP of customer success, and a VP of RevOps, actually all coming into the CRO to start reports.” - Patrick Thorp
- Part 1B2B Founder’s Go-to-Market Playbook — Patrick Thorp // Founder Revenue Academy
- Part 2Why Revenue over Sales? — Patrick Thorp // Founder Revenue Academy
- Part 3 Structuring your Revenue team — Patrick Thorp // Founder Revenue Academy
Up Next:
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Part 1B2B Founder’s Go-to-Market Playbook — Patrick Thorp // Founder Revenue Academy
Co - founder of Founder Revenue Academy, Patrick Thorp discusses how B2B founders can craft the best go - to - market strategies. Approximately ⅔ of founders in the UK come from a software engineering and development background. Unfortunately, that puts them at a big disadvantage when bringing their product to market. Today, Patrick gives us the playbook that can help technical founders jump this hurdle.
Play Podcast -
Part 2Why Revenue over Sales? — Patrick Thorp // Founder Revenue Academy
Co - founder of Founder Revenue Academy, Patrick Thorp discusses why B2B SaaS founders need to focus on revenue over sales when developing their go - to - market model. Taking a revenue - first approach helps align other core functions in the organization, like sa les, marketing, and customer experience. Today, Patrick highlights with examples why this strategy works
Play Podcast -
Part 3Structuring your Revenue team — Patrick Thorp // Founder Revenue Academy
Co-founder of Founder Revenue Academy, Patrick Thorp talks about the various ways founders can structure their revenue team. Initially, founders have to take a founder-led approach to sales and as they gain more customers, they can adopt one of four structures. Today, Patrick highlights the different structures founders can adopt.
