Winning by Design

Honored to be named one of Selling Power's Top Sales Training Companies for 2026. This recognition belongs to our clients, our trainers, and everyone on the WbD team who shows up and does the work. We love what we do. This is a good reminder of why. Thank you. #SalesTraining #GTM #RevenueGrowth #SalesEnablement #RecurringRevenue #B2BSales #SalesLeadership

The word that kept showing up after Impact Summit was one we coined: funnelism. Funnelism is what happens when a recurring revenue company runs its GTM like a one-time transaction business. More acquisition spend. Tighter top-of-funnel metrics. Heavier quota on new logos. The funnel gets optimized. The customer doesn't. And because recurring revenue compounds through retention and expansion, not acquisition, the math quietly turns against you. You win customers at the top. You lose momentum everywhere else. The business looks like it's growing. The engine is actually decaying. This is not a pipeline problem. It is a design problem. The shift is from funnels to loops. From pushing leads through a system to building one where customer impact feeds the next cycle of growth. Recurring revenue is the result of recurring impact. That's not a slogan. It's a constraint. The companies that understand it architecturally are the ones compounding. #RevenueArchitecture #GTMStrategy #RecurringRevenue #SaaSGrowth #GrowthLoops #RevenueLeaders #B2BGrowth

Impact Summit wrapped last week in San Francisco. What stayed with us wasn't a slide or a stat. It was the room. 200 GTM leaders. Every one of them left with at least one new connection they hadn't expected to make. Not because we planned an icebreaker. Because the conversations found their own level. The PE Operators panel was the most cited session in our post-event feedback. A panel where practitioners sat down and talked through what they're actually seeing across portfolios. From theory to application. So we ask: how are you turning AI strategy into AI execution? Thank you to everyone who made the day what it was: the speakers who showed up with real perspective, the sponsors who invested in the community, and the attendees who came to learn and stayed to connect. #ImpactSummit #GTMCommunity #RevenueLeaders #GrowthArchitecture #B2BSaaS #RecurringRevenue

Impact Summit Virtual is this Thursday, May 28. A full day of 7 tactical sessions for GTM practitioners building systems that compound in the AI era — not just plans that fade under pressure. Jacco van der Kooij opens with a keynote on operationalizing modern GTM for predictable outcomes. A Winning by Design Growth Institute member panel follows with live takeaways from the San Francisco summit earlier this month. The sessions that follow go deeper: Revenue governance under pressure. Who owns the compounding system? SPICED-powered AI coaching, demonstrated live. The five growth loops and how to sequence them. AI at every level of the sales org. Real frameworks. Real practitioners. No registration fee. Link in comments. Thank you to our sponsor, Attention. Speakers: Colten Roderigue 🐘,Dominic Ballinger, Lakshmi Randall, Louis Fernandes, Kevin Brown, Travis Brown, Jonathan Moss, Dan Smith, Nida Ateeq, Jim Hopkins, Kris Snyder, Alessandro Bodo #GTM #RevenueArchitecture #SalesLeadership #GrowthStrategy #RecurringRevenue #RevenueOperations #GrowthLoops

Your revenue plan has a probability. Most teams don't know what it is. On June 3, two members of our team will be on stage at RevStar Summit in Toronto to change that. Dr. Dan Patterson and Yasmine de Aranda are presenting on exactly this — how to move from a growth target to a growth probability. RevStar is a full-day GTM summit co-hosted by our partner Vasco, alongside a strong lineup of operators, founders, and investors. If you're a Toronto-based founder or CXO, make the time to find us and level up your GTM acumen. Use code WBD-40 for 40% off tickets at revstarsummit.com.

Two experts. One session. Worth the trip.

Impact Summit Virtual is one week away. May 28th, via Zoom, presented by Attention. A full day of tactical sessions on the systems, frameworks, and governance models that define how modern recurring revenue growth actually works. 👉 Made available to our audience at no cost. Jacco van der Kooij opens with a keynote on operationalizing GTM strategy for predictable, unstoppable growth. A practitioner panel follows. Winning by Design Growth Institute members from companies like Sage and Cisco share the most actionable takeaways from the live Summit in San Francisco — in their own words, from the room. From there, the day goes deep on the structural questions that matter most: > What breaks revenue systems under pressure. And the governance model that holds the line. > What becomes possible when revenue strategy and revenue operations stop running in separate lanes. > How AI is transforming sales coaching through the SPICED framework. Live demonstration included. And the session that closes the day: growth loops. The model that replaces linear demand generation with systems that compound on their own. 7 sessions. One through-line. Growth by design. Not by chance. Perfect for the whole team. Link to register in comments. Speakers: Colten Roderigue 🐘, Dominic Ballinger, Lakshmi Randall, Louis Fernandes, Kevin Brown, Travis Brown, Jonathan Moss, Dan Smith, Jim Hopkins, Kris Snyder, Alessandro Bodo #ImpactSummit #RevenueArchitecture #GTMStrategy #RecurringRevenue #GrowthLeadership #SaaSGrowth #RevenueOperations

Last week at Impact Summit, we handed out three Growth Awards. The standard was clear: real frameworks, real implementation, measurable outcomes. Congratulations to this year's winners. Bowtie for Growth Momentum 🏆 Ran Haimoff, Tipalti – A Bowtie-driven redesign across 400 employees that reversed growth trajectory mid-year and significantly improved capital efficiency. SPICED for Growth Acceleration 🏆 Nida Ateeq, Lyra Technology Group – One methodology deployed across 100+ companies in under six months, replacing fragmented qualification with a unified pipeline governance system. AI Innovator 🏆 Lisa Sharapata, Metadata – A self-improving demand generation system that replaced unreliable intent signals and drove a step-change in ROI and influenced revenue. These aren't projections. They're operating results. A system doesn't produce outcomes like these by accident. It produces them because someone chose to design how growth actually works. Congratulations also to the finalists who made each category genuinely difficult to judge: Mark Kosoglow, Charlie Wood, Benjamin R., Julien Alexander Cerutti, Scott Walker, Lance Haffner, Anca van der Linden, David Ronen, Andrew Riesenfeld, and Kyle Lacy. The full book of innovation stories from Impact Summit is linked in the comments. #ImpactSummit #GrowthAwards #RevenueArchitecture #SPICED #Bowtie #GTM #B2BSaaS #RecurringRevenue

The funnel was never designed to compound. At Impact Summit in San Francisco, Jacco named the structural problem behind slowing growth at SaaS companies everywhere: funnelism. The model front-loads all risk on acquisition and has no mechanism to feed itself. More than half of all public SaaS companies are now above the $2B ARR mark. The easy expansion era is over. AI Overviews are compressing organic search. Email open rates keep falling. Seat-based pricing is collapsing as agents replace human users. The ceiling is structural, not executional. There is also a buyer-side reason funnelism is failing. Customers no longer trust promises of value without the realization of impact. Buyers are fatigued. They want control, accuracy, and on-demand answers, not gatekeeping and nurture sequences. The framework Jacco presented reorients the entire model. Unstoppable growth is growth that creates growth — because customers stay, expand, and happily spread the word as they achieve meaningful, recurring impact. That definition is mathematical, not aspirational. The acquisition side of that system runs on three loops: 1. The K-factor (Viral): high-fit customers who achieve real impact refer peers. The loop only works if the impact is real and recurring. 2. The C-factor (Community): when customers build something together, the community becomes a gravitational force that pulls new members in. A structural advantage, not a marketing tactic. 3. The A-factor (Advocacy): satisfied customers reach rooms your sales team will never enter. The highest-quality acquisition signal that exists, and largely invisible to pipeline-stage systems. Together, K, C, and A drive acquisition that costs less and converts higher than any paid funnel because the growth is earned from impact, not manufactured from spend. Combined with strong GRR and NRR on the right side of the Bowtie, the system does not just grow. It accelerates. The K, C, and A factors are not growth hacks. They are the architectural signature of companies that have stopped buying growth and started designing for it. #RevenueArchitecture #GrowthArchitecture #UnstoppableGrowth #GTMStrategy #RecurringRevenue #GrowthLeadership #SaaSGrowth #RevenueOperations

If you missed Impact Summit in San Francisco this week, here's what you missed: A room full of revenue leaders working through the same structural problem: why growth stalls as you scale, and what it actually takes to fix it. The good news is you have another shot. 👉 Impact Summit Virtual is May 28th on Zoom. The day opens with a live keynote from Jacco, followed by Winning by Design Growth Institute members sharing their biggest takeaways from San Francisco. From there, the day’s programming covers the territory that matters most right now: why revenue systems break under pressure and how governance stabilizes them. How growth loops replace linear demand generation. How AI is changing what sales coaching looks like at scale. A full day. Real frameworks. Meaningful depth. We’re bringing the insights only found at an Impact Summit to you, wherever you may be. Visit the link in the comments to register. #ImpactSummit #RevenueArchitecture #GTMStrategy #RecurringRevenue #GrowthLeadership #SaaSGrowth #RevenueOperations