We’re Building Something Big…
Read time: 8 minutesWe see the same problems with B2B SaaS again and again.
We’re fixing those problems every day in our work.
So, we’re doubling down on sharing much bigger, deeper insights into what we’ve learned and what we continue to learn about B2B SaaS GTM in $30M to $100M companies.
This will be taking form in our Frameworks (some of which have already been published and will be receiving updates).
These Frameworks will act as content hubs, giving a broad overview of the key concepts in very quick reads (eventually with short videos as well), while linking off to other pieces of content that dive deeper into the details of each concept.
This way, you can learn about these massive and foundational topics at a pace and depth suited to you. Have a nibble, a bite, a meal, or a whole feast – the rabbit hole of content you explore is up to you.
Here are the USC Frameworks, both published and planned:
1. Annual Planning Framework – Coming Soon
Effective GTM strategies start with annual planning, where goals aren’t just numbers but achievable targets rooted in reality. This framework helps you build an annual plan that aligns with both your team’s capabilities and your company’s ambitions.
- Set Achievable Targets: We’ll guide you through setting clear goals, aligning resources, and defining assumptions. Prevent common planning pitfalls and increase the impact your plan has on next years success.
- Improve Stakeholder Alignment: A balanced planning approach combines top-down revenue goals with bottom-up capacity analysis. Present a realistic plan to stakeholders, that fosters confidence in both your growth targets and your path to execution.
- Data-Driven Planning with Risk Mitigation: Get the tools to make your annual plan resilient and responsive, ensuring that you’re prepared for unforeseen market shifts – even mid-year.
When the entire organization knows where it’s headed and how to get there, teams are more likely to hit those targets without wasted effort or resources.
Subscribe to the newsletter here to get early access!
2. GTM Efficiency Pyramid – Published
Currently known as The Revenue Efficiency Pyramid, (soon to be renamed and revised), this is our model for prioritizing operational improvements that yield the highest impact. It’s designed to guide CROs and revenue leaders in optimizing their GTM by building the right foundation and continuing to build upon it. Each level of the pyramid improves on the last.
- Identify Key Improvements: Not every inefficiency demands immediate action. Use this framework to identify where operational improvements can make the most difference, ensuring your resources are well-spent.
- Align Goals with GTM Ops: Revenue operations are at the heart of GTM success. The pyramid provides a structure for aligning revenue targets with GTM initiatives, ensuring that each step you take is backed by operational efficiency.
This approach prevents the common pitfall of spreading efforts too thin across various areas. Instead, it directs focus towards areas where improvements will have the most tangible impact on revenue.
While the new version of the GTM Efficiency Pyramid is coming soon, you can read about The Revenue Efficiency Pyramid here!
3. The RevOps Roadmap – Published
Creating a single-page RevOps Roadmap is essential for aligning everyone on your GTM journey. This simple yet powerful tool maps out how revenue goals translate to actionable initiatives, keeping all teams on the same page.
- Unified Vision: CROs know the challenge of uniting teams around revenue goals. The RevOps roadmap provides a clear and concise way to keep everyone aligned and moving in the same direction.
- Measure Progress: This roadmap allows you to track milestones and adjust as necessary, giving everyone visibility into the progress of GTM initiatives.
The RevOps Roadmap acts as a north star for GTM success. With everyone aligned and aware of their role, it’s easier to achieve cohesive and effective execution.
4. B2B SaaS GTM Metrics – Coming Soon
Metrics matter—but only the right metrics can inform your GTM strategy effectively. This framework will help you gain visibility across the entire funnel, so you know what’s working and where to pivot.
- Comprehensive Visibility: Track the right metrics across every GTM initiative – from pipeline generation and management, to retaining/expanding customers, to scaling profitability across the entire business.
- Identify and Eliminate Waste: Spot inefficiencies early by knowing where time, money, or resources are being wasted. This insight enables you to double down on efforts that are driving real revenue while discarding unproductive strategies.
Understanding your GTM metrics isn’t just about tracking success; it’s about creating a cycle of continuous improvement. By measuring impact and iterating, you’ll prevent common pitfalls and make data-driven decisions.
Subscribe to the newsletter here to get early access!
5. The Modern Pipeline Management Framework – Coming Soon
In B2B SaaS, effective pipeline management is critical for consistent growth. This framework enables CROs to standardize their pipeline process, increasing visibility and driving stronger execution.
- Increase Close Rates: This approach centers on closing more of the pipeline you’re generating. Standardizing your pipeline management process ensures smoother execution and reduces the risk of dropped leads.
- Trustworthy Reporting: Standardization enables more accurate reporting, giving you and your team a clear picture of where the pipeline stands. This visibility is key to making informed adjustments that increase pipeline efficiency.
Modern pipeline management requires a blend of process rigor and flexibility. With the right structure, you can maximize conversion rates and maintain pipeline health.
Subscribe to the newsletter here to get early access!
6. The Modern Outbound Framework – Published
Outbound is struggling because we’re casting too wide a net, with generic messaging that doesn’t convert.
The Modern Outbound Framework shifts focus to quality over quantity. We’ll show you how to build defined prospecting lists that are carefully segmented, then maximize the relevance of your messaging to convert more of the best possible customers.
- Optimized Targeting and Efficiency: By applying structured capacity planning and list segmentation, your sales team will be able to reach and convert the best prospects while reducing wasted effort.
- Higher Engagement Through Personalization: Use messaging strategies that increase relevance and personalization in outbound communication, no matter the segment, and see response rates soar.
By building a modern, efficient outbound approach, you can drive predictable revenue while ensuring each outbound effort counts.
7. Modern Inbound Framework – Coming Soon
Inbound strategies are a powerful part of any B2B SaaS GTM plan, but they need to be focused on revenue rather than superficial metrics. The Modern Inbound Framework helps CROs and marketing leaders drive inbound efforts with clear revenue goals in mind.
- Set Real Revenue Targets: Many inbound strategies are still too focused on MQLs rather than true revenue impact. Establish targets that align inbound activities directly with revenue, ensuring that marketing efforts are always in step with overall company goals.
- Unblend the Funnel: Get deeper visibility into which channels and segments are providing results, so you can accurately forecast outcomes to changes in resource allocation and make more strategic decisions.
- Increase Lead Conversion and Quality: Improve the value of each lead with better qualification while converting more of them with better process and execution.
Inbound efforts should contribute directly to revenue. This framework transforms inbound from a passive lead generator into a targeted, high-ROI strategy.
Subscribe to the newsletter here to get early access!
Summary
These frameworks offer actionable steps to solve common pain points in the B2B SaaS GTM journey. By focusing on realistic targets, efficient operations, and clear metrics, CROs can build GTM strategies that scale. Here’s a quick recap:
- Annual Planning Framework: Set achievable, data-driven targets and align your teams
- Revenue Efficiency Pyramid: Prioritize operational improvements for maximum impact
- RevOps Roadmap: Create alignment and track GTM progress
- B2B SaaS GTM Metrics: Gain visibility, identify inefficiencies, and eliminate waste
- Modern Pipeline Management: Standardize processes to close more (and bigger) deals, faster
- Modern Outbound Framework: Get more response rates with tighter targeting and messaging
- Modern Inbound Framework: Drive revenue-focused inbound strategies with better visibility
By embedding these frameworks into your GTM process, you can build a GTM engine that not only meets targets but does so in a repeatable, scalable way. Remember, consistent execution and insights are the keys to unlocking sustainable growth.
When you’re ready, here’s how we can help:
Get a Free 1:1 Revenue Efficiency Workshop
Get one of our Senior Revenue Strategists to yourself for 1 hour and leave with a plan to increase the money-making power of your go-to-market operations.
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