Podcasts about kooij

this talk was part of the AM Service series entitled Songs Of The King. Text: Psalm 5 Date: 15 June 2025 Speaker: Josh van der Kooij

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, and why this approach might be the healthiest way to grow in B2B right now. Never miss a new episode! join our newsletter at revenueformula.substack.com (00:00) - Introduction (01:24) - Exploring the New Playbook (08:04) - Activating Your User Base (23:01) - The tiered users ecosystem (29:43) - Cohort-Based Events (36:56) - Human-Led Growth: The Power of Real Connections (43:21) - The New Playbook: Integrating Sales and Success (51:23) - Up next: The SDR Playbook

Il vincitore del Giro d'Italia 2025 è Simon Yates. L'inglese Team Visma - Lease a Bike che è stato protagonista di una scalata da record sul Colle delle Finestre, ieri si è goduto la passerella della corsa rosa per le strade di Roma ufficializzando il primo posto nella generale.

Olav Kooij heeft een vanuit Nederlands oogpunt zeer succesvolle Giro compleet gemaakt. De topsprinter van Visma boekte in de slotrit rondom Rome zijn tweede etappezege. Het was de vierde Nederlandse overwinning van deze Ronde van Italië, nog nooit wonnen Nederlanders zó vaak in één Giro. In deze aflevering van In Het Wiel legt Marijn Abbenhuijs uit waarom dit misschien wel de beste grote ronde van Visma ooit was en vertelt Roxane Knetemann over haar liefde voor massasprints. Host is Niek Goedvolk.See omnystudio.com/listener for privacy information.

Koersklappers: Jonas Vergauwen, Bieke PurnelleDoor een hiaat in de planning moesten we twee wielerweken bespreken, maar Jonas en Bieke flitsten duchtig en volleerd mee door alle wielernieuws. Van Giro tot Burgos en van MvdP tot Brennan!Over Zuid-Amerika, politiek, de onkunde van de UAE, het topteam Lidl-Trek en een leuke Equadorees.Steun Radio Stelvio

📌 ¡Las Claves del #GirodItalia! Etapa 1️⃣2️⃣ Kooij ya tiene su etapa Van Aert lo hace perfecto Del Toro, ¿demasiado excitado? 🗣️ Con @AlbertRiveraR 📍 Encuéntranos en... ➡️https://alacoladelpeloton.es/ ➡️ https://www.twitch.tv/acdpeloton ➡️https://youtube.es/ACDPeloton ➡️Grupo de Telegram: https://t.me/familiaACDP ➡️Twitter: twitter.com/ACDPeloton ➡️Instagram: https://www.instagram.com/acdpeloton/ ➡️Facebook: https://www.facebook.com/alacoladelpeloton ➡️Strava: https://www.strava.com/clubs/ACDpeloton Escucha el episodio completo en la app de iVoox, o descubre todo el catálogo de iVoox Originals

Olav Kooij heeft zijn ritzege in de Giro te pakken. De sprinter van Visma-Lease a Bike was in de twaalfde etappe de snelste. In deze aflevering van In Het Wiel praten Niek Goedvolk, Roxane Knetemann en Marijn Abbenhuijs je helemaal bij over deze etappe. Wat deed Kooij zo goed in de finale, hoe belangrijk was Wout Van Aert en hoe gevaarlijk was die bocht op 350 meter nou echt? En wat is de link tussen Kooij en de Elfstedentocht? Luisteren maar.See omnystudio.com/listener for privacy information.

Podczas gdy Pedersen pokutował za grzechy dnia poprzedniego byczek Del Toro zgarniał rogliczówki i cieszył się z pozycji P1 na dachu samochodu, nikt nie gadał z Episem, Ayuso kleił szwy, Kooij nie pogubił się na finiszu a wszystko odbyło się w oparach octu balsamicznego.Chcesz folołować? – Facebook: https://www.facebook.com/pncastCykChcesz popaczeć? – Instagram: https://www.instagram.com/pncast/Chcesz połoglondać? – YouTube: https://www.youtube.com/channel/UC5hNRM9CimnQAZTho-FBAcQ Chcesz pobiznesować? – e-mail: podnominal@gmail.com Chcesz dać zapomogę? – PATRONITE: https://patronite.pl/pncast Buycoffee: www.buycoffee.to/pncastPatroni : HIGROSYSTEM.PLMarek DrÓb

In deze extra show kijken Sander Valentijn, Jeroen Vanbelleghem, Jan Hermsen en Bobbie Traksel vooruit naar de etappes van het weekend. Eerst sluit Jeroen aan die kort terugblikt op de etappe van donderdag met de winst voor Kooij en hoe Van Aert een enorm aandeel had in dit succes. Vervolgens bespreken we – voordat we dieper ingaan op de etappes – enkele scenario's voor het aankomende weekend waarvan sommige iets waarschijnlijker zijn dan de andere. In etappe 13 op vrijdag (17:00 min) wacht een finale voor de puncheurs. Gaan we daar dan eindelijk Pidcock zien winnen, of wordt het misschien wel een klassementsman? Op zaterdag kan het in etappe 14 (23:00 min) een sprint worden, of is de lokale lus zo lastig dat we ook hier weer een verrassing krijgen? Zondag wacht dan etappe 15 (27:00 min) met de beklimming van de Monte Grappa. Is een herhaling van de 11e etappe waarin Carapaz won hier mogelijk, of krijgt de vlucht deze keer wel een kans? Alle mogelijkheden nemen we met elkaar door zodat jij het weekend nog wel met vragen, maar in ieder geval goed voorbereid tegemoet gaat. Hosted on Acast. See acast.com/privacy for more information.

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

This talk was part of the AM/PM Service series entitled The House Of God. Text: Matthew 16:13-19 Date: 18 May 2025 Speaker: Josh van der Kooij

Een lange, chaotische dag in de Giro is geëindigd in een teleurstelling voor Olav Kooij. Na een massale valpartij werd de 227 kilometer lange rit een tijdje stilgelegd, waarna er geen punten en tijdsverschillen werden gegeven bij de finish. Was dat een goede beslissing van de organisatie en wat had Kooij anders moeten doen? Je hoort het in een nieuwe aflevering van wielerpodcast In Het Wiel. Vandaag met host Niek Goedvolk, co-host Roxane Knetemann en wielerverslaggever en Marijn Abbenhuijs. See omnystudio.com/listener for privacy information.

Casper van Uden stunt in de Giro met winst van de vierde etappe. Na een geweldige lead-out van Bram Welten boekt de jonge Nederlander zijn grootste zege uit zijn loopbaan. Met ook Olav Kooij en Maikel Zijlaard was heel het podium oranje. Host Niek Goedvolk bespreekt het met co-host Roxane Knetemann en wielerverslaggever Daniël Dwarswaard. En wat is de kunst van een goede lead-out? En waarom krijgt Steven Kruijswijk een speciale vermelding? Je hoort het in een nieuwe aflevering van wielerpodcast In Het Wiel.See omnystudio.com/listener for privacy information.

This talk was a one-off talk in the AM Service. Text: Genesis 1:26-31; 2:15-25 Date: 4 May 2025 Speaker: Josh van der Kooij

Today's guest is a GTM legend. We couldn't be more excited to have Jacco van der Kooij, Founder of Winning by Design, on the podcast.We explore why most go-to-market strategies fail, how to build a scalable revenue architecture, and why AI will transform sales efficiency. Jacco shares insights from his time leading sales at global companies like Philips and his experience helping high-growth SaaS companies scale through his frameworks like the Bow Tie Model and SPICED.In this episode, you'll learn:Why most GTM strategies fail—and how to fix them with revenue architectureHow AI is transforming sales processes and improving sales efficiencyThe biggest misconceptions about data-driven sellingHow to balance automation with personalization to build trustListen to hear Jacco share tactical insights from decades of experience in GTM - plus why process comes before AI in building a scalable, predictable sales engine.For more from ZI Labs, visit ⁠www.zoominfo.com/labs⁠ Ben on LinkedIn - www.linkedin.com/in/bensalzman Millie on LinkedIn - www.linkedin.com/in/milliebeetham

This talk was the last in the PM Service series entitled Deuteronomy: The Right Side Of History. Text: Deuteronomy 4:15-43 Date: 27 April 2025 Speaker: Josh van der Kooij

This talk was part of the Easter Service series entitled A Matter of Life and Death. Text: Matthew 28:1-10 Date: 20 April 2025 (Easter Sunday) Speaker: Josh van der Kooij

This talk was part of the PM Service series entitled Deuteronomy: The Right Side Of History. Text: Deuteronomy 1:19-46 Date: 30 March 2025 Speaker: Josh van der Kooij

Koersklappers:  Jappe Tooten, Jonas VergauwenJonas en Jappe fileerden het Franse en Vlaamse Openingsweekend. En ook nog een pak meer, want Matje rijdt Le Samyn, Bernal zit terug op de fiets en bij de vrouwen speelde men machtsspelletjes.Over die knotsgekke Slowaak bij de Tietema Rockets, maar ook over de ethische keuzes van Waerenskjold, het tegenvallende UAE, die eindsprint in de Faun Ardèche en de niet meer onbekende Lotte Claes!Vervoeg je bij onze minicompetitie in de Sporza-voorjaarspronostiek en win Bahamontes-magazines, Stelvio-sjaals, wielersokken en meer!Steun Radio Stelvio

In aflevering #250 van De Oosttribune Podcast praat Job Vaarhorst met de jarige Tijmen van Wissing en Nico Wantia na over de nederlaag van Go Ahead Eagles op bezoek bij Ajax en de zege van FC Twente thuis tegen NEC. Daarnaast blikt het trio vooruit op de halve finales van het bekertoernooi.

This talk was part of the PM Service series entitled Titus: How To Have A Healthy Church. Text: Titus 2:11-15 Date: 23 February 2025 Speaker: Josh van der Kooij

Are 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 Ferdinand Goetzen(3:19) -Episode 3: Tim Schumacher's B2B SaaS growth playbook(4:30) -Episode 4: Affiliate marketing for B2B SaaS with Joran Hofman(5:40) -Episode 5: Molding a go-to-market team into a revenue factory with Jacco van der Kooij(6:53) -Episode 6: Leveraging customer success for growth with Mike Dry(8:00) -Episode 7: Building and scaling a micro SaaS with Alex Urquhart(9:53) -Episode 8: Mastering message market fit with Diane Wiredu(11:36) -Episode 9: From agency to SaaS with Chris Out(12:32) -Episode 10: Starting and growing a B2B podcast with Tom Hunt(14:57) -Episode 11: Going global with Gilles Bertaux(17:08) -Episode 12: Path to a successful SaaS exit with Ryan Allis(18:08) -Episode 13: Hiring your first marketing leader with Andrew Davis(20:21) -Episode 14: Building SaaS without big VC funding with Greg Head(22:20) -Episode 15: Leveraging social media for growth with Chris Cunningham(24:43) -Episode 16: Growing a SaaS affiliate program with Adam Glazer(26:27) -Episode 17: Building a brand strategy with Angeley Mullins(28:56) -Episode 18: Positioning for explosive growth with April Dunford(30:10) -Episode 19: Building a profitable SaaS SEO strategy with Sam Dunning(33:20) -Episode 20: Building brand authority with Melissa Rosenthal

Are 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) - Episode Introduction: Are you growing a B2B SaaS and looking to hit 10K MRR?(1:11) -Episode 1: Kevin Tye on scaling beyond founder-led sales.(2:16) -Episode 2: Ferdinand Goetzen on building a sustainable SaaS business.(3:12) -Episode 3: Tim Schumacher's playbook for early-stage SaaS growth.(4:13) -Episode 4: Joran Hofman on affiliate marketing for B2B SaaS.(5:19) -Episode 5: Jacco van der Kooij on molding a go-to-market team.(6:21) -Episode 6: Mike Dry on leveraging customer success for growth.(7:33) -Episode 7: Alex Urquhart on building and scaling a micro SaaS.(8:30) -Episode 8: Diane Wiredu on mastering message market fit.(9:23) -Episode 9: Chris Out on transitioning from agency to SaaS.(10:14) -Episode 10: Tom Hunt on starting and growing a B2B podcast.(11:05) -Episode 11: Gilles Bertaux on going global with your SaaS.(12:58) -Episode 12: Ryan Allis on outbound strategies for SaaS growth.(14:09) -Episode 13: Andrew Davis on hiring your first marketing leader.(15:26) -Episode 14: Greg Head on building SaaS without big VC funding.(16:22) -Episode 15: Chris Cunningham on leveraging social media for growth.(17:31) -Episode 16: Adam Glazer on setting up a SaaS affiliate program.(18:47) -Episode 17: Angeley Mullins on AI tools for efficiency.(19:57) -Episode 18: April Dunford on positioning for explosive growth.(21:01) -Episode 19: Sam Dunning on building a profitable SaaS SEO strategy.(22:26) -Episode 20: Melissa Rosenthal on building brand authority.

This talk was part of the PM Service series entitled Titus: How To Have A Healthy Church. Text: Titus 1:5-16 Date: 9 February 2025 Speaker: Josh van der Kooij

This talk was the first in the PM Service series entitled Align Your Belief And Action. Text: Titus 1:1-4 Date: 2 February 2025 Speaker: Josh van der Kooij

This talk was part of the AM/PM Service series entitled Authentic Christianity. Text: Romans 7:14-25 Date: 26 January 2025 Speaker: Josh 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 Exponential Growth and Future Impact References"In 2025, AI won't just assist salespeople – it will replace them.", Winning by Design"Why and how AI is going to replace sales" (video), Jacco van der KooijAI share of search, Rand FishkinThis episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Scaling 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 Conversation(1:51) - Defining Revenue Architecture(3:03) - When to Start Building Revenue Architecture(3:45) - Getting Ready for the Next Step(4:45) - Key Steps Before Scaling(6:11) - Differences Between US and EU Markets(8:06) - Bad Fit for Revenue Architecture(9:05) - Aligning Sales with Customer Journey(12:16) - Customer-Driven Buying Process(14:52) - Knowledge Asymmetry Flip(16:13) - Setting Up Successful Revenue Architecture(17:41) - Establishing Go-To-Market Motions(21:05) - Experimentation Phase(22:19) - Go-To-Market Fit vs. Product-Market Fit(27:56) - Implementing Revenue Architecture Without AI(36:21) - Future of Revenue Architecture with AI(38:48) - Growing to 10K MRR Advice(39:39) - Scaling to 10 Million ARR Advice(42:48) - Summary and Key Takeaways(48:51) - Final Thoughts on Education and AI

In 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 will take you through the important allocation of marketing budgets and the imperative of aligning sales and marketing teams for stellar conversions. We'll also touch on fascinating industry insights like SDRs reporting to marketing and the impact of sales and marketing alignment on your revenue trajectory. Buckle up for this insightful journey as we pave the path to seamless SaaS scaling and effective market strategies, ensuring your company's growth is rooted in structural and data-driven methodologies. Let's dive in!Key Takeaways00:00 Regular, collaborative communication between sales and marketing.08:36 Challenges: leadership, technology focus, maintaining growth.14:26 NRR decline is challenging SaaS companies significantly.16:22 Headwinds affect companies with unsustainable growth strategies.24:30 Know your data; prioritize sustainable revenue growth.26:44 Investing in unproductive ventures while neglecting profits.34:58 Focus on input, then optimize throughput post-$10M.39:17 Dominate market with powerful business growth strategies.44:06 Model uses acronyms to structure and analyze.49:00 Adopt processes early; treat business like factory.57:33 Prioritize process improvement before applying AI.59:24 AI will reduce salesforce by 60%.01:06:16 Data complements experience for informed decision-making.Tweetable QuotesThe Key to Successful Scaling: "You gotta reach that $10,000,000 which often is a marquee point of a significant amount of funding. Right? You gotta reach that with something that works." — Jacco van der Kooij 00:32:27 Scaling Success: "Can I improve some of these process actions with automation tools, AI or can I make something better?" — Jacco van der Kooij 00:35:33 Tech Talk Simplified: "Through that concept, you can actually build and design and, very much run analysis and mimic companies' behaviors moving forward." — Jacco van der Kooij 00:44:40 Transforming Marketing Strategies: "Folks, you may be in marketing, but if you don't understand that you gotta push some of your marketing dollars to customer marketing, this entire machine won't work." — Jacco van der Kooij 00:47:07Process First, AI Second: "If you don't fix your processes in your company, you're gonna apply AI. What you're gonna get, you're gonna get sending out more spam email written by AI." — Jacco van der Kooij 00:57:48 SaaS Leadership...

This week's guest is the esteemed Professor Sandra Kooij, a pioneer in adult ADHD research and professor of psychiatry at the Dutch Expertise Center for Adult ADHD. Since 1995, Professor Kooij has been at the forefront of groundbreaking studies, particularly focusing on ADHD in adults and women.Together, we delve into the evolving understanding of ADHD, particularly in women, and how hormonal changes throughout life stages—puberty, pregnancy, and menopause—impact ADHD symptoms. Professor Kooij shares insights on the connection between ADHD, hormone fluctuations, cardiovascular health, and immune function. Sandra also offers practical advice on managing ADHD through medication, lifestyle, and hormonal treatments, providing women with more tools to improve their well-being.On today's ADHD Women's Wellbeing Podcast, Kate and Sandra speak about:Where her interest in adult ADHD came fromSandra's groundbreaking research ADHD and developing knowledge of the hormone connection The potential connection between COVID and ADHDLeading findings in adult ADHD research Perimenopause and ADHDWomen with ADHD and their cardiovascular health Sandra's world-leading research on ADHD and dementia Timestamps:[03:12] How ADHD in adults was first recognized in the 1990s[10:34] ADHD and the connection to hormone fluctuations in women[18:55] The role of estrogen and dopamine in ADHD symptom management[25:40] PMDD, postnatal depression, and early menopause in women with ADHD[32:15] Cardiovascular and immune health concerns for women with ADHD[40:48] The risk of dementia and cognitive decline in older adults with ADHD[48:30] The impact of long COVID on ADHD and immune functionTry Kate's new Apple podcast subscription, The Toolkit, hereYou can find out more about all the work that Sandra does here. Have a look at some of Kate's workshops and free resources here.Kate Moryoussef is a women's ADHD Lifestyle and wellbeing coach and EFT practitioner who helps overwhelmed and unfulfilled newly diagnosed ADHD women find more calm, balance, hope, health, compassion, creativity, and clarity. Follow the podcast on Instagram here.Follow Kate on Instagram here.Find Kate's resources on ADDitude magazine here.

In 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 framework," the importance of GTM efficiency, and the measurement of net new ARR. Jacco provides a comprehensive explanation of how companies can adopt a factory model approach to their GTM strategy. He discusses the significance of production lines and the categorization of high-touch to low-touch models, and how these can be leveraged to drive cost-efficient, scalable, and durable growth. The conversation also touches on common hurdles faced by companies, the declining availability of IPO slots, and the impact of market dynamics on revenue generation. If you want to have a conversation with Chris and present your current questions, roadblocks, or projects you're working through, make sure to attend this weekly event every Tuesday at 12 central. Register here. Can't make the event but have a question for Chris? Submit it here. Thanks to our friends at Hatch for producing this episode. Get unlimited podcast editing at www.hatch.fm

In de podcast ‘Stoere Kerels' bespreken BD-clubwatchers Dolf van Aert en Job Willemse wekelijks het wel en wee van Willem II. In aflevering 7 van seizoen 4 gaat het over de 3-2 nederlaag bij FC Utrecht, de rode kaart die trainer Peter Maes in die wedstrijd kreeg én de aanstaande kraker tegen PSV. Belgast is dit keer oud-middenvelder Ben Rienstra.Beluister al onze podcasts: https://www.bd.nl/podcastSee omnystudio.com/listener for privacy information.

Koersklappers:  Gerben Onghena, Wim LagaeRechtstreeks uit het Stelvio-salon brengen Gerben en Wim een uitgebreide en diepzinnige kijk op de afgelopen wielerweek. Inclusief enkele Italiaanse herfstklassiekers, het EK in Limburg, de Canadese topkoersen in Québec en Montréal en ineens ook een preview op een wellicht spetterend WK in Zürich! Omleidingen waren er via de Radio Stelvio-strasse, Izidor Penko, de ambities van Kristian Blummenfelt, de Spelen in LA en de wilde tochten van Lachlan Morton en Lael Wilcox.Steun Radio Stelvio

Dr Graham interviews Yara van Kooij about her article "The Validity and Responsiveness of the Patient-Specific Functional Scale in Patients With First Carpometacarpal Osteoarthritis" that appears in the September 2024 issue of The Journal of Hand Surgery.

Is 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, you'll learn:The importance of moving away from the "growth at all costs" mentality and instead focusing on creating recurring impact for customers.How success comes from measuring what works, targeting customers more effectively, and prioritizing impactful actions over sheer volume.How advancing AI shifts knowledge power to buyers, requiring sales professionals to adapt by refining strategies, offering value-driven interactions, and using AI to meet the evolving needs of informed customers.Jump into the conversation:08:53 How impact drives recurring revenue. 13:55 Adapting to evolving SaaS products and sales strategies.17:56 How AI impacts the SDR role. 20:49 Founders and CEOs have been ignoring revenue growth warnings.24:16 Why job security depends on adaptability.

Pour 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 "The Mom Test" par Rob Fitzpatrick "Obviously Awesome" par April Dunford "Crossing the Chasm" par Geoffrey A. Moore "Product-Led Growth" par Wes Bush "Traction" par Gabriel Weinberg et Justin Mares "The Sales Acceleration Formula" par Mark Roberge "Predictable Revenue" par Aaron Ross et Marylou Tyler "The SaaS Sales Method" par Jacco van der Kooij et Fernando Pizarro _____ Pour soutenir SaaS Connection en 1 minute⏱ (et 2 secondes) : Abonnez-vous à SaaS Connection sur votre plateforme préférée pour ne rater aucun épisode

Roee 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 high-stakes environments. He provides an in-depth analysis of customer churn and its financial implications, revealing why reaching a Proof of Concept (POC) can cost $43,000 even if the customer does not convert. Salespeople are encouraged to rethink their training, recognizing that the buyer's journey is not linear and requires strategic adjustments. Roee critiques vendor-biased sales methodologies like MEDIC and BANT, highlighting the need to focus on desired customer impacts rather than just product features and pain points. Mapping the sales process to a non-linear buyer journey, understanding the Ideal Customer Profile (ICP), and their decision-making process are key topics. The episode also examines the conflicting goals of stakeholders, from VCs to profit-driven businesses, and how growth rate-driven valuations can harm long-term profitability. A deeper understanding of customer acquisition costs beyond surface-level metrics is necessary, along with evaluating data to genuinely understand company performance. Roee explains why some companies will never recover from an unprofitable foundation, even if they pivot to customer-focused strategies. He emphasizes that poor processes lead to amplified negative outcomes with AI implementation. To avoid over-investment, developing a solid growth plan and resisting investor pressure is crucial. Roee offers strategic advice for business success, stressing the difficulty of abandoning ineffective practices and the necessity of operational support for enterprise sales. The dangers of a poorly managed pipeline and the resulting increase in churn are examined, along with strategies to enhance customer success activities to improve reputation and reduce churn. Roee shares the benefits of customer advisory boards and the extended role of marketing teams beyond top-of-funnel activities. Addressing the skills gap among middle managers who thrived during the growth-at-all-costs phase is essential, preparing them for a changed business landscape. Finally, the importance of testing processes before scaling and having a measurable process to identify problems and opportunities for improvement is highlighted. Tune in to gain valuable insights from Roee Hartuv and discover how to perfect your sales processes and strategies to drive sustainable growth. Don't miss this engaging and informative conversation! Contact Information: Roee Hartuv: LinkedIn Marcus Cauchi: LinkedIn Winning by Design Read Jacco van der Kooij‘s book ‘Revenue Architecture” https://amzn.to/3xJ4k0G Subscribe, rate, and review our podcast to stay updated with the latest in sales strategies and business optimization.

Our guest for Episode 39 is Jacco Van der Kooij, Founder of Winning by Design. He brings more than two decades of sales experience to the conversation.  In this episode, Ross and Jacco discuss why understanding growth, establishing effective go-to-market (GTM) processes, and maintaining discipline in execution are all key to successfully scaling your organization. 

Are 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 importance of aligning your go-to-market motion with your product◾ The role of reoccurring revenue in today's market◾ How to balance acquisition and retention for long-term success◾ Personal insights on entrepreneurship and overcoming industry misconceptionsJoin us to uncover how to stay ahead in the evolving sales ecosystem, create meaningful connections, and drive business growth in the AI era.

Wat hebben Terminator, RoboCop, Darth Vader en Iron Man met elkaar gemeen? Het zijn allemaal cyborgs. Mensen die sneller en sterker zijn gemaakt met machine-onderdelen. En wie denkt dat ze alleen in sciencefictionfilms voorkomen, heeft dat mis. Herman van der Kooij, biomechatronisch ingenieur aan de Universiteit Twente maakt namelijk dit soort mechanische onderdelen voor mensen. En die testen wij uit. Met hem beantwoorden we de vraag: kunnen we onszelf met machine-onderdelen ombouwen tot supermensen? Dat scenario is namelijk dichterbij dan je denkt.Tegelijkertijd vragen wij ergens anders op de campus filosoof Jan Peter Bergen of mensen ombouwen tot cyborgs wel een goed idee is. Zijn antwoord zou je nog wel eens kunnen verassen…Zie het privacybeleid op https://art19.com/privacy en de privacyverklaring van Californië op https://art19.com/privacy#do-not-sell-my-info.

Dinsdag 14 mei - Hidde van Warmerdam bespreekt samen met Thijs Zonneveld het vertrek uit de Giro van Olav Kooij. Hij moest noodgedwongen, met koorts, de Giro verlaten. Zet dat de deur naar een eventuele Tour deelname op een kier?Vandaag won Valentin Paret-Peintre de etappe. De eerste prof overwinning voor de jonge Fransman. Radio In Het Wiel - van Omloop tot Lombardije, elke dag een nieuwe podcast!Support the show: https://krant.nlSee omnystudio.com/listener for privacy information.

Zondag 12 mei - Hidde van Warmerdam belt Thijs Zonneveld die onderweg naar huis is na een idiote ervaring tijdens een UCI World Series-gravel wedstrijd in Aken.De Giro kende een Nederlandse ritwinnaar; Olav Kooij. Hij won de sprint in Napels na een hele zware finale. Een overwinning van 'de moderne sprinter' en een van de grootste talenten in Nederland. Radio In Het Wiel - van Omloop tot Lombardije, elke dag een nieuwe podcast!Support the show: https://krant.nlSee omnystudio.com/listener for privacy information.

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. If you have any questions or thoughts, you can reach out to Jacco through LinkedIn. Also, check out Winning by Design's website to learn more about their work, and Jacco's new book “Revenue Architecture”.

The team presentation is complete and we are all set for the first Grand Tour of the season! The Giro departs tomorrow from Turin. Before things kick off we convene one last time to finalize our rosters and analyze the list of favorites. Be sure to follow along with us on the Cycling Fantasy app over the next three weeks! --- Follow us on the ⁠⁠⁠⁠⁠⁠⁠⁠Cycling Fantasy⁠⁠⁠⁠⁠⁠⁠⁠ app, ⁠⁠⁠⁠⁠⁠⁠⁠@anderson⁠⁠⁠⁠⁠⁠⁠⁠ and ⁠⁠⁠⁠⁠⁠⁠⁠@ggardner⁠⁠⁠⁠⁠⁠⁠, and on X (Twitter), ⁠⁠⁠⁠⁠⁠@listen2fcp⁠⁠⁠⁠⁠⁠. --- (00:00) Intro (02:30) 2024 Rules and Scoring (07:14) Strategies for the Game (11:52) Tadej Pogačar's Plans (13:00) Stage Analysis (17:45) Grant's Roster (18:50) Kooij v. Milan (22:26) John's Roster (24:40) What to Do in the 400-600 Range? (29:00) Thymen Arensman's GC Chances (31:05) Other Roster Changes (33:00) Our Podium Favorites (35:15) Heart Picks (37:20) Outro

With the Giro d'Italia starting in Turin on Saturday, we turn most of our new episode over to a preview of the corsa rosa and ask the question: can Geraint Thomas — or in fact anyone — outfox the flying Tadej Pogačar?  We start with an extended interview with Geraint Thomas, beaten on the final weekend last year by Primož Roglič, who took the title by just 14 seconds. While acknowledging that Roglič's fellow Slovenian Pogačar is a class above his GC rivals for the maglia rosa, 2018 Tour de France winner Thomas tells us why he's backing himself to produce another sustained run for the Giro title and why he believes that he and his super strong Ineos Grenadiers team can be optimistic about their prospects. We also hear from another of Pogačar's likely rivals for the title, Ben O'Connor. The Decathlon AG2R La Mondiale rider is targeting his first ever Grand Tour podium, and his spring form suggests it's more than possible. The Australian says he's relishing the chance to show what he can do on Italy's roads and that he's hoping to be celebrating a podium finish in Rome in three weeks' time. During the Giro, we'll have diary contributions from young Brits Lewis Askey and Harrison Wood, who are both making their debut in the race. Groupama-FDJ's Askey tells us that his primary job will be to help set up Kiwi teammate Laurence Pithie in the bunch sprints and that he'll be kicking back in the evenings with a dose of Jeremy Clarkson. Cofidis's Wood, meanwhile, is hoping that his pre-race reading of Roy Keane's autobiography will inspire him to knock over some big names in the hills and mountains. We also look at what promises to be a scintillating contest among the Giro sprinters, where the depth of talent looks as strong or perhaps stronger than it's likely to be at the Tour de France in July. There's Milan and Merlier, Ewan and Groves, Kooij and Jakobsen, to name just half a dozen of the fastmen who'll be aiming to amass stage wins and the ciclamino points jersey. As the first women's Grand Tour of the season, the Vuelta Femenina, got under way in Spain earlier this week, our newshound Chris Marshall-Bell took the opportunity to get the latest on defending Tour de France Femmes avec Zwift champion Demi Vollering's end of season exit from SD Worx and rumoured arrival at FDj-Suez for a cool one million euros a season. FDJ boss Stephen Delcourt and SD Worx manager Danny Stam offer their take on the Vollering transfer, which is sure to be biggest ever seen on the women's side of the sport. In our regular 'How to Make Cycling Better' feature, Visma | Lease a Bike's Vuelta a España champion Sepp Kuss explains how course design could be improved to make racing more exciting. This podcast is brought to you with the support of our sponsor, Saddle Skedaddle. Music provided by HearWeGo  Marion - High Hopes Learn more about your ad choices. Visit podcastchoices.com/adchoices

In 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 leadership. Has SaaS lost go to market fit? (00:01:48) Discussion on a paper titled "Has SaaS lost go to market fit?" and its implications for venture-backed SaaS companies. Product market fit and go to market fit (00:02:53) Exploration of the concepts of product market fit and go to market fit, and their significance for sustainable growth. SaaS companies' go to market challenges (00:04:23) Analysis of the challenges faced by SaaS companies in maintaining go to market fit and the increasing cost of marketing and sales. Impact of cost increase on go to market fit (00:05:22) Discussion on the rising cost of acquiring revenue and its impact on go to market fit and sustainability. Automation and evolving go to market strategies (00:11:13) Insights into the potential impact of automation on certain tasks and the evolution of go to market strategies in response. The role of the CFO and CRO in go to market strategies (00:13:47) Exploration of the evolving roles of the CFO and CRO in managing go to market strategies for rapid growth companies. Scaling and efficiency in go to market motions (00:17:25) Consideration of tactics for scaling and maintaining efficiency in go to market motions for companies reaching the $200-300 million revenue level. The importance of being process-centric (00:21:01) Discussion on the shift from people-centric to process-centric organizations and the need for optimization and automation. Impact of process automation on productivity (00:22:21) Exploration of how automation and technology can increase productivity and revenue per headcount. Skills and certification for executives (00:25:54) Discussion on the necessary skills and certification for executives in the context of revenue architecture and the changing business landscape. The need for education and certification in revenue architecture (00:29:32) Exploration of the importance of education and certification for executives to understand revenue architecture and compound growth. Investment in retention and expansion for revenue growth (00:32:10) Insights into the shift from new revenue acquisition to investment in retention and expansion for revenue growth. Challenges in shifting marketing and sales alignment (00:37:43) Discussion on the challenges and time required for shifting marketing and sales alignment in organizations. Balancing short-term demands and long-term growth (00:40:04) Exploration of the paradoxical challenge of meeting short-term demands while focusing on long-term growth strategies. Server, software, and GTM (00:41:13) Discussion on the design and success rates of server, software, and go-to-market motion. Success rates of server and software (00:41:57) Explanation of the success rates of server (99%) and software (five nines). Success rate of GTM (00:42:39) Exploration of the success rate of companies in the go-to-market motion, defined as closing over a $3 million round in funding. Vision and compound growth (00:45:41) Discussion on the importance of vision and compound growth in go-to-market strategy. Changing GTM motion (00:47:44) Exploration of the evolving go-to-market motion and the need for proper architecture in sales strategies. Exploring future topics (00:48:43) Request for a future episode to delve into the seeds being planted for the next phase of go-to-market strategies.

In this episode,  Jacco van der Kooij joins Jared and Isaac to discuss the importance of selling customers what they want and helping them succeed. He emphasizes the role of recurring revenue in driving impact and the need to focus on long-term profitability. They also explores the tension between AI and trust, with Jacco highlighting the need for time to build trust in AI-driven experiences. The delayed adoption of AI in go-to-market motions is discussed, along with the future of AI and the challenge of predicting its timeframe. Jacco predicts the rise of go-to-market quality management and the role of AI as the 'robot' of the go-to-market industry. The conversation concludes with a discussion on the replacement of SDRs by AI and the importance of passion and expertise in achieving success. Takeaways Buyers are becoming increasingly wary of traditional inbound and outbound strategies, making it challenging to reach them effectively. Trust is the new data, and buyers are more likely to trust voices that have been to the places they want to go. Education plays a crucial role in building trust with customers, but it is important to consider the source and context of the information. Aligning go-to-market motion with the product can lead to faster growth and success. Industry expertise and passion are key factors in building trust and driving sales.Reviews and recommendations from trusted sources are more valuable than ratings alone. Sell customers what they want and help them succeed to drive recurring revenue and long-term profitability. Building trust in AI-driven experiences takes time and requires a focus on delivering value to customers. The adoption of AI in go-to-market motions has been delayed compared to other industries, but its impact will be significant. Predicting the timeframe of AI's development is challenging, but it is important to anticipate changes sooner rather than later. The future of go-to-market will involve the rise of go-to-market quality management and the use of AI as a key tool. AI has the potential to replace certain roles, such as SDRs, in the go-to-market process. Passion and expertise are crucial for success in any field, and individuals should focus on aligning their work with their passions. Embrace change and be prepared to adapt to the evolving landscape of go-to-market strategies. Chapters 00:00 Introduction and Setting the Stage 01:21 The Challenge of Reaching Buyers 06:26 Trust as the New Data 09:21 The Importance of Education and Context 13:39 The Role of Education in Building Trust 19:33 The Challenge of GTM Alignment in Different Industries 20:28 The Importance of Trustworthy Reviews and Recommendations 23:37 The Future of Sales: Experts and Passion 25:53 The Importance of Selling Customers What They Want 28:12 The Tension Between AI and Trust 29:06 The Delayed Adoption of AI in Go-to-Market Motions 30:35 The Future of AI and Predicting the Timeframe 34:57 The Rise of Go-to-Market Quality Management 38:02 AI as the Robot of the Go-to-Market Industry41:41 The Replacement of SDRs by AI 42:57 Passion and Expertise as the Key to Success

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) - Motions & the SaaS factory (47:35) - There's a lag to metrics (55:34) - Eventually, mature industries lead to factories (01:01:46) - It's not the doom day Check out his new book: Revenue Architecture.*** This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.***Connect with us