PUBLISHED BY Wildcat Venture Partners
June 12, 2018
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Revenue: Accelerating, Scaling & Driving Growth
On June 12th, Wildcat Venture Partners and the Traction Gap Institute hosted the latest event in the Traction Gap Architecture Series, focused on how startups can accelerate, scale and drive growth through revenue.
The evening started off with Tom Mohr, CEO of CEO Quest and author of Scaling the Revenue Engine, who provided an informative overview of his revenue framework.
Revenue generation begins with great customer experience and is shaped by company stage and customer lifetime value. In his discussion, Tom highlighted best practices for building revenue engines as whole systems, comprised of foundational layers, as well as the customer journey.
Following the presentation, Tom sat down with Tien Tzuo, CEO & Co-founder of Zuora for an engaging fireside chat.
Tien took guests through his journey at Zuora, starting at MVR—Minimum Viable Repeatability. Sharing real-life company insights, Tien painted a picture of what Zuora’s revenue engine looked like in the early days in terms of segments, business model, customer engagement and messaging, and how these areas evolved over time to contribute to a successful IPO earlier this year.
Here are some photo highlights from the event and check out the links below for useful reference materials.
Traction Gap Architecture Series – Revenue Architecture
Event Presentation & Photo Album
Subscribed: Why the Subscription Model Will Be Your Company’s Future – and What to Do About It
by Tien Tzuo
Didn’t win one of our signed copies of Subscribed? You can order your own copy here.
Scaling the Revenue Engine
by Tom Mohr
You can read more about the Revenue Engine in the first Chapter of Tom Mohr’s digital book, Scaling the Revenue Engine.
Traction Gap Framework
Successfully navigating from IPR to MVT
Download a copy of the complete Traction Gap Framework here.