The 100th(!) issue of this newsletter
The 100th(!) issue of this newsletter
Subscriber stats, top posts of all time and what's coming next
Hi I’m Arnie and welcome to the 100th issue of this newsletter!! Whether you are a long time reader or here for the first time, THANK YOU for helping me get to this huge milestone!
When I launched The Revenue Architect in the spring of 2021, I had no idea where the journey would take me. In fact a friend even told me that sales and marketing advice was too small a niche and that I’d run out of things to write about within a few months.
Yet here I am two years later with 100 issues, 2000+ subscribers, 150000+ views, a 48% open rate and a recently launched paid subscription tier under my belt. It turns out if you pick a topic you are passionate about and spend time with people who are living it day-to-day, the possibilities are endless — I often feel like I’ve just scratched the surface of writing about go-to-market strategy.
And if you are a long time reader who gets regular value from the newsletter for yourself and your team, please consider upgrading to a paid membership to support my work and get access to full playbooks and the full archive of posts. Thank you 🙏.
Some super interesting insights on where my readers live and work
The Revenue Architect is now being read in a whopping 75(!) countries, highlighting how figuring out your go-to-market strategy is a global need for startups:
It’s also being read by folks at a broad range of startups, highlighting how everyone runs into the same types of go-to-market issues no matter what you’re selling. Here’s a sampling of the companies where my most active subscribers work and what they do:
Adsquare: mobile advertising data management for marketers
Birdie: elderly care management solutions
Braze: personalized messaging solutions for marketers
Correlated: lead-scoring for product-led growth companies
Ethena: compliance training solutions for modern teams
Effectory: tools to survey employees and collect feedback
FlavorCloud: global shipping solutions for e-commerce merchants
Grundfos: water management solutions for homes and businesses
Later: social media planning and scheduling for small businesses
Omnidian: solar power management for homes and businesses
Ozone: a premium advertising solution for marketers and publishers
Peek: discover and book fun activities in different cities
Perpetua: tools to manage advertising on Amazon, Walmart and Instacart
Pramata: contract lifecycle management solution for businesses
ProProfs: learning, collaboration and knowledge sharing tools for businesses
Quora: ask and answer questions on a variety of topics
Reddit: share and discuss various topics and interests
RippleMatch: recruitment automation for Gen Z and employers
Swiftlane: access-control systems for offices and apartment buildings
Valve Space: solutions for businesses to rent flexible workspace
Vertice: outsourced procurement for software and services
Vinted: a marketplace to buy and sell secondhand clothes
WaterPlan: water risk management solutions for businesses
Wonder: ask questions and get answers from researchers
Wonolo: a marketplace for businesses to hire temporary workers
My top 10 posts of all time
One of the fascinating things I’ve seen is how my top issues continue to rack up views for several months after they were posted, highlighting how GTM leaders are constantly looking for actionable advice they can apply immediately. Here are the top posts:
How to build your pipeline using warm introductions. A step-by-step guide to create the tools and process to 10-20x your prospecting results.
How multi-threaded prospecting generates more opportunities. 3 charts showing the huge difference between single and multi-threaded prospecting.
How to write emails that your prospects will actually respond to. Breaking down a typical, poor cold email and re-writing it in a customer-centric format.
How to rebuild your ideal customer profile in 2023. Why your ICP needs updating in a cost-constrained world.
How to use closed lost reasons to find the gaps in your sales process. What problem lies behind each reason and what to do to fix it.
How to talk less and close more deals. A playbook and template for improving your active listening skills.
How to quickly demonstrate credibility on a sales call. A playbook and template for adding context to your discovery questions.
How to build a go-to-market team for your startup. Which roles to hire, in what order and when to hire them.
Do we still need SDRs in 2023? A controversial topic that drove a very spirited debate when I asked the same question on LinkedIn.
How to do a retrospective of your go-to-market. A process and template for doing a quarterly retro to diagnose issues and align on how to solve them.
A preview of what’s coming in the next few months
In addition to continuing to deliver actionable advice on solving common go-to-market problems, I’ve got some exciting things planned for the next few months, including:
Detailed GTM playbooks with step-by-step guides, examples and templates that you can apply immediately. Similar to my recent posts for turning your customer success team into salespeople and for adding context to your discovery questions. Over the next couple of months you can expect playbooks for optimizing the bottom of your marketing funnel, building an efficient sales process, managing a sales team and generating references from your current customers. Having access to these playbooks alone is a great reason to upgrade to a paid membership!
Recommendations of new software tools to help you implement some of the most popular solutions from the archive and find greater efficiency in your go-to-market. There are some incredible new salestech and martech tools disrupting the status quo with lower prices and AI so look for the first of these recommendations coming next month.
A scorecard to help you identify the top issues in your go-to-market, understand what’s causing them and find relevant solutions from the archive that you can implement immediately. I’m currently looking for a handful of GTM leaders to test this out, so let me know if you’d like to be part of the beta group.
Reader questions As always, let me know if there’s an issue that’s top of mind for you that you’d like to see me write about. You can always reach me by replying to this email or sending me a message on LinkedIn.
A huge THANK YOU again for your support and please consider upgrading to a paid subscription to get access to the full playbooks, the full archive of 100 posts and my monthly office hours. Thank you!