Revenue Sensitivity

A question I have started asking more often is, "What's your revenue sensitivity?"

In the A.I age we're living through, each of us is is being pushed or pulled into reinventing ourselves. Every month.

It's now imperative to become cross-dimensional and multi-hyphenated.

Just sales is not enough. Just product is not enough. Just design is not enough.

But a little bit of each, and being really damn good at at least two things, is table stakes for knowledge workforce participation.

Small teams operating like professional sports players will always win.

And in those small teams, I feel every single person needs to have revenue sensitivity. Measurable and public for all to see.

Revenue sensitivity in my books is:

1. New revenue unlocked and added - via GTM motions run, calls booked, demos, customers converted, ACV grown

2. Old revenue protected and retained - - via customer love grown, product improvements on top of customer demand, net promoter score, MRR retained

If I had to game this out with a point system for self-scoring each builder's revenue sensitivity, it would be +2 points for #1 new revenue unlocked, and +1 point for #2 old revenue protected.

Previous job items like thinking, research, and strategy have gone completely out of the window. They mostly have no revenue sensitivity and have become hiding places for mediocrity.

Finding customer demand, building supply on top of that demand, getting paid, and having revenue sensitivity are core truths I fully believe in now as a Founder.