🐶 Jacco van der Kooij

Do you know a large Midwest family? Well, if you do, then you know me.  I am the youngest of eight, raised in a small farmers'​ village in the Netherlands. If I picked an apple from the wrong tree on my way home from school, my parents would know about it before I got off my bike.

The family name is like a bank account, and my family has put their savings in it for over 50 years.  We are not rich, but the van der Kooij's are known for our hard work, and willingness to help others. So we never needed a lot of money. For my family, our reputation is the most valued asset and trust is the currency we trade in.  Every day.

Fast forward to today, a time where the subscription (SaaS) business model is impacting organizations big and small.   Why?  Because in the subscription business you MUST make a client successful!  You have to earn an honest word-of-mouth reference by exceeding a client's expectation. You have to work hard and build a reputation. I recognize this as these are the norms and values I was raised on, and I know exactly what to do.

Welcome to my village. Pop. 12,000. Established 2005.

Founder

Winning By Design helps customer to design, build and scale their sales efforts.  With offices in San Francisco, Amsterdam, Sao Paulo, Antwerp, Shanghai and Sydney we help clients big and small with a process driven approach to sales.  The right process executed by trained professional will help you earn more business from the right customers.

Jacco van der Kooij

Farlan Dowell

Upright Ventures Inc.

Instead of having my 20 years of Saas / Startup /  0 --> 10MM ARR growth knowledge locked up behind one orgs firewall, I've decided to spread the learning, enthusiasm and passion for helping founders realize the monetary side of their dreams.

Working exclusively with early stage B2B enterprise SaaS companies.  Some of the latest / greatest roster include: Roble, WATS, Digibee, Birdie, GitStart, Iconic Air, Orbiit, Pesto.tech, AdQuick, Whereby, Blue Canvas, Cleanshelf, StackShare, Elementum, Sanity.io, LiftLab, Honeycomb, Goodtime, Kloudless, Blameless, ClearBit, Replicated, Test.ai, Billforward, LunchBadger, Qualified, Full Harvest.  (Ping me for results, or reach out to them directly :) 

If you’re an AE / SDR looking to join an amazing startup, I can place you at several based on your career goals.

If you’re an early stage VC backed company, I can help you with strategy, GTM, nailing a niche, hiring, increasing ACV and optimizing velocity to pave the way for true scale.

If you’re spinning your wheels as a founder, and running into all kinds of trouble setting up your early stage GTM motion, that’s fairly normal.  Don't panic.

Fractional VP Sales, Coach, Advisor

GTMfund

Investing in the next great B2B Saas Cos.

Limited Partner

Tyba

GTM / Sales Coach / Advisor

Blynk

Iconic Air

Cleanshelf

Successful Exit:  Acquired by LeanIX in March 2021. (2 years following my start date)
Accomplishment as Fractional VP Sales:
- 0 --> 10 Employees on the sales team
- ACV increase: 5k --> 32k ACV in 6 months, averaging 60-120k ARR deals post 6 months
-  Structured simple / repeatable Go to market sales and outbound motion / playbook to effectively increase ACV, ARR on a consistent monthly basis.

--

Cleanshelf is the leading provider of software expense management solution focused exclusively on tracking, optimizing, and benchmarking cloud software spend. Cleanshelf's cloud technologies help companies save up to 30% on their SaaS spending by identifying unused subscriptions and wasteful plans. Headquartered in San Meteo, CA, Cleanshelf serves dozens of clients, including Drawbridge, Liip, DailyDeal, and Codeable. To learn more about Cleanshelf, please visit www.cleanshelf.com.

VP Sales

Rainforest QA

Accomplishments:
ARR from 300k --> ~10MM
ASP/ACV from 10k ARR --> ~80kARR
Built sales team from 0 to ~8 AEs, 14 SDRs, 1 SDR mgr, Dir Sales Ops, Chief of Staff (~25 total)
Conceived GTM strategy and targeted optimal ICP while building out pitch, process, playbook and infrastructure to scale efficiently
Had a blast :)

Rainforest QA is a first-of-its-kind QA-as-a-Service platform with 40MM raised to date from  Bessemer Venture Partners, Andreessen Horowitz,  Storm Ventures (Jason Lemkin - saastr.com/) and Rincon Venture Partners.

Upsight (formerly Kontagent)

Built & worked with an incredible team helping companies make better decisions with data.

Worked with customers including Glu Mobile (NASDAQ), Chipotle Mexican Grill (NYSE), Warner Bros., AMC, CAA (Creative Artists Agency), Turner Broadcasting, Adult Swim, Cartoon Interactive Group, Real Networks, GameHouse, Take Two Interactive.

-Promoted to VP Sales.

Director of Sales

Sheepdoginc.ca (Google Apps for Business)

Selling Google apps to enterprises - effectively ripping out Exchange and introducing 'the cloud' and 'saas' :)

Atrinsic

Responsible for team of 6 PMs and 4 Devs with a P&L of 7 million/annul - building mobile / online product.

Senior Product Manager

Farlan Dowell is a sales pro & leader, but in reality what he brings is much more comprehensive approach to repeatable revenue. He has 20 years of startup experience in early stage B2B Saas companies.  

As the VP of Sales at RainforestQA, he increased ARR from $300k in founder-led sales to $10M ARR, increased ACV from 10k to ~100k, and built a 25-person sales team that continues to grow. 

In the past he’s held positions as the VP of Sales at Upsight and most recently helped companies like Cleanshelf, Honeycomb, and Blue Canvas make their way to 10MM ARR.

If you're looking for a coach, advisor, fractional VP, or just an 'insurance policy' to get to 10MM ARR, schedule 30 minutes to see if he can help you. (unfortunately not everyone can be helped)

taplio

The Battle

Jacco van der Kooij

Farlan Dowell

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