🇩🇪 Beyond the funnel: building modern revenue architecture for sustainable growth

Markus Kieslich joins Michael to unpack how to drive go-to-market strategies from classic “new logo” obsession to a lifecycle, system-first revenue architecture. Together they cover moving from hero sellers to repeatable systems, why Customer Success must be proactive (not reactive), and how RevOps + OKRs create the backbone for sustainable ARR. You’ll learn: The shift from funnel thinking to recurring impact across the customer lifecycle Building a system over superstars: clear entry/exit criteria, handoffs, and shared ownership The KPIs that align everyone: generated pipeline value (vs. MQL vanity), expansion vs. new logo mix Standing up proactive Customer Success and fixing incentives & comp to match LTV goals How to run cross-functional campaigns (AE + SDR + CS + Marketing + Product) with real ownership Using OKRs to replace siloed, short-term targets and drive outcomes, not activities Where AI helps GTM today (content, data prep, automation) and where humans are indispensable Why RevOps is the prerequisite for AI and scale: data quality, governance, and process Guest: Markus Kieslich, CRO