These are founder-led businesses that documented their revenue system and gave their team something to execute. Here's what happened.
The problem: Founder had been the only person closing deals. Tried hiring but couldn't replicate their own approach. Revenue was capped at what one person could manage.
What we did: Built a complete revenue playbook in an industry Ken had never worked in before. Documented the founder's approach, matched it to proven frameworks, and created a system anyone could follow.
The result: Ken followed the playbook himself during the TenClub transition days of mid-2025 and closed a $1.2M deal within six weeks. The system worked in an industry he had no prior experience in. The founder now has a documented process anyone on the team can execute.
The problem: Professional services business stuck at $1.2M annual recurring revenue. The founder and one other person were the only ones selling. Growth had hit a ceiling.
What we did: Built the revenue playbook, then embedded it across an expanded team. Took the team from the founder and one person to 6 people selling, all executing the same documented process.
The result: Hit $3M annual recurring revenue in a single quarter. 250% growth. 63% total business growth across 2025. Set a $5M target for 2026 calendar year.
The problem: Business needed to hire a salesperson but had no documented process. Previous hires had struggled because there was nothing for them to follow.
What we did: Built the full playbook first, then brought in a new business development hire from a completely different industry (alcoholic beverages into professional services).
The result: 18 deals closed in the first 10 weeks. No prior industry experience. Just a clear system to execute. By month 5, this salesperson hit 188% of their monthly target.
The problem: The outbound team was inconsistent. Some weeks were productive, others were quiet. No standardised call process or scripts.
What we did: Spent extensive time documenting and testing call scripts. Mapped the entire outbound process from dial to booked meeting with clear frameworks for each conversation.
The result: One salesperson following the documented process booked 76 meetings in a single month. Consistent, repeatable, and measurable.
The problem: Client had a partner program that wasn't converting. Partners were disengaged and the pricing model wasn't working.
What we did: Halfway through building the playbook, the founder had a light bulb moment: the pricing model was wrong. We rebuilt the partner channel strategy from first principles.
The result: Went back to 20 potential partners. 1 signed in a week. 2 more committed the next week. The new pricing model and partner strategy turned a stalled channel into a growth engine.
Seeing a pattern?
Every one of these businesses started in the same place: no documented system. The playbook changed that.
Assess Your BusinessThe problem: Professional services founder had been trying to cold call for years with inconsistent results. No documented approach, no framework for the calls.
What we did: Built the cold calling process into the playbook. Documented the opening, the value proposition, the objection handling, and the meeting booking sequence.
The result: Very first day of cold calling using the playbook: 3 meetings booked from 20 dials. Not all contacts picked up. Didn't have a single bad conversation.
The problem: Salesperson had 10,000 contacts in their CRM and was overwhelmed. No qualification criteria. No way to prioritise.
What we did: Applied the target customer definition and prioritisation criteria from the playbook to the entire database. Systematic filtering based on fit, need, and impact.
The result: 10,000 contacts became 6 that needed immediate attention. The salesperson's overwhelm disappeared overnight. Focused pipeline, zero wasted effort.
The problem: Client was running webinars but struggling to convert attendees into customers. The gap between interest and action was too wide.
What we did: Documented the follow-up process, qualification criteria for webinar leads, and the conversion sequence from attendee to first conversation to proposal.
The result: From struggling to convert after webinars to closing a deal within 3 days of the event. Clear process, immediate action, measurable outcome.
The problem: This business had hired around 10 salespeople over 10 years. Every single one had failed. Documentation was fragmented, so there was nothing for new hires to follow. The founder was giving up on the idea that anyone else could sell for them.
What we did: Built the revenue playbook from scratch. Documented everything from positioning and target customers through to the sales process and objection handling. Gave the next salesperson a system to execute from day one.
The result: The salesperson they had became the first to hit target in a very long time. The business now has 3 salespeople all working from the same playbook. After a decade of failed hires, they finally have a repeatable system that's working without the founder.
Revenue architecture is industry-agnostic. The process of extracting how a founder grew the business and documenting it into a repeatable system works regardless of sector.
"We used the playbook to structure a conversation, and in one minute opened up a whole new discussion that we'd been trying to have for months."
"This is good stuff. This is challenging us. Pushing us. Creating discussion and friction points to overcome. And we needed it... that's why we have not done it earlier ourselves."
"Ken helped me recognize that my natural sales approach aligns with both the Sandler Selling System and the Challenger Sale methodology, which I wasn't even aware of before our sessions."
"That structured discovery, I definitely go back to that at all times because it's just brilliant."
Start with a free scorecard. Find out where your revenue system has gaps, then let's talk about how to close them.
Assess Your BusinessResults vary by business, but every playbook Ken has delivered has produced measurable outcomes. Examples include a $1.2M deal closed in 6 weeks, 250% annual recurring revenue growth in a single quarter, 76 meetings booked by one salesperson in a month, 18 deals closed in 10 weeks by a brand new hire with no industry experience who hit 188% of monthly target by month 5, and a business that had 10 failed sales hires over 10 years before the playbook finally gave them a system that works.
Many KTCO clients see results within weeks. One client closed a $1.2M deal within 6 weeks. Another had a brand new hire close 18 deals in their first 10 weeks. A construction business booked 3 meetings from 20 cold calls on the very first day. The speed depends on how quickly you implement and how actively your team executes the documented process.
Revenue architecture is industry-agnostic. KTCO has delivered successful playbooks across construction and trades, professional services, technology, manufacturing, cybersecurity, labour hire, planning, and offshoring and BPO. The process works regardless of sector.
Yes. One client hired a salesperson from the alcoholic beverages industry into professional services, and they closed 18 deals in their first 10 weeks and hit 188% of monthly target by month 5. Another business had hired around 10 salespeople over 10 years and every single one had failed. After implementing the playbook, their next salesperson became the first to hit target in a very long time. That business now has 3 salespeople all working from the same system.