Bowtie Model
An extension of the funnel that mirrors it after the sale — the narrow point is the purchase, with onboarding, adoption, retention and expansion forming the second half.
Why the shape matters
It makes explicit that post-sale stages have conversion rates too. An account can fail to onboard, fail to adopt, or fail to expand, and each is a measurable transition with an owner — exactly like a pipeline stage.
The practical benefit
RELATED TERMS
Net Revenue Retention (NRR)
Revenue retained from an existing cohort over a period including expansion, expressed as a percentage of where that cohort started. The clearest single indicator of whether the base grows without new customers.
Revenue Flywheel
A model that treats revenue as compounding rather than linear: satisfied customers generate expansion, referral and reputation that reduce the cost of the next acquisition.
Revenue Funnel
The staged model describing how prospects progress from first awareness to closed revenue, used to locate where volume is lost between stages.
Time-to-Value (TTV)
How long from purchase until a customer experiences the outcome they bought. The early metric that predicts retention.
Learn how to apply this: RevOps 101: Revenue Operations Foundations
Definitions are the vocabulary. The courses are where you learn to operate it, with the interactive audit tools.
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