Revenue acceleration occurs when a brand creates sustained momentum and increases customer engagement and loyalty by solidifying strong cognitive associations through marketing, sale and customer successes. This approach can only occur when the employee’s experience and the customer’s experience are closely aligned.
Intelligent analytics tell you how consumers find your products. Organizations don’t need more data to spur sales; businesses need a stronger understanding of human decision-making to build a more solid revenue operations framework and accelerate revenue growth. This is a complex problem and one that requires deep analysis of the sea of data available in today’s world.
Revenue Operations to Revenue Acceleration
Marketing today is significantly harder than it used to be. That’s because consumers now encounter hundreds of touchpoints while deciding to buy from a brand. For a business to stay relevant, the company must operate with a revenue operations framework to show teams where and how to drive revenue acceleration strategies.
As brands climb the uphill battle facing them when implementing revenue operations, organizations must go through methodical steps to sift through that influx of information and find actionable solutions.
Revenue Acceleration Framework: Start With the End in Mind
Revenue acceleration requires that organizations start with the end in mind. By thinking through user experiences, user interfaces, and other technological advancements that spur revenue creation, teams can work backward to better understand the customer view across all functions and departments.
The better teams can understand why a customer makes a purchase and stays with a brand, the more likely it is that teams can make intelligent decisions. Combining customer experience and lifetime value (LTV) data with the cost of acquisition (CAC) allows teams to tap into the emotional and logical triggers of various cohorts and arrive at the underlying why for behavioral trends.
Achieving Revenue Acceleration via a Revenue Operations Framework
Revenue acceleration is a complex initiative that requires a revenue operations framework to do effectively. That’s because, when things go wrong, it generally boils down to misalignments within a company’s 3 P’s — people, platforms, or processes.
People
Attract prospects, gain leads and ensure that customers become loyal advocates for your brand.
Process
The strategies and workflows that actually run the engine.
Platform
Software systems, social channels and other tools to create efficiencies of scale.
People
Without a team of vested employees on board guiding your vision for revenue acceleration, you’ll struggle to implement effectively.
Your team is critical for driving empathetic responses and a human-centered approach to delivering sublime customer experiences every step of the way — even when the executive team is not in the room with them. Every key player must be vested in and intimately familiar with the company story, and know how their role directly relates to fulfilling that vision.
Processes
When handoffs occur from one department to the next, teams must have a smooth transition to keep the customer experience (CX) and employee experience (EX) in alignment.
Building iterative feedback loops based on this data and then tying those insights back to the customer journey to create a more cohesive experience across all external channels is crucial. An adaptable team aligned with up-to-date changing behavior expectations will help keep these processes running smoothly.
Platforms
The platforms used to gather data from an audience and then translate that data into actionable insights are crucial.
Adopting a Data as a Service system can help connect all the various systems in a way that unpacks the what, when, and where of segmented information. With these platforms, organizations are more equipped to ask the right questions at the right time and gain deeper insights that will spur revenue acceleration strategies and initiatives.
Customer Experience (CX) Terms
- 360° Degree View of the Customer
- AI Ops
- Barlow Bands
- Behavioral Triggers
- Bow Tie Funnel
- Brick-to-Click
- Business Impact Analysis (BIA)
- Cognitive Computing
- Cohort Analytics
- Content Mapping
- Conversational User Guidance
- Customer Data Profile
- Customer Experience (CX)
- Customer Friction
- Customer Insights Map
- Customer Journey
- Customer Journey Mapping
- Customer Satisfaction (CSAT)
- Customized Ratios
- CX Intelligence
- CX Led Growth
- CX Metrics
- Data as a Product (DaaP)
- Data as a Service (DaaS)
- Data Culture
- Data Driven
- Data Engineering
- Data Fabric
- Data Governance
- Data Humanization
- Data Hygiene
- Data Looping
- Data Mapping
- Data Mining
- Data Modeling
- Data Monetization
- Data Swamp
- Data Visualization
- Data Warehouse
- Data-Centric
- Descriptive Analytics
- Diagnostic Analytics
- Digital Asset Management (DAM)
- Digital Transformation
- Dirty Data In Dirty Data Out
- Embedded Intelligence
- Empathy Mapping
- Employee Data Profile
- Employee Experience (EX)
- EX to CX Data Mapping
- EX to CX Mapping
- Experience Management (XM)
- Gap Analysis
- Generative AI
- Human-Centered Design (HCD)
- Journey Analytics
- Machine Learning (ML)
- Managed Agile Services on Demand
- Modified Hoshin
- North Star Metric
- Party Data
- Pathway to Purchase
- Predictive Analytics
- Product-Market Fit Mapping
- Real Time Design Looping
- Revenue Acceleration
- RevOps
- S Curve of Growth
- Stack Impact Analysis
- StoryVesting
- Table Stakes Testing
- The 3 P’s
- User Experience (UX)
- User Insights Map
- User Interface (UI)
- Voice of the Customer (VoC)
- Voice of the Employee (VoE)
- World Cloud Generator Sentiment Mining
- X Analytics