Revenue Operations

Revenue operations leverages data and business intelligence to make informed decisions regarding revenue acceleration strategies. With a solid revenue operations strategy in place, you can build momentum, lead customers to take action, and build an emotional association with your brand to keep customers returning.

A Data Explosion Led to Revenue Operations

In the past, businesses held most of the cards regarding a transaction. For the customer to receive value from the business, they had to pay up. That’s not the case anymore in today’s highly competitive and complex marketplace. Today, customers can make or break a business.

Because the pendulum has swung so far back, putting most of the power in the customer’s hands, organizations have had to start thinking more in-depth about how they reach their buyers and grow revenues before, during and after the sale.

The Ripple Effect of
Revenue Operations

From the front-line entry point to the post-purchase interaction, every experience must be flawless. If not, the negative experiences could ripple throughout the organization. Honing every touchpoint and aspect of your business is key when building a revenue operations strategy for the modern consumer.

Revenue Intelligence is a Must in RevOps

Whether a customer is entering your organization for the first time or preparing to make their hundredth purchase, revenue intelligence equips you to understand the motion and momentum with which those purchase behaviors happen.

By taking an empathetic stance to understand your buyer’s pain points throughout every stage of the bow tie funnel, you’ll be able to deliver a more sublime experience at each touchpoint. Still, suppose you don’t have the intelligence or data at each touchpoint. In that case, you won’t be able to effectively manage and align these acquisitions, conversions and retention pieces throughout your sales process.

Leveraging Behavioral Frameworks

Revenue operations are driven by consumer behaviors, meaning many complexities and nuances are baked into every decision, action and purchase.

By leveraging a behavioral framework, like the StoryVesting framework used at RocketSource, you can understand your customer’s emotional and logical triggers faster and then align those with your operational efforts. You can deliver an experience unlike anything else in your marketplace, empowering you to compete at a higher level.

A Transaction Mindset is Lethal in Revenue Operations

Revenue operations are driven by consumer behaviors, meaning many complexities and nuances are baked into every decision, action and purchase.

Leveraging Revenue Operations as a Single Source of Truth

When it comes to growth, looking at revenue operations as your single source of truth will help your team put up the guardrails and stay laser-focused on long-term impacts rather than short-term gains. This source of truth stems from having deep intelligence and data-rich insights into who your customer is and what drives them to take action before, during and after the purchase.

Having the data alone does not accelerate revenues or create a revenue operations strategy. Instead, those data points let you stack the dominos in the right sequence and with the right spacing so that each one drops at just the right time. This approach requires both qualitative data and quantitative data to get right. The more dynamic the intelligence, the more insights teams have to work with when making specific decisions around revenue acceleration and operations.

As behavioral data is gathered, organizations can take a more predictive stance and leverage deeper technology to provide more potent experiences. Aligning that customer data to the organization’s operations offers the opportunity to enhance the customer journey from start to well-beyond purchase, building retention and accelerating revenue growth.

Creating Momentum Using
Revenue Operations

Removing Customer Friction

Leveraging a customer data platform can help create a frictionless experience for customers, helping move buyers through the bow tie funnel faster.

Increasing LTV:CAC Ratio Via the Customer Journey

Increasing LTV:CAC ratios means staying a step ahead of the customer, predicting their next move, and developing a sustainable strategy throughout their journey.

Leveraging Tech-Enabled Services

Streamline, sync, and complete each process within the customer’s journey by automating it through tech-enabled services while still maintaining a human element on the backend.

Using Customer-Facing AI Solutions

AI software can be a game changer for your marketing by leveraging event-driven workflows that deliver the right message at just the right time in the buyer’s journey.

Innovating on Your Pricing Structures

Offering Freemium versions of your products can bolster brand trust and strengthen cognitive associations of your brand, increasing the likelihood of a sale.

Analyzing Data for More Targeted Campaigns

Effectively leveraging data-driven content marketing campaigns can offer a more nuanced understanding of your customer base and, thus, more targeted campaigns.

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Previous Term

Revenue Acceleration