FRACTIONAL REVOPS SERVICES
HERE’S HOW WE CAN WORK TOGETHER
FRACTIONAL REVOPS services overview
Our services are designed to help you improve your ability to drive repeatable, predictable, and scalable revenue.
REVOPS AUDIT
A formal 4-week audit of your current RevOps program.
DELIVERABLES
Assessment
Assessment of the current state your program measured against the 6 RevOps workstreams and benchmarked against similar companies.
Crawl / Walk / Run
A prioritized crawl/walk/run roadmap of projects to evolve your RevOps program and impact your customer journey.
Project Management Plans
Project management plans for each project in the roadmap.
FRACTIONAL REVOPS AS A SERVICE
FRACTIONAL REVOPS TO ACCELERATE YOUR GROWTH
REVOPS SERVICES
The Problem
You don’t have a RevOps team or you have a junior team member and you need help managing the tech stack, maturing your RevOps program, and executing on key operations projects.
How We Solve It
We provide Technology Services plus RevOps Strategy including quarterly RevOps planning, a RevOps roadmap and recurring updates, weekly meetings with key stakeholders, dashboarding across the GTM team, and more.
ROI
Increased pipeline, revenue, and efficiency (ie: closed win rate, velocity, and retention).
technology services
The Problem
You don’t have fully dedicated expert(s) and process to manage tech changes, optimize the entire tech stack based on your company’s strategy, or set up and administer new tech.
How We Solve It
We provide an always on certified Business Systems expert(s) and will roll out a process for submitting changes and visibility into the tech stack roadmap.
ROI
Increased time for the GTM to do their jobs and improved data & insights coming out of the tech stack.
FRACTIONAL REVOPS TECHNOLOGY SERVICES
building best-in-class REVOPS technology stacks
The Problem
You have limited to no tech set up and the tools that are set up are not well connected or optimized based on your business strategy and process.
How We Solve It
We will set up, connect, and optimize all of the tools in your tech stack based on best practices (ie Account Based CRM and Stage Advancement Criteria).
ROI
Increased efficiency and less time spent in the tech stack as well as the tools providing greater insights throughout the GTM funnel.
AREAS OF EXPERTISE
GTM STRATEGY
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01/ BUILD
The Problem: You have a one (or a couple) people doing sales (often including founders) as well as ad hoc marketing investments and you need a integrated GTM strategy to market, sell, and serve prospects and customers to drive repeatable revenue
ROI: Increase pipeline, conversion rates, and ASPs by creating a predictable model targeting your ICP
Timeline: ~6 months
Typical Projects May Include:
_________________________ICP/Segmentation
✔ Lifecycle Management
✔ Attribution Model
✔ ICP Analysis
✔ Inbound & Outbound Playbooks
✔ TAM/SAM/SOM AnalysisLack of Demand
✔ Demand Council
✔ Lead RoutingFunnel Conversion
✔ Operating Cadence
✔ MEDDPICC
✔ Stage Advancement CriteriaNet Effective Retention
✔ Customer Journey Mapping
✔ CS Team & Process AuditData & Insights
✔ RevOps Audit
✔ Capacity Plan
✔ Technology Stack Audit & Optimization -
02/ GROW
The Problem: Your company is stuck at an inflection point (ie <$20m in ARR “hero sales” trying to get to $20m+ in “repeatable sales”) and you need help maturing processes, tools, data, and people to grow beyond this inflection point
ROI: Consistent pipeline generation, BDR and outbound activities, & Sales attainment (ie quota attainment, sales velocity, etc.)
Timeline: ~6 -12 months
Typical Projects May Include Projects From “Build” And:
___________________________________ICP/Segmentation
✔ Account Grading
✔ Account-Based CRM
✔ Territory PlanningLack of Demand
✔ Lead Scoring
✔ Lead NurtureFunnel Conversion
✔ Multi-Touch Attribution Model
Net Effective Retention
✔ Customer Whitespace Analysis
Data & Insights
✔ Business Systems Council
✔ Marketing Performance Reporting
✔ BoD Reporting
✔ RevOps Planning
✔ Compensation Strategy -
03/ SCALE
The Problem: Your company is trying to scale revenue by quickly adding people and resources while optimizing spend and maintaining efficiency
ROI: Pipeline generation through the highest performing channels, increase revenue, and efficient Sales, Marketing, & Customer Success metrics (ie payback period, CAC, etc).
Timeline: ~12 - 18 months
Typical Projects May Include Projects From “Build” and/or “Grow” And:
____________________________________ICP/Segmentation
✔ Campaign Architecture
Lack of Demand
✔ Campaigns Council
Funnel Conversion
✔ Full Funnel Marketing
✔ Value-Based Messaging Framework
✔ Enablement Strategy & PlanningNet Effective Retention
✔ Customer Segmentation
✔ Customer Engagement ModelData & Insights
✔ Product Feature Request
✔ BI Platform Reporting
Areas of Expertise
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➤ Lifecycle Management
The process by which your leads are captured, evaluated, scored, segmented, qualified, routed, and handed off to your business development and/or sales team.➤ Attribution Model
An attribution model is the rule, or set of rules, that determines how credit for pipeline, bookings and conversions is assigned to marketing touchpoints in conversion paths➤ ICP Analysis
An analysis of historical data as well as market trends to trends to determine the Ideal Customer Profile (“ICP”)➤ Inbound & Outbound Playbooks
A set of Standard Operating Procedures (SOPs) and Service Level Agreements (SLAs) for prioritizing and handling inbound leads as well as a process for outbounding to key accounts with the corresponding messaging & A/B testing.➤ TAM/SAM/SOM Analysis
An evaluation of Total Addressable Market (TAM), Serviceable Available Market (SAM), & Serviceable Obtainable Market (SOM) to inform segmentation.➤ Account Grading
Leveraging demographic and firmographic data to score your Accounts based on the likelihood of becoming a happy customer.➤ Account-Based CRM
The process of replacing your Lead object functionality in your CRM with an Account-based approach in which all Leads are automatically converted to Contacts and you manage Accounts.➤ Territory Planning
A comprehensive international multi-segment balancing and planning process that is easy to update.➤ Campaign Architecture
A fancy phrase that lets you know that your demand generation campaigns are set up correctly -
➤ Demand Council
A demand forecasting model & cadence designed to identify hotspots and leakage in the funnel and a feedback process to resolve hotspots.➤ Lead Routing
The process through which your leads are sent to business development, sales, and customer success teams based on business rules.➤ Enrichment Strategy & Technology
Appending demographic data to records (Leads, Contacts, Accounts).➤ Lead Scoring
The automated model that scores your leads based on behavior, intent, and fit.➤ Lead Nurture
Automated programs through which you identify, quarantine, and engage a cohort of leads in an attempt to make them sales-ready.➤ Campaigns Council
A model & cadence designed to review existing campaign performance and identify where optimizations can be made as well as new campaigns. -
➤ Operating Cadence
A process auditing and updating existing meeting cadence including attendees, frequency, agenda, objective, and prep.➤ MEDDPICC
An opportunity management framework to standardize all opportunities (and improve forecasting and data) independent of sales team, industry, or geo.➤ Stage Advancement Criteria
A defined and documented set of requirements to move opportunity stages.➤ Multi-Touch Attribution Model
A scoring framework based on the customer journey to attribute what touchpoint had the biggest impact and inform future Marketing investment decisions.➤ Full Funnel Marketing
Also known as “lifecycle marketing”, the programs through which you engage the right person at the right account with the right message at the right time.➤ Value-Based Messaging Framework
An engagement (Marketing, BDR, Sales, & CS) methodology based on the customer’s value drivers including a customer-facing methodology and an internal opportunity review process.➤ Enablement Strategy & Planning
A quarterly data-driven planning process designed to identify the most important initiatives to the revenue and develop a proactive enablement roadmap. -
➤ Customer Journey Mapping
A review of the current state and ideal future state of how customers onboard, sustain, renew, and expand based on segmentation.➤ CS Team & Process Audit
An assessment of the current strengths and weaknesses of the people, process, and tools in the CS organization and to provide a crawl, walk, run, roadmap for opportunities to improve.➤ Customer Whitespace Analysis
An analysis of the potential upsell opportunities based on customers existing products, health, and engagement.➤ Customer Segmentation
An evaluation of existing customers and potential customers to inform the ideal breakdown of customers for marketing & engagement.➤ Customer Engagement Model
The ideal framework for working with customers, based on segmentation to optimize the customer’s experience. -
➤ RevOps Audit
A four-week review of your GTM operations across the five RevOps workstreams.➤ Capacity Plan
An all revenue (Marketing, BDR, Sales, PS, & CS) bottoms up & tops down build to identify hiring needs & timing as well as key assumptions.➤ Technology Stack Audit & Optimization
A thorough assessment of your GTM tech stack with a focus on security, efficiency, accuracy, and reliability.➤ Business Systems Council
A process & cadence for submitting, prioritizing, and executing against tech stack requests with the goal to optimize based on the existing GTM strategy.➤ BI Platform Reporting
The process of aggregating multiple data sources into a data warehouse and surfacing it in a Business Intelligence platform to generate insights.