Revenue Optimization for Scaling Companies
Revenue Optimization is the practice of aligning people, processes, systems, and data across the organization to improve the efficiency and effectiveness of marketing, sales, onboarding and customer support functions.
There is no question of whether a business does RevOps or doesn't do RevOps... it's how actively and intelligently a business manages its revenue operations that influences financial performance and growth.
HarvestROI Revenue Optimization Engagements
Are you ready to improve your customer experience and optimize revenue?
Aligning your operational workflows and supporting tech stack with your customers' lifecycles is not a quick fix. It’s an investment into the ongoing success, profitability and scalability of your company.
Understanding your organization's lead generation channels, conversion rates, close rates, renewal rates, sales activities, funnel health, forecast accuracy, incentive plans, and the integrity of the data that tells those stories plays a significant role in driving increased revenue through growth.
Strategic and tactical alignment around these key factors helps refocus an organization around creating more value for customers, realizing more revenue, and increasing visibility into the health of your business' most important relationships.
HarvestROI RevOps Engagements Optimize:
Are your marketing, sales, onboarding and customer success teams aligned around clear processes and handoffs?
Are you communicating with the right personas at the right times in the buyer journey to maximize conversion?
Is your data organized and actionable, and are processes in place for collecting and maintaining data quality?
How HarvestROI Optimizes RevOps for Businesses
Quick Wins & Strategic Development
Following discovery of your current state processes and challenges, we will prioritize your most pressing business needs to immediately deliver impactful solutions as we begin to strategize the optimization of the customer journey from the first marketing touches through the full sales cycle including retention and renewal. We'll continuously align our work with your objectives while maintaining a cohesive, strategic approach to delivering maximum return on investment.
HarvestROI Insights Reporting DashboardsIn order to optimize operations, it's imperative to have visibility into all aspects of your business. We build and maintain custom reports and dashboards that go beyond the basics of reporting and provide clear, actionable insight into sales activities, forecasting, funnel and pipeline efficiency, customer engagement and related revenue outcomes. Monitoring and managing data quality will ensure that stakeholders have a reliable source of business truth.
Quarterly Objective-Based Sprints
To leverage our shared insights into action, we will collaborate to define and deliver on clearly scoped objectives month-by-month over quarterly intervals. Each quarter, we will review progress and define renewed objectives for the coming period. Monitoring funnel and pipeline performance, developing impactful technical solutions, and optimizing lifecycle marketing communications will all contribute to closing more deals, decreasing cost per lead and maximizing ROI.
Iteration for Continuous Improvement
Revenue optimization is an ongoing process by which we can ensure continuous improvement in operational efficiency and a frictionless buyers journey. As we achieve and record successes together, we will continue to develop refreshed objectives, set renewed expectations among teams, and leverage ongoing monitoring of pipeline velocity and conversion rates to inform more accurate forecasting and continue to optimize business processes.
Choosing the Best RevOps Partner
Engaging with our RevOps team gives you access to institutional Revenue Operations expertise at a fraction of the cost of a single full-time hire.
Our RevOps experts are experienced in providing strategic direction to scaling organizations and leveraging the HubSpot toolset to optimize operations in a variety of verticals from SaaS to staffing and venture capital to non-profit.
Revenue Optimization FAQs
Why Should I Invest in RevOps?
RevOps means that revenue does not simply happen by chance, but becomes predictable. B2B companies investing in RevOps experience increases in shorter sales cycles, increased velocity, and increased revenue. Tighter alignment between disconnected teams (for example, sales, and marketing), produces even more tangible results:
- Increase in lead acceptance
- Increases in internal customer satisfaction
- Reductions in GTM expenses
- Increases in digital marketing ROI
The benefits of using RevOps include increased collaboration and more predictable growth and forecasting. Companies that align their departments and functions outperform those that don’t.
What Problems Does RevOps Solve?
RevOps aligns internal teams around a unified, coherent, and attainable revenue goal, transforming siloed departments into more coherent entities that work with, and not against, each other.
How long do I have to commit?
While we operate our revenue optimization service over quarterly intervals, there is no lengthy commitment with all engagements operating month-to-month. Our clients remain engaged with us because they realize value through ROI. If we aren't exceeding your expectations, we are falling short on our own.
Why should we Combine our Marketing, Sales, and Client Success Operations Functions?
Revenue growth (both new and recurring) is more likely to occur when selling, buying, and adoption processes are seamless and well-orchestrated across the customer lifecycle.
As explained above, combining these functions into Revenue Operations achieves synergies in process design, data flow, tech stacks, and analytics that are difficult to capture when each operational team exists in its own silo.
What Kind of Visibility Will RevOps Give My Organization?
In order to effectively understand your business, it's imperative to have visibility into all aspects of your operational processes, team activities, and related revenue outcomes.
RevOps will give you a better understanding of demand, lead generation, SQL conversion, sales pipeline insights, funnel health, customer engagement, and sales forecasting.
This will allow your organization to make informed decisions from reports and dashboards depicting meaningful metrics. However, these are only as good as the underlying data, requiring a high level of integrity to provide the needed accuracy.
What is Lifecycle Marketing?
Lifecycle marketing is not lead generation. Lifecycle Marketing is the process of guiding prospects and clients within your CRM through stages in the buyer's journey. This includes any marketing activities meant to tailor messages based on the current stage of the client and meet their needs to move them to the next stage.
Lifecycle marketing aims to improve the following:
- Increased Conversion Rates
- Lower Cost per Acquisition
- Improved Customer Lifetime Value
- Increased Opportunities for Upsells and Cross-sells
- Increase in Brand Loyalty