Building solid management systems

Hi there,

I’m Kevin McIntyre, Chief Revenue Officer at Dealfront, and I’m excited to welcome you to the second edition of Revenue Insider.

In this newsletter, I'll continue to share the key lessons, strategies, and insights that have been instrumental in driving revenue growth in the B2B SaaS world. Here, I will provide you with actionable tips and advice that you can implement immediately to scale your business.

In this issue, we’re focusing on a topic that is critical to scaling any organization effectively:

• Building solid management systems – the importance of structure and accountability in scaling your organization effectively.

Build a solid management system

One of the most critical elements in driving sustained growth is having a rock-solid management system in place. This isn’t just about setting goals—it’s about ensuring those goals are clearly communicated and understood across the entire team.

When I think about effective management, I always come back to a few key questions:

• How are we communicating?
• Where are we communicating?
• What’s the cadence of our communication in different types of meetings—within specific teams, across broad groups, and organization-wide?

These are the questions that guide how we structure our work and keep everyone aligned.

In my role as CRO, I’ve come to realize just how many projects are in motion at any given time. Whether it’s a major initiative or a more focused effort on sales or customer retention, there’s always a lot happening. The challenge, and the opportunity, is staying on top of these projects, ensuring they’re moving in the right direction and that everyone involved knows how to set an agenda, establish goals, determine milestones, and manage tasks effectively.

What I’ve learned is that a solid management system isn’t just about keeping track of what’s happening. It’s about defining how you want your organization to function. It’s about being clear on what success looks like, how to get there, and how to adapt along the way. For me, my role is centered on me knowing the ‘hows’ so that I can enable the team to be ‘doing’ successfully.

So, as you think about your own management system, consider this: Are you providing your team with the structure and clarity they need to succeed? Are you trusting them, and empowering them to be having meaningful interactions? And are you fostering an environment where communication is open, goals are clear, and everyone knows how to move forward?

Dealfront Tip & Trick

Let's talk about website searches. Have you noticed how it's common to focus on a set of target accounts using filters across industry, geography, company size, revenue, etc.?

If you have a very specific characteristic about an ICP that you could only find through researching their website (like a certain product they sell, or following a certain law or policy, etc), you can use Dealfront's website search to find hyper-targeted accounts for prospecting. You can also use it to ensure your marketing engagement criteria are super niche and?go beyond traditional filters to give you the most tailored results, saving you time and effort!

I hope you found these insights valuable and that they help you take your business to the next level. Remember, building a strong management system is not just a one-time effort. It is an ongoing process that requires continuous refinement and commitment.

I’m excited to continue this journey with you and share more in the next issue.

Thanks for being part of "Revenue Insider."

Kevin