Your RevOps business case

In short: we all know the pitfalls and challenges of sales and growth in today's world and how revenue operations (RevOps) can be a game-changer in overcoming the obstacles. Yet, there still needs to be a solid business case for it. By this we don't mean a one-size-fits-all vague promise but a detailed view on what the true impact for an individual organization is. For this, we have built a business case calculator, a snapshot helping you see the concrete benefit for you. In this newsletter we explain what the business case calculator gives you, how to have yours done, and what a data recipe means.

DATA RECIPE FOR GROWTH

To be able to drive your growth with your RevOps solution, the data that goes in the tool needs to meet the characteristics and needs of not only your organization but also your industry. Instead of working with all the data available (which is too much and too slow to process), you need to work with just the right data.

Discovering what kind of data delivers insights and allows us to analyze correlation and causality is called the process of crafting a data recipe.?

The data recipe has three main components:

1. Internal data about your customers – we often start with billing data. This paints the picture of what has happened (which customer bought which offerings, when, how often and for which amount). This data is available from your billing system. After billing data we add data from your CRM, marketing automation, ticketing and customer support systems and analytics tools to expand the view on what has happened.
2. External data about your target companies – to understand the changes affecting your target market we add external data about firmographics from providers such as Dun&Bradstreet and Moody's or new breed of data collection companies like Vainu, Dealfront, Leadforensics and ZoomInfo. If e.g. a customer company rapidly grows or declines in revenue, it can be a negative predictor for some of your offerings and positive for others. If you have dozens of offerings and serve diverse types of customers, figuring out how to best align your offerings with the changing situations in your customers is incredibly difficult. This is where technology, AI, ML and advanced analytics comes in handy.
3. Macroeconomic data – to understand the changing environment of your target customers and what affects them, we bring in data about inflation, interest rates, employment, GDP, energy prices, volatility, economic policy uncertainty, etc. from sources such as the European Central Bank.

Working with these three types of data ensures we do not only understand the current status quo but also the potential, opportunities and risks affecting the target market. This means you can move from focusing on an internal company objective (financials, business unit, offering, campaign, or salesperson) to your customers and their reality and start understanding why certain things are happening and how to best react to them.

Understanding change, recognizing correlation and causality requires a unique data recipe for each company.

DATA RECIPE CUSTOMIZED PER INDUSTRY AND COMPANY

The influencing factors in different business industry verticals can be dramatically different, which means that there isn't a universal key to answers.

Data recipe needs to be individualized and even in a single company, different offerings are influenced by different changes and a single change can have negative impact on one offering and positive on another.?

180ops is a data processor that has platformized the technology so that meeting customer specific demands becomes efficient with mass customization and data recipe development. This results in significantly faster time to results, lower risks and lower initial human or monetary investments from start to benefits. Continuously learning technology also constantly improves its accuracy and capability to operate as a support intelligence for sales, customer success, marketing and management.

YOUR BUSINESS CASE – WHY YOU SHOULD INVEST IN A REVOPS TOOL

Bringing in any new technology to your organization is a serious decision in terms of money and time. When done with insufficient preparation, it can also go terribly wrong and become hugely expensive (read more about 'How to get the most out of your Revtech' in our previous newsletter).

To ensure organizations can make sound decisions on revenue operations technology, we have built a business case calculator to demonstrate the impact our tool would have on the business and its growth and development.

By crunching:

1. the number of salespeople
2. the target team's revenue per year
3. the percentage of time salespeople use to have sales discussions with customers – which according to Salesforce State of Sales report is below 30%
4. the number of new offers per month
5. the total value of new pipeline per month
6. the number of sales meetings per week per representative
7. the number of won offers per month
8. the total value of won deals per month

in the calculator you can see the gap between where we are now and where we could be, the potential. This is what drives your decision to take in 180ops revenue intelligence tool.

HOW TO GET YOUR BUSINESS CASE DONE?

To see how your business would benefit from 180ops solution, book a free 20-minute sparring session with our co-founder, CPO Toni Keskinen .

Book your business case session here.