How do I decide which tactical piece to implement first in our strategy for revenue engine?

There are four key foundational pillars to a RevOps strategy: 1/Talent, 2/Process, 3/Systems, 4/Data. I'd start with Talent and Process changes in the near-term, while starting to build your plans and roadmap for your Systems tech stack and Data architecture. In my experience, you need all these capabilities to operate a world-class RevOps function which can scale with your organization. However, each of these areas have different time horizons to impact. For example, Systems and Data investment ...Read More

There's no one-size-fits-all answer. I will tweak my answer to how I would approach making an informed and a strategic decision to kickstart a revenue engine implementation/ optimization journey. Some basic considerations- Company Stage: Are you a startup, a high-growth company, or an established enterprise? Different solutions and business needs based on each stage. Industry: Customers buying behavior, sales and renew cycles are also influenced by specific industries. Factor it in if you cater ...Read More

There are a few different angles I would consider when evaluating what to implement first for your revenue engine. First you should understand the dependencies each of the tactical elements you have designed for your strategy. It probably does not make sense to implement something first that won't function well because the things it depends on are not yet up and running. By mapping out the dependencies of your various strategy elements, you can start to sequence your work in a way that makes the ...Read More

Choosing the first tactical piece of your revenue engine strategy to implement first is a pivotal decision, as it directly influences other initiatives in the pipeline. This is because executive buy-in signals a green light and therefore supports some other projects that hang in the balance. To choose the best tactical piece to start with, consider the following steps and decisions: 1. Begin with quick wins, which are tactical that yield visible results quickly. Quick wins boost team morale, giv ...Read More

The approach to deploying a new go-to-market strategy depends heavily on the stage of growth the company is in and the sophistication of its revenue engine. It's akin to repairing a ship while it's already out at sea—changes must be made carefully to avoid crippling the vessel, and finding yourself adrift at seat, which will severely impede growth. Typically, a new strategy comprises several components: target market identification, ideal buyer persona definition, product-market fit, pipeline st ...Read More

Pipeline is a leading indicator of success so I always believe you should start there. You need more time, money and effort in generating pipeline than you do in closing deals as you kick off a revenue engine. I would start by making sure you have a clear marketing strategy, rules of engagement with your incoming interest and a solid development team to prospect. Your first closed deal is going to come much later in your strategy and you will need a decent number of at bats depending on your win ...Read More