In today’s fast-changing business environment, Revenue Operations is becoming an increasingly important function as companies seek new ways to sustain predictable growth. The responsibilities of a RevOps leader are constantly evolving to meet the needs of a growing business. At their core, Revenue Operators have served as agents of change within an organization – taking their companies from a world of siloed Go To Market teams to being aligned towards the ultimate goal of revenue optimization. But that change begins in the way a company thinks about how they can deliver a consistent customer experience across the entire lifecycle. The move towards a RevOps model can be gradual, but it…
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9 SaaS Pricing Strategies You Should Know
Pricing pages have become increasingly complex. While it is true that one size doesn’t fit all, it is important to understand which pricing model or models would work best for your business. With so many models out there, it is a good idea to familiarize yourself with some of the most useful pricing strategies for SaaS. Below, I will go through some of the basic pricing models, as well as some that are more complex. For each, I will highlight the use-cases in which they would be most effective. 1. Flat Rate Pricing Flat rate pricing is a pricing model in which a user has a flat price, usually on…
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Nora: Why I Joined RevOps
As a customer success engineer, my role can involve wearing many different hats. I enjoy figuring out what the customer needs, but I also enjoy how the product works technically. It allows me to dabble in every department and learn something new every day. I knew I would have to look for a company that allows me to grow and not put me into a box. When I first found RevOps’ customer success engineer position online, I had been looking for a new company to join that was passionate about their product. I’ve come to learn that people who truly love what they’re working on are the best people to…
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A Brief History of Revenue Operations
The last few years have seen a sea-change in B2B buyer behavior. As a result, companies have had to quickly change the way they engage with these potential customers at a rapid pace. The “funnel” that defines how a potential customer goes through their buying journey has turned on its head. Literally. This new reality has caused many companies to reassess how they interact with their sales processes. Many have realized that a siloed approach is no longer sustainable. Bringing Marketing, Sales, Customer Success, and other teams into a unified organization helps companies focus on what is most important. Operations has been deeply impacted by this as well. This transition…
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Getting Buy-in for ‘Lead-to-Cash’ at Your New Gig
For the last 5 months, you’ve been on the hunt for that perfect job. Perhaps you were laid off when the pandemic hit, or maybe you just came to the point that you didn’t feel you were being challenged enough in your previous role. Whatever your reason, finding a new job during these uncertain times was surely a difficult task. But you did it. You got the job you had always dreamed of, at a company that’s a rocket ship getting ready for blast off. And now the day has come; your first day at the new gig. You are thrilled to be joining a startup that is poised to…
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CPQ: The Ultimate Wingman in B2B Selling
Think of a date you went on where things went well. You hit all the right notes and you notice the sparks flying. After getting home you text each other frequently and immediately – this signals the start of a strong relationship. Conversely, on dates that didn’t go so well, you notice that they aren’t responding to messages as fast or as detailed because they are not engaged – this means you probably aren’t going on a second date. This comparison is valid in B2B software sales. An engaged customer is more likely to buy, and buy fast. On the other hand, a losing deal will be long and drawn…
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How Modern CPQ is the Future of Recurring Revenue Operations
Software businesses’ relationship with the buyer has transformed with the advent of subscription pricing models. The standardization of subscriptions has given the customer unprecedented buying power because they can switch to a competitor quickly. In the B2B subscription economy, the business is no longer selling a product, it is selling a symbiotic relationship with the customer. That relationship starts at your pricing and quoting. If you read my previous article then you know that the subscription economy is changing how software businesses do pricing. Fundamentally speaking, usage denotes how essential the customer felt your solution was to accomplishing their goals. Pricing influences usage which, in a subscription economy, heavily correlates…
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4 Ways to Prepare Yourself for Success as Deal Desk
We are now entering a new B2B software economy beyond the seat license with ever-increasingly complex value-based economics. Tomasz Tunguz, a managing director at Redpoint Ventures, recently wrote an article about the behavioral economics behind the three-part tariff pricing model and why it increases usage and the likelihood of renewals. As software companies move toward creating complex deals circling around the three-part tariff pricing model, Deal Desk will play an increasingly important part in enabling Sales, Finance, and Legal to function efficiently at scale. According to statistics from PwC, deal desks can reduce sales cycle times by up to 25-40% and enhance sales productivity by up to 15-20% by eliminating…
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Four Building Blocks of Revenue Operations
Foundational architecture for sustainable progression With the dawn of cross-functional tools, GTM-wide metrics and deeper account management, companies are embracing Revenue Operations now more than ever. They realize that modern business requires a greater degree of alignment between Marketing, Sales, Customer Success and Finance in order to rise above the competition. The main purpose of Revenue Operations initially was to pool resources and create some horizontal alignment between the various GTM departments. However, people have realized the cross-functional nature of Revenue Operations has provided unique insights and capabilities within planning, analysis, and strategy. Revenue Operations helps lay the blueprint for business growth and builds the scaffolding to help Sales, Marketing…
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What is Deal Desk?
Deal desk is a place where complex, high value deals can be discussed between sales, finance, and product. At a well run deal desk, members of sales present a short summary of the buyer’s journey, the deal being reviewed, its value and strategic importance. Creating an effective deal desk can be especially useful in helping the sales team move quickly and close customers that have unique circumstances. While the forum and format of deal desk may change as a company matures at its core, the goal of deal desk is to agree upon a unique pricing deal and the appropriate contract for the customer. This goal is typically achieved through discussion…
