How to Qualify Leads with Technology

Lead qualifying is ancient. Aristotle’s modes of persuasion (ethos, pathos, and logos) can be interpreted as steps of the sales process today i.e. ethos = establishing authority. Lead nurturing and scoring is the natural evolution of the process. And should be standard protocol.   The 2017 Demand Generation Benchmark Survey […]

RevOps Metrics for SaaS Companies and VCs

RevOps is the opposite of functional silos. It’s the alignment of sales, marketing (and DemandGen if separated from Marketing), and customer success (and support if separated from success). Tracking RevOps metrics, a particular subset of SaaS metrics, is the best way to identify problems and fix them. And the greatest weapon […]

The 4 Cornerstones of RevOps

RevOps is the opposite of functional silos. It’s the alignment of sales, marketing, and customer success. SaaS companies vary in structure. Different departments with different responsibilities, fluctuating headcounts, even KPIs are calculated differently. SaaS companies also move fast, break things and don’t suffer from corporate paralysis. This makes collaboration possible […]

High-Level View of RevOps

How a RevOps-Centered Approach Can Fuel Growth

Venture Capitalist David Skok said the success of SaaS startups is determined by three simple keys: Acquiring Customers Retaining Customers Monetizing Customers Being successful with all three is not simple – thousands of speeches, books, blogs, and workshops attempt to solve the complex problems surrounding these keys. Startup founders and […]