A decade in Operations building SalesOps, PartnerOps and RevOps from scratch-to-scale across three startups. Time traveler in a data stream. I like reading fiction.
How Slowdown in Middle of the Funnel Affects Sales & Marketing
The MoFU aims to bridge the gap between ToFU and BoFU by ensuring that only serious leads are in conversation. MoFU shows them the value of your product and pushes them to BoFU, where the purchase happens. Any slowdown in MoFU is bound to slow down the entire pipeline movement to revenue attainment.
Early Stage Pipeline: The Maker or Destroyer of Revenue Goals
While organizations have figured out defining every stage to be sure the right deals are parked in the right stage, the early stage pipeline is muddy waters - the quality of which can make or break your marketing budgets and revenue attainments.
The Cost of Opacity in Lead to Stage 1 Pipeline is a Revenue Killer
Not knowing what’s converting in your lead funnel to stage 1 of the pipeline is the beginning of revenue shrink. This opacity leads to poor decision-making at the highest levels of GTM leadership. Hence the need for real-time and contextual data insights for strategic planning.
Pipeline Health: Well-known, Misunderstood & Wrongly Measured
There’s so much content on Pipeline Health and hardly any actionable takeaways on “what do I need do to improve the pipe” - what metrics, how to dissect, how to visualize it to the leadership and the board and help their decision making. This blog will answer it all - in words and charts.
Maximizing the GTM Funnel & Pipeline for Growth Stage B2B SaaS Startups
With markets taking a hit in 2022, every single startup has had to revisit its business strategy and measure business metrics like never before. VC-backed startups are under immense pressure to deliver results and now more than ever need to know their funnel metrics like the back of their hand.
Demo to Deal: The Critical MoFU to BoFU Journey in B2B SaaS
The journey of the opportunity from demo to closure is critical. In this blog, we double down on this with stats and numbers for you to see the scale of impact on working the right deals and the massive problem when your teams work on the wrong ones and how AI can help.
Predictability in B2B SaaS Marketing: From DemandGen to Pipeline & Revenue
It's 2022 and marketeers have still not been fully empowered to measure their DemandGen efforts across the funnel - a development that has a significant effect on pipeline generation and revenue attainment. Many thoughts and a few ideas in this blog on how to go about this peculiar situation.
The Age Of The Hyper-Analytical B2B SaaS Board
With boards citing economic uncertainty and disruptive business models from competitors as the top two risks to business performance, what does the new age board care about? What are we hearing from our research? Dive into this blog, where we cover it all and some more.
Sales Velocity & Deal Progressions - Your GTM’s Secret Armour
Opportunities in your CRM are an outcome of a few intermediary deciding steps making deal progression a critical part of your GTM strategy. The blog details on how to think and what to consider when designing your analytical models from lead to closure. Also included is a Sales Velocity Calculator!
Know your ICP: The Art & Science of B2B ICP Refinement
If your SDR-qualified to SAL conversion is poor and your pipe coverage is excellent but wins rates are not, then a wrong ICP would be among the top reasons. Active ICP refinement still seems an art not backed by enough data and actionable recommendations. It doesn’t have to be that way.
Not All Leads Are Equal. Connect The Lead (score) To $ Pipeline Potential
Many high lead score leads do not end up making it to SQLs and Opportunities. It ends up bumping up MQLs but not towards pipe generation. We pen down our learnings and our thoughts in this blog on why not all leads are created equal and what to think of when designing your GTM funnel.
Coming out of stealth at SaaStr 2022: The RevSure Journey
Every customer dollar in your bank was destined “to be or not to be” right when you were pursuing the lead as a visitor. The butterfly effect in GTM is real, and why more than ever, you need to look at your entire funnel for making business-critical decisions.
The Bottom-up approach to Sales Forecasting starts with the Marketing Funnel
Most sales forecasting starts once the deal is logged in the CRM. However, it's like attempting to win a battle once the enemy has landed at your shores. There's enough objective data and science to prove why forecasting needs to start with the marketing funnel.