The Problem
Multiple SQL Instances without Tracking:
- Issue: Riverside encountered challenges in tracking instances where a company could become an SQL multiple times.
- Implication: Lack of visibility into multiple SQL occurrences led to mismanaged data and hampered accurate performance evaluation.
Manual Process with Custom Object for Tracking:
- Issue: Riverside relied on a manual process involving a custom object to track SQLs.
- Implication: The manual process introduced errors and inconsistencies in data, rendering the company object to SQL mapping inaccurate and untrustworthy.
Absence of Pipelines in the "Educate" Stage:
- Issue: Riverside lacked structured pipelines in the "educate" stage.
- Implication: Without a defined pipeline, tracking SQL conversions and managing the transition from SQL to other stages became cumbersome and prone to errors.
The Solution
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1
Introduction of RevOps as a Service:
- Strategy: RevPartners leveraged "RevOps as a Service" to provide a comprehensive solution.
- Implementation: The solution involved strategic changes without platform migration, utilizing the existing HubSpot CRM and marketing platform.
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2
Overhaul of the "Educate" Stage:
- Approach: RevPartners initiated a strategic overhaul in the "educate" stage to address the SQL tracking challenge.
- Implementation: A transition from a manual custom-object-based system to a structured pipeline approach was implemented for accurate and reliable tracking.
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3
Creation of Specialized Pipelines:
- Customization for Agency SMB and Enterprise:
- Issue: Agency and enterprise pipelines had unique characteristics.
- Implementation: Specialized pipelines were created, ensuring alignment with the sales cycle dynamics while maintaining consistency in stages.
- Customization for Agency SMB and Enterprise:
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4
Enhanced Attribution and Integration:
- Attribution Accuracy:
- Solution: Every deal was associated with a specific pre-opp instance for improved attribution accuracy.
- Outcome: Riverside gained the ability to precisely track the journey of each deal from SQL initiation to closure.
- Attribution Accuracy:
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5
Advanced Visibility for Decision-Making:
- Tracking Closed-Lost and Unqualified Reasons:
- Solution: The new system allowed Riverside to track closed-lost and unqualified reasons.
- Impact: The data provided insights for strategic decision-making and optimization of investment between inbound and outbound channels.
- Tracking Closed-Lost and Unqualified Reasons:
Impact
Accurate Tracking Achieved
- Result: Riverside achieved accurate and reliable tracking of SQL instances.
- Impact: The company now had a solid data foundation for performance evaluation and strategic planning.
Detailed Cohort Analysis and Planning
- Result: Riverside gained the capability for detailed cohort comparisons, analyzing durations from SQL to deal initiation.
- Impact: Strategic planning and resource allocation were optimized based on comprehensive cohort analysis.
Informed Decision-Making and Optimization
- Result: Enhanced visibility into closed-lost and unqualified reasons.
- Impact: Riverside empowered itself with data-driven decision-making capabilities, optimizing investments in inbound and outbound channels.
Voice of the Customer
It's always a pleasure working with you day to day, but the level of work and insight you provided on the QBR is amazing. Lots of food for thought.
I have had so much fun - it's been, it's been more than a pleasure working with you - you've added a ton of value here and you're super sharp and amazing and super fun and, I've had a blast!
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