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Case Study

RevPartners Helps Revolutionize AirDNA's Sales Process

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Customer Info

AirDNA is the leading provider of global short-term rental data and predictive analytics.  They help destination marketing organizations, hotels, property managers, and real estate investors to gain critical insights on vacation rentals, make fact-based decisions, optimize their pricing, benchmark their performance, and outperform the competition.

 

Overview

Find out how RevPartners was able to revolutionize AirDNA's sales process by creating a triple solution strategy for enhanced efficiency and accuracy.

The Challenge

Inconsistent MQL -> Opp Conversion Rates

  • Marketing’s efforts were not fully leveraged, BDRs/SDRs struggled to track high-intent contacts, and AEs experienced poor handoffs, leading to suboptimal opportunity creation.

Improper Deal Qualification

  • The sales team lacked a structured approach to qualify deals effectively, impacting tailored demos and accurate forecasting.

Unclear Sourcing in Reporting

  • Difficulty in quickly identifying the source of SQLs and Opportunities in reports, with a need to distinguish between marketing, sales, partner, and referral influences.

The Solution

BDR Pipeline/Tracking -> Higher Opp Conversion

  • Developed a distinct BDR Pipeline or “Lead Gen Funnel” separate from the Sales Pipeline.
  • Adjusted lifecycle stages and defaults within HubSpot.
  • Established clear progression stages for BDRs/SDRs.
  • Implemented gates and entry criteria for stage advancement.
  • Created dashboards with detailed metrics, including SLA adherence and commission tracking.

MEDDPICC Gates + Scoring

  • Integrated a scoring system for each MEDDPICC aspect: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition.
  • Developed standard Sales Weekly Management dashboards incorporating MEDDPICC scores.
  • Enhanced forecast prediction and accountability for AEs and BDRs through structured qualification questions.

Bucket Sources for Lifecycle Stage Reporting

  • Identified and categorized different sources into appropriate buckets.
  • Implemented detailed tracking for lifecycle stages and sources.
  • Enabled intuitive understanding of deal and customer origins through comprehensive reporting.

The Impact

BDR Pipeline/Tracking -> Higher Opp Conversion

  • Enhanced tracking and management of high-intent contacts.
  • Improved qualification process and streamlined handoff from marketing to sales.
  • Increased visibility and accuracy in commission tracking and analytics.

MEDDPICC Gates + Scoring

  • More accurate sales forecasting and deal closure predictions.
  • Structured and accountable qualification process for AEs and BDRs.
  • Enhanced focus on critical deal aspects, leading to more closed-won deals.

Bucket Sources for Lifecycle Stage Reporting

  • Clear, intuitive understanding of deal and customer origins.
  • Enhanced ability to evaluate marketing and sales efforts effectively.
  • Better-informed strategic decisions based on accurate source data.
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