In a perfect world, a company’s revenue grows in an upward arc. As a Canadian, we like to think that it resembles a hockey stick curve. However, the systems and processes that provide the scaffolding to support that growth curve tend to evolve in a stair-step fashion.
While Ateko is a fan of growth, some maturity leaps tend to happen in a single bound (not a straight line), with iterative improvements happening on a regular basis afterwards. Some of these large leaps could include:
- the deployment of a an audit like this will take 1-2 months, involve a deep dive by certified professionals into platforms like Salesforce, enrichment, marketing automation, and business intelligence, include stakeholder interviews, and provide not only a definitive document of what exists today but a prioritized set of tasks of what needs to be done to achieve maturity and when.
Once complete, there should be a written document provided, but also several hours of findings review calls to ensure that your stakeholders understand each of the recommendations being made, why they are being made, and what the remediation is.
Those recommendations should be far-reaching, but in-depth. Common items that a fast-growing organization may need to review and invest further in that this type of engagement would provide a roadmap for may include:
- Improved security across platforms. It’s common that as organizations scale, their security in the systems that hold their most valuable customer data does not.
- Better routing solutions. This is especially important in a complex organization that has multiple roles within Sales, territories, and named accounts
- An improved, multi-platform enrichment strategy
- Building out a robust Deal Desk. This should include automated approvals (so things aren’t overwhelmed at the end of the quarter)
- A BI platform for true executive-level pipeline reporting that occurs in near real-time and is segmentable – something that may also requires a data warehouse or CDP, getting data from marketing automation, Google Analytics, Salesforce, and other platforms
Next Steps?
Do the pain points outlined at the beginning of this document sound like your organization?
If you have questions about what a Ateko RevOps audit includes and how our clients use it to plan for their RevOps growth and maturity, reach out.
