“Our sales team just isn’t performing”
Which data tells you that?
Usually the answer is revenue. Revenue tells you something is wrong, it doesn’t tell you where. The where is in your data, in the gaps between the departments, in systems that each hold part of the picture, in the process steps nobody owns. That’s where your revenue is leaking.
Revenue operations finds those gaps and closes them.
WHAT IT COSTS
of EBITA leaves most companies unnoticed. Accounts that aren’t followed up on, work delivered but never invoiced, payment processes nobody owns.
1-5%
more revenue growth and 5% lower costs. That is what two-thirds of finance leaders expect from getting finance and sales to work from the same number.
5%
of company valuation. That is what an unreliable forecast can cost when someone decides what you business is worth. It matters most if you plan to sell, refinance or bring in an investor.
5% +
RESULTS
Different industries. Different gaps. Same approach
SAAS
+237%
Recurring revenue, as VP Sales and shareholder. The company was successfully sold in 2022. Documented in 100 weeks to scale by Lionel Benizri, the CEO at the time.
MARITIME
3X
Inbound leads, year on year. Marketing and sales aligned on one process, the CRM cleaned up, new salespeople onboarded faster.
REVENUE OPERATIONS
Marketing, sales, operations, and production each have their own processes, data, and systems. To your customer, it can feel like talking to three different companies. Revenue Operations brings people, process and data together.
What gets looked at
Process
How a lead becomes a quote, an order and an invoice. Written down, owned and measurable
System
Whatever you already run, made to work together and used by the team.
Handovers
The points where work passes between the departments, and where most things get lost, are not owned or measured.
Pricing
What you charge and why, what the discount cost over a year, and which customers carry your margin.
Customer
Who is growing, who is shrinking, who left without telling you, and where the next order comes from.
Forecasting
A forecast built on your historical data and a pipeline you can trust, so the number gets more accurate every quarter.
People
Basic sales skills for everyone in the company who talks to customers. Onboarding so new salespeople start faster and walk into every conversation prepared.
Where are you now?
HOW I WORK
Start with a half-day revenue clarity session, we find where revenue leaks and where to begin.
A revenue audit shows how your commercial process really works and what to fix first.
As Interim Revenue Operations, I will join your team and make changes with you.
RESULTS
Different industries. Different gaps. Same approach
HR TECH
+150%
Revenue in one year. We didn’t change the product but the way it was positioned, presented and sold.
LIGHT DESIGN
3X
Annual revenue, by aligning the customer centric department around the customer and using existing data to improve lead generation.
THE CHALLENGE
Finding the leaks is the easy part
Ask the people who do this work what stops it, and most of the answers are about people.
62%
Managing change inside the business
62%
Getting departments to work as one team
53%
Technology and data complexity
47%
Too many things to fix at once
Interviews with 53 revenue operations leaders, Revenue Enablement Institute.
Technology comes third, and companies usually buy it first. A new CRM or sales tool is easy to buy and hard to judge. Without a clear process and reliable data, you spend money without knowing whether it helps. Process and people come first. Then you know what the technology needs to do.