Rohan Suri’s Post

I pulled an all-nighter for the first time since junior year of college. I did this every Friday night at Wake Forest, so I could finish my work, sleep in, and give myself the entire weekend to play basketball and video games. Last night, as a 34 year old husband with 2 kids and a portfolio of companies to run, I sat on the floor in the living room building a beautifully color-coded lead list...manually 🤯 SHOCKER! Was this a complete waste of time? Time will tell, but frankly, I was pretty excited. We recently bought a company called Journey. We love it. Our customers and users love it. But I stumbled across something one day looking at some of our product usage analytics... a potential treasure chest 💎 ... Anyways, I went down a rabbit hole yesterday and started uncovering active and re-activated free users who, somehow, bypassed the free tier's usage limit. They were getting value from the tool but just not paying for it...yet. Was I upset at these freeloaders? lol no. But I knew it would take some work to get value from this opportunity. After sifting through about 10,000 rows of product usage, I have a beautiful, color-coded list of 120 companies to close. I could have just exported a list of email addresses, removed duplicates and sent out a "cease and desist" type letter, but I didn't. Here's why: 1. Sales is still human-to-human: Each company deserves an extremely personal response from me. We acquired this company in November, so I might be new to them. Putting out my hand first knowing their "last login date", "# of users", "number of journeys", and "usage" gives me the best chance of continuing the value generation they are already getting from the product. 2. Huge learning opportunity: Spending the time to know "company size" and "use case" and jotting down notes after reviewing their account gives me the right context to create a value exchange rather than a "tax collector" moment. Knowing the WHY gives me an opening to request feedback, share relevant feature releases, and simply exchange value. 3. Prioritization: Not all of these will close. Time is of the essence here. Leveraging usage data and qualitative data, I defined a rough "lead status" and "lead quality" that helped me develop a "priority". I want these interactions to be meaningful. This is not meant to be one of those cringy "look at how hard I work" type posts... because I'm tired and it's not even lunch time, and my breath stinks from 6 cups of coffee. My point is that I truly love this stuff. I hadn't built a lead list like this in a long time. I'm excited to try to close deals. This gets me pumped. Many days as a founder, we are stuck doing shit we don't like, so when there's a chance to do something you love AND drive growth, it's worth staying up all night for. PS - if there's a tool that could have done all of this for me automatically, let me know lol. Any treasure troves that you found in your PLG motions recently? Share it.

Do you KNOW RevOps? Ever heard of the fable "The Blind Men and the Elephant" by John Godfrey Saxe? In the story, several blind men touch different parts of an elephant and then describe the creature based on their limited experience. The man who feels the trunk believes it's a snake; another touching the tusk thinks it's a spear. Each person's perception was limited by their singular experience. Similarly, it seems that many in the business world have only brushed up against certain elements of Revenue Operations (or #RevOps) and often hold fragmented views of reality. Just as with the elephant, without seeing the entirety, it's easy to miss the entire picture. #RevenueOperations is not just a buzzword. It's the converging point of sales, marketing, and customer success operations, aiming to drive full-funnel accountability and effectiveness. And, just like the blind men, if we only grasp one part, we can't truly comprehend its potential. For those who've not yet dived deep, now is the time to truly understand and explore what's possible with RevOps. Let's not be the blind men in the room. See the whole picture - and in doing so, unlock a world of potential for our businesses. 🐘💼 John Godfrey Saxe's poem attached Our view of the RevOps Elephant is linked in the first comment. #hubspot #salesforce

Feeling Unseen in RevOps? Here's How to Shine Ever feel like your amazing RevOps work goes unnoticed? ❌ Not invited to meetings? ❌ Last to hear about things? ❌ Just given tasks without any say? Here's the thing: if people don't understand what you do, they can't see your value We RevOps folks are natural helpers. We love to see others succeed, and we might think our hard work will speak for itself. But sometimes, you gotta toot your own horn (a little) Here's the secret: Share your wins! Did you streamline a process? Did you improve data quality? Tell everyone how it's helping the business grow Connect the dots. Show how your work helps the sales team reach their goals. For example, if you made it easier to qualify leads, explain how that's putting more qualified deals in the pipeline. Here are some examples: 1) New campaign intake form: Reduced turnaround time by X% for marketing. 2) Revamped pipeline review: Increased conversion rates by Y%. 3) Data enrichment: Sales can reach more qualified leads, leading to a Z% boost in ICP penetration. Basically, share what you're doing and how it helps the team win No need to brag. Just keep it clear and focused on how your work makes a difference. Now everyone will see you as the RevOps Rockstar you are.

I'm loving all the feedback about the elements of our new 6dimensional Success Model! So exciting to see it out in the wild, already making a difference for our customers! Next up, let's unpack why our Partner Ecosystem is such an essential dimension. I’m sure there’s not a single revenue team out there that’s not juggling a whole range of technologies — and I’d bet not all of them are playing nicely together. One of the major benefits of our dialed-in Partner Ecosystem is that it helps you maximize ALL your tech investments (not just 6sense) by fully integrating your solutions and aligning your revenue team to run smoothly and efficiently. We invest heavily in our Partner Ecosystem, and we curate our partner recommendations to help each customer get the most value in their specific instance. Here’s one example: We know personalized web experiences make a HUGE difference in conversion rates. But we also know they can be hard to implement if you’re trying to do it manually. So we partner with Mutiny and Folloze, who specialize in personalized web content, to streamline execution. Customers can seamlessly deliver the right message at the right time to the right people — significantly boosting conversions and ROI. There are so many other examples of how our partner integrations maximize tech efficiency and effectiveness: Salesloft — Comprehensive insights delivered right inside SalesLoft to help sellers target the right accounts and curate personalized engagement within existing workflows. LinkedIn — Cost-effective, hyper-targeted LinkedIn ABM campaigns with AI-powered predictive intent and comprehensive account data through native 6sense integration. Drift, a Salesloft company — Campaigns infused with even more data points to drive personalized conversations, route qualified leads to the right sales reps, and capture and fast-track opportunities. At the end of the day, our aim is to see our ecosystem thrive with partners dedicated to 6sense, helping our customers get more value out of their entire technology portfolio. Stay tuned for our next dimension — Tailored Services. https://okt.to/bZkw37

RevOps Stats for 2024, YES PLEASE! 🚀 Great article from the people at Sonar with lots of juicy stats, here's a few highlights to why you should implement RevOps into your organisation: - Companies that aligned people, processes, and technology across their sales and marketing teams achieved 36% more revenue growth and up to 28% more profitability. (Forrester) - Companies that invest in RevOps report 10-20% increases in sales productivity. (Boston Consulting Group) - Organizations with tightly aligned sales and marketing functions enjoy 36% higher customer retention rates. (Hubspot) - Sales and marketing alignment can help your company become 67% better at closing deals. (Hubspot) If you'd like to read the article, I've dropped it in the comments below Enjoy

RevOps – It's a hot topic and it received a huge amount of attention at INBOUND 2023. 🌟 But what exactly is it, and why should you care? 🧩 The Puzzle of RevOps: Understanding RevOps is the most difficult and vital challenge that sales and marketing organizations will face in the next two years. ❓Included in RevOps: Questions like lead-to-deal handoffs, defining a customer, and preventing churn all fall under its umbrella. 💡 Many Perspectives, One Goal: There are countless opinions on how to run RevOps effectively. But, in the end, RevOps is about everything feeding into one streamlined system. The magic of RevOps is breaking down silos between marketing, sales and customer service to drive predictable revenue. 📊 The Framework for Success: Every company should prioritize data integrity and have a clear framework. You need to know what's working and what's not, what data needs to be cleaned, how to measure success and support your sales team, and how to enable them with the right workflows and automation. 💰 Don't let your business get left behind because RevOps intimidates you. We've been mastering RevOps for over a decade. And INBOUND confirmed what we've been preaching for the last 5-10 years, which you can hear more about here: https://hubs.la/Q023rg_t0 #INBOUNDInsights #BusinessSuccess #INBOUND2023 #HubSpotAgencyPartner #RevOps #RevOpsLeaders #HubSpotTipsAndTricks #RevOpsStrategy

Happy Monday y'all! Here's a quick post on Impact's blog where I cover some trends that align with the future of sales, marketing, and revops. As always, thanks for the read and support!

The product led growth crowd is missing out on a major opportunity. If your product data isn’t accessible to sales and marketing, your product data isn’t really leading your growth. It’s just sitting there; useless. Here’s the solution: Integrate your database with your CRM. With the right integration, your team will be able to: 1. Re-market to freemium users 2. Upsell existing users 3. Build lead scores to focus on ideal customers 4. Identify users that are at risk of churn The possibilities are frankly endless. This means your team will grow using your product. This is a game-changing move for a software startup and can help organizations have all departments in sync with one move. P.S. If your development team won’t give you the resources, you can do this with a Zapier or Hightouch integration and a Mirror database. I’ve done it more than 10 times. No excuses.

WTF is RevOps? Here's one way to think about it. A $10M company spends $4-8M on the GTM team - Revenue Teams cost an average of 40% of revenue - And often MUCH more in early-stage VC backed cos RevOps is: - There to maximize ROI on that $4-8M - Strategy is built on data driven Insights - People are doing the right things, efficiently - Process is constantly redefined and optimized - Technology works to support people and process The revenue team is often Go Go Go! - Sales is told to make more calls! - Marketing is told to generate more content! - CS is told to get back to that customer faster! RevOps is there to: - Help them work more efficiently - Identify and eliminate waste in GTM - See what's working and double down - See what's not working and fix or kill it This is 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗘𝗳𝗳𝗶𝗰𝗶𝗲𝗻𝗰𝘆 RevOps is not: - Systems admin - The IT Help Desk - The report generator When RevOps is treated as such: - Systems aren't used well - So data is limited/untrusted - Reports offer limited insights - Strategy is built on a gut feel - People work on wrong things - Process is not mapped out at all - Technology is not built on process - People are inefficient in/out of tech In other words, $4-8M of fuel is poured into a broken engine. Why? - Because we lack prioritization - RevOps doesn't know where to start - And/or is flooded with inbound requests - There's no time to do make a real impact - There's no plan to improve Revenue Efficiency This is 𝗚𝗿𝗼𝘄𝘁𝗵 𝗮𝘁 𝗔𝗹𝗹 𝗖𝗼𝘀𝘁𝘀 In this downturn smart companies will start focusing the right resources on making sure the millions they are spending on the revenue team are better invested. Why do you think this is still so common? 🤔 More on this in tomorrow's 📰 𝗥𝗲𝘃𝗢𝗽𝘀 𝗪𝗲𝗲𝗸𝗹𝘆 📰 We're going to share our updated 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗘𝗳𝗳𝗶𝗰𝗶𝗲𝗻𝗰𝘆 𝗣𝘆𝗿𝗮𝗺𝗶𝗱 outlining a framework to prioritize the work in RevOps to have greater impact and drive more efficiency in the Revenue Engine. Sign up here to get it in your inbox tomorrow: https://bit.ly/3xgqF55 ✌️

Don't tell anyone.................but we cheat the process................. I thought I would share a little secret about my team at West Peak. We use a platform called Apollo.io which is the strongest database of mobile phone numbers and emails that any of us have ever used. We search on LinkedIn for a decision maker, use the Chrome extension, and it gives us the correct contact details immediately! It also links with HubSpot so the input of the data is completed for me! We get hold of SO many decision-makers using this data, it has streamlined the sales process to no end. Why not give it a whirl......... Use this link in the comments to give it a try!