OUR METHODOLOGY
Revenue, Accelerated.
Built from 3000+ client engagements, we've developed the Revenue Acceleration Framework, an actionable model based on today's highest performing organizations.
We use the framework to benchmark organizations against their highest performing peers and develop actionable recommendations that enable true revenue predictability across strategy, planning, tactics, technology, and talent.
REVENUE ACCELERATION FRAMEWORK
Take a deeper dive through our framework
Create alignment within the organization to drive focus and effort towards the critical strategies and tactics for revenue acceleration.
Fully understand the industries that you serve, their relative attractiveness and in which you will compete.
Have deep knowledge of, and about, all the accounts in your market, their fit for your offerings and their value to the organization.
Know the buyers and buying committee structure within your accounts and how they go about making purchase decision.
Create and activate a brand that aligns with your strategic objectives, communicates your unique value and resonates with your target market.
Have a pulse on the competitive landscape where you compete and understand how that evolving landscape impacts and shapes your strategy.
Clearly define and communicate how you will go-to-market to effectively cover the target market and achieve your objectives.
Develop messaging and positioning statements that entice target account and buyer engagement with your brand in solving a buyer-centric problem.
Organize the sales and marketing team in a structure that supports your go-to-market strategy and aligns with objectives.
Ensure your budgeting process allows for deployment of resources that aligns with your strategy and achieves objectives.
Build a content/asset planning process that enables objective-based development that aligns with your strategy.
Develop a uniform process for campaign development that allows for cross-functional collaboration in the creation of objective-led campaigns.
Translate the buyers lifecycle into a process by which you manage and influence buyer movement and maintain visibility across the lifecycle.
Align the sales process to the buyer process to enable increased sales velocity and maximize deal size.
Empower and enable the sales team to drive revenue acceleration by developing a process that aligns with and reinforces the strategy.
Drive volume and increase velocity of leads into the sales pipeline via a mix of tactics that best aligns with the buyers in your market.
Fully understand the industries that you serve, their relative attractiveness and in which you will compete.
Enable a dispersed sales function with the localization of marketing strategies and tactics to align with unique market needs.
Drive an increased customer lifetime value by activating and enabling your customers throughout their lifecycle.
Attract new partners and enable partner success in a partner program that aligns with your strategy and objectives.
Create customer and prospect awareness and steward your brand both internally and externally.
Create sales and marketing alignment through communication and enablement of the sales team that ensures a consistent customer message.
Provide actionable insight across the business to enable development of informed strategies and planning and tactical visibility.
Align business process and data workflow strategies to the objectives of the organization.
Identify areas of needed data compliance and desired level of compliance to each to allow compliance strategy development.
Develop system/stack strategies that align with go to market strategies and desired outcomes to be achieved.
Design a cross-platform architecture and data integration plan connecting the vital data points across revenue operations tech stack.
Document and develop requirements for the collection, cleansing, and storage of data across systems and functions.
Clearly map out and document data management and workflow processes to enable business process and data visibility.
Align system/stack requirements to system/stack strategy including current and desired state and roadmap for migration.
Inform strategy and planning and create visibility into tactic performance with data analytics and dashboards build around objectives.
Put your technology investments to work by implementing to achieve strategic objectives and creating flawless integration.
Ensure your systems are operating in a way that enables optimal execution and visibility into objective outcomes.
Enable effective system and data orchestration with technical development that aligns with data and system strategies.
Power your marketing and sales enablement efforts with digital assets that align with your strategic objectives.
Define what objectives are for your go to market organization to align structure and role definitions to desired outcomes.
Align business process and data workflow strategies to the objectives of the organization.
Determine what risk might present themselves during an organizational change or alignment.
Assess what your organizational need are in implementing your strategies and identify existing gaps to needs.
Strategize how, when, what and to whom you will communicate with through an organizational change or update.
Define what roles are needed and how their responsibilities align with those of the organization.
Assess current talent strengths and gaps in regards to how they support the overarching strategy of the organization.
Create a playbook for the communication channels and tactics to be deployed to communicate effectively across the organization.
Determine how risk will proactively be managed to ensure uninterrupted productivity and organizational effectiveness.
Activate your talent whether in time of transition or steady state.
Tailor your requiting and selection process to most effectively attract and select talent that best aligns with your strategies and objectives.
Continuously train and develop talent to enable growth and skillsets that align with your organizational objectives.
Develop a treasure chest of tools and resources to enable talent aligned to the execution of revenue-generation activities.
Assess how well employees are doing against their goals to help drive revenue and growth within your organization, and/or what they contribute to driving out costs.
