Anita Singh

Why go fractional? In today's “do more with less” environment, RevOps has become an integral part of aligning sales, marketing, and customer success teams to streamline processes and maximize revenue growth. However, many organizations struggle with the cost and complexity of hiring and maintaining a full-fledged RevOps team. This is where the concept of fractional RevOps steps in. Fractional RevOps offers businesses a flexible and cost-effective solution to access high-caliber expertise without the full-time commitment. 1. Cost Efficiency One of the most significant advantages of fractional RevOps is cost efficiency. Hiring a full-time RevOps team, which typically consists of professionals with expertise in sales operations, marketing operations, data analysis, and customer success, can strain a company's profit and loss statements. With fractional RevOps, businesses only pay for the specific services they need, making it a budget-friendly option for companies of all sizes. This allows you to tap into the necessary expertise without the overhead of full-time salaries and benefits. 2. Access to Diverse Skill Sets RevOps is a multifaceted discipline that requires expertise in various fields, such as marketing operations, sales enablement, data analysis, and process optimization. By engaging with a fractional RevOps agency, companies gain access to a team of professionals with specialized skills. This allows businesses to leverage diverse competencies for each aspect of their revenue operations strategy, resulting in a holistic approach that drives results across departments. 3. Scalability and Flexibility Businesses, especially startups and mid-sized companies, experience fluctuations in their needs. A fractional RevOps solution offers flexibility in scaling the level of support as your business grows or as specific projects arise. Whether you need more focus on marketing operations for a product launch or require data analysis expertise to streamline your sales funnel, fractional RevOps can adjust to meet your dynamic requirements. 4. Strategic Guidance Beyond operational support, fractional RevOps experts bring a strategic perspective to your organization. They understand the broader business landscape and can offer insights that align RevOps initiatives with your overall corporate strategy. This strategic guidance helps identify opportunities for revenue growth, streamline processes, and eliminate silos, ultimately enhancing your company's ability to achieve its goals. 5. Accelerated Time to Value Because fractional RevOps professionals are seasoned experts, they can quickly understand your business needs and implement solutions that drive immediate results. This accelerated time to value is critical in today's competitive environment, where delays in revenue generation can significantly impact your business. https://lnkd.in/gvwy9cTM

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Have ABM questions that need an expert answer? Our Propensity ABM expert is on hand to answer all of your questions, any time, day or night! We’re passionate about ABM. That’s why, whether you’ve just signed up for a free 30-day trial, or you’re an established client trying something new, we’re here to help in any way we can 24/7. 👋 Simply log in, start a chat, and ask away! https://lnkd.in/dVuHMvNm #Propensity #ABM #ABMstrategy #helpdesk

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Do you need to purchase an ABM platform before you launch your ABM pilot project? If you are a small team, buying a whole ABM platform can be a big lift. But ForgeX breaks down how you can stay scrappy with a bit of homework and some soul-search on just you want ABM to do for you: https://lnkd.in/e9iu-y-7 #Propensity #ABM #smallteams #marketingstrategy

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Retention - the new winning. If you don't retain your customers what's the point of winning new ones? Many ABM programs use the 3Rs methodology for measuring ROI: Reputation Relationships Revenue Celia Slack argues there is a fourth R - Retention. She gives a good case for it. 👇 What's your take? 3Rs? 4Rs? Or an alternative R?

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Best way for PMMs to "be understood"? Show how messaging and positioning is driving revenue impact - In a defensible way. Just because reps parroted the first-call deck does not mean you should take credit for revenue outcomes. Data-driven executives will tell you that correlation (mentions in call recordings) is not causation (revenue impact). But what if you could prove that when buyers engage in meaty discussions on your messaging, there is clear "lift" in revenue metrics, compared to casual mentions? See chart from Tribyl, Inc. below. What if you could go a step further and generate win stories from these deals, enabling all reps to have meaty discussions beyond the 1st call deck? We call that a win-win-win PMM = Revenue! #productmarketing #cmo #genai #conversationalai #messaging #cro #saas

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🎉 Do you have trouble with your pricing strategies? Watch our insightful on-demand webinar on Mastering Usage-Based Pricing. Dive deep into the world of pricing strategies with industry expert, Wolter Rebergen, our VP of RevOps. Don't miss out on this opportunity to elevate your pricing strategy game! https://hubs.ly/Q02sd1040 #usagebasedpricing #subscriptionmanagement #ondemandwebinar

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ICYMI: Make sure to check out the recording of Joshua Crossman and Ryan Richards Breakout Session this year at the Gainsight #Pulse2024 conference. Discover how Magnify is helping organizations to scale without the need for additional headcount 🚀! #customersuccess #ai #scale #revenueretention

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🔍 Discover the secret weapon behind ZoomInfo's marketing mastery: Next-Generation Intent Data! Our latest blog highlights the impact of intent data on: ✅ Conversion Rates ✅ Customer Retention ✅ Overall Revenue Hear from ZoomInfo’s CMO, Brian Law, and Integrate's VP of Technical Consulting, Justin Eisner, on how intent data can elevate your marketing strategies. Read More Here: https://lnkd.in/gvz5pskt Tell us, in the comments, how you've used intent data in your marketing plays. #B2BMarketing #IntentData #RevenueGrowth #ZoomInfo #Integrate

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Often when people talk about #ABM they really mean “better Sales & Marketing process.” But we’ve *never* seen an ABM campaign transform a Sales function 🙈 Instead, try these ABM-inspired tactics that are cheaper/easier to scale: 1️⃣ Go wide for every MQL: When a new MQL comes through, BDRs research in LinkedIn and manually add 3 lookalike contacts from the same company to the same sequence. 2️⃣ Track job changes: When contacts in your database change jobs, tools like User Gems, Champify, and LiveData Technology can connect the dots. Voila, you have an existing relationship at a new account! 3️⃣ Get funding alerts: Help reps track in-territory accounts that get a huge surge of funding, like from Crunchbase. 4️⃣ Invest in customer marketin: Partner with renewal managers, customer success, ProServe, even Accounts Receivable. What could marketing support/PM/automate? https://lnkd.in/ddxcjphn

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New YouTube Episode on CSM Practice Podcast 🎥 You all are crushing it on this week's poll! To the 27% of you planning to integrate... here's a digital customer success blueprint tailored for managing 3000+ clients, all packed into just under 30 minutes of video. Alex Turkovic, Director of Customer Lifecycle at Flexera (previously known as Snow Software), shares his expertise on navigating the digital age of customer success with tactical automation, and impactful insights to elevate your customer success practices. Highlights: 🌟 Unveil Alex's journey spearheading a comprehensive digital CS program at Flexera, transforming customer interactions. 🛠️ Explore success stories as Alex details automation implementation, bridging high-touch and low-touch segments for a seamless customer journey. 🔍 Gain valuable insights on forecasting accuracy, churn mitigation, and enhanced customer satisfaction through data-driven strategies employed by Alex Turkovic. Check out the link in the comments below for a deeper dive into digital customer success. 💬 Irit Eizips, The Digital Customer Success Podcast, Alex Turkovic, Flexera

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Your entire c-level leadership team should all have a stake in your ABM strategy. This includes (but is not limited to): ✔️ Setting strategic direction ✔️ Helping with resource allocation ✔️ Encouraging collaboration across go-to-market teams ✔️ Singing the praises of ABM internally ✔️ Providing guidance on target accounts ✔️ Monitoring progress and ROI Last but not least, attendance of your leadership team in meetings, calls, and email communication with prospects and customers is of utmost importance. And when a c-level team member does email a top account, make it count by turning their email signature into an opportunity to promote the right message. This can enhance credibility, show the account they’re important to your organization, build stronger relationships, and accelerate the sales process. Over the next couple of weeks, we’ll share #ABMEmailAllStars examples for Executive Teams that can make a big impact. Stay tuned! 👀 #email #emailsignature

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When would you use Spekit’s new AI-powered content recommendations? Old way of finding sales content:  1) Reviewing your call summary in Chorus after chatting with a hot prospect. 2) Realizing it’d be great to have a case study that speaks to the ROI of your product for that industry. 3) Leaving Chorus to dig through your CMS and Google Drive before eventually Slacking your marketing team to find it. The Spekit AI way of finding sales content:  1) Spekit analyzes the intent and context of your call summary and automatically serves you up that exact case study on a silver platter. No leaving, hunting, digging, Slacking required. Makes for a more effective sales rep (and, much happier marketing teams). Big thanks to Mike Derkrikorian for sharing his open and honest feedback with us as we designed this feature for reps like him! Spekit’s AI-powered content recommendations, available now in beta.

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Customer advocacy and customer success should be organizationally integrated. And so should the enabling technologies. Did you know that ReferenceEdge has offered an integration with Gainsight since 2016? Read on... #customermarketing #customeradvocacy #customerledgrowth #customersuccess

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🚀 Transforming Customer Service with IVR Integration! 🚀 In his latest discussion, Parker Short sat down with Sarah Hall to explore the seamless integration of #IVR with help desk services. The duo highlighted the immense potential of #IVR systems in streamlining customer interactions, reducing wait times, and enhancing overall satisfaction. Key Takeaways: 🔹 Automated call routing for efficient query handling. 🔹 Personalized customer experiences through data-driven insights. 🔹 Cost savings and increased operational efficiency. (Full Session Publishing Soon!) In the meantime, ready to elevate your customer service game? We're ready when you are.. More info at www.pyxisgrowth.com 🌐 #CustomerService #IVR #HelpDesk #Innovation

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The #1 thing that highly successful GTM teams have? 👀 Real-time customer observability. This gives you tight customer feedback loops, which in turn drive enablement planning and execution. And who wouldn’t want that? 🤩 Swipe 👉 to get the scoop! #HatchetVentures #BusinessGuide #GTM

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💡HubSpot's Option to Associate Between Company and Contact Owner - to use or not to use, this is the question... 💡 As a HubSpot Platinum Partner, we often get asked this question: "Should we use the HubSpot option to associate between company and contact owner? The answer isn't one-size-fits-all. It truly depends on your company's way of doing business and its structure. Every company operates differently, and so does its sales and marketing teams. Here are some key considerations: 1. Sales Strategy: 👍Use Association: If your sales strategy is account-based, where multiple contacts from the same company interact with a single sales representative, it makes sense to associate contacts with their company. This allows the sales rep to have a holistic view of all interactions with the company, enabling better relationship management. 👎 Don't Use Association: If your sales strategy is contact-based, where each contact is treated individually and not tied to a company-wide strategy, it might be better to manage them separately to avoid unnecessary complications. 2. Team Structure: 👍 Use Association: If your team is structured so that specific sales reps or account managers are responsible for entire companies rather than individual contacts, associating contacts with their company ensures consistency and clarity in ownership. 👎 Don't Use Association: If your team is organized by territories or product lines rather than by accounts, it might be more effective to manage contacts independently, focusing on the specific product or service they are interested in. 3. Customer Relationship Management: 👍 Use Association: For companies that prioritize long-term relationships and have complex sales cycles involving multiple stakeholders, associating contacts with their company helps in tracking all touchpoints and communications, providing a comprehensive view of the customer journey. 👎 Don't Use Association: For businesses with a high volume of quick transactions and less emphasis on long-term relationships, it might be simpler to manage contacts without associating them with companies. Real Life Examples: 👍 Use it if you are a B2B SaaS company with an account-based sales approach where account managers handle all contacts within a target company. 👎 Don't use it if you are a retail company selling consumer products online, where each purchase is typically made by an individual with little follow-up required. Ultimately, the decision to use the association feature in HubSpot should align with your business model and internal processes. By understanding your specific needs, you can make the most out of HubSpot’s powerful tools to drive better results. #HubSpot #SalesStrategy #CRM #CustomerRelationshipManagement Karin Tamir

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Our latest research found that applying intent data to actionable outcomes was one of the biggest challenges. So what’s the big secret? ELEANOR BRYANT 🦜, our Senior Director of Sales, gives us the run down on how to actually use intent data to achieve those pesky marketing goals. #B2Bintentdata #B2Bmarketing #leadgeneration #intentdata https://hubl.li/Q02thwQQ0

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Modern sales orgs are living in the golden age of customer intelligence ☀️ The RevOps Collective's Rosalyn Santa Elena talks how to go from data to deals in this blog post (bonus vid included): https://hubs.li/Q02C972M0

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Check out this blog and video from Common Room with Rosalyn Santa Elena where they dive into some key topics with takeaways like - ❌ Data doesn't drive efficiency on its own 🔑 Current customers are an intelligence goldmine ⏱ Great timing beats fluffy personalization And much more... #revops #data #customerintelligence

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