Welcome to part2 of our RevOps series! This blog is going to expand on how exactly Leadle increased profits by 3x in one quarter with real time examples. You know, all the nitty gritty details.

Before we dive into it, check out part 1 to get an overview of what happened if you haven’t already!

….. *waiting*

And now that you have, let's work on expanding each point and going into detail and spilling some secrets!

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Here are 5 ways RevOps moved the needle at Leadle.

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1. Breaking Down Silos: Streamlining Operations with RevOps

Silos can be a major hindrance to growth and collaboration within an organization. Leadle turned to RevOps to break down barriers and improve cross-function alignment.  The RevOps team at Leadle has achieved this by implementing integrations across teams as  below:

• ‍The Sales team uses Slintel to gather data from multiple sources for a comprehensive view of the market. This enables the team to make informed decisions and improve their chances of closing a deal. The team manages the sales pipeline and tracks the progress of deals from initial contact to close using Pipedrive Deals. By identifying bottlenecks in the sales process with Pipedrive, the sales team can take action to improve their chances of closing a deal.‍
• The Customer Success team takes over once the sale has been made and is responsible for ensuring a smooth delivery phase. They use Pipedrive Projects with custom pipeline stages transitioning from Onboarding to Delivery, and keep track of ongoing campaigns and their respective processes. ‍
• The Marketing team is responsible for attracting new customers and promoting what our company has to offer. Using Pipedrive Campaigns the team defines campaign goals > segments the audience >creates campaigns > launches and monitors them > optimizes campaigns >and tracks results. ‍
• ClickUp- RevOps has solved the hassle of tracking work for the team members and their Managers. This enables in-depth visibility of the Processes and associated tasks & objectives and ensures quality in deliverables across the teams. ‍
• Slack -Communication tool used organization-wide. With Slack integration the team member can:

1. Create a ClickUp task from a Slack message or add a Slack message as a comment to an existing task.
2. Get notified about tasks on Slack channels.

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2. The Power of Automation: Optimizing Resource Allocation

Efficient resource allocation is crucial for business success. However, it can be a daunting task that requires the right technology and expertise. Leadle leveraged its RevOps team’s skills to optimize resource allocation using a simple data maintenance sheet, and integrated it with our CRM using Zapier. This integration enabled us to notify the HR department promptly if there were no employees available to assign to a project so they could do the needful.

The outcome of this automation was remarkable. We were able to achieve a 0% bench rate for our delivery team, meaning we had no idle resources, and a 40% reduction in the time required to fill positions. By automating routine and repetitive tasks, our team was freed up to focus on higher-value activities that improved our overall performance.

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3. Data-Driven Decision Making: Improving Outcomes with RevOps

Efficient resource allocation is crucial for business success. However, it can be a daunting task that requires the right technology and expertise. Leadle leveraged its RevOps team’s skills to optimize resource allocation using a simple data maintenance sheet, and integrated it with our CRM using Zapier. This integration enabled us to notify the HR department promptly if there were no employees available to assign to a project so they could do the needful.

The outcome of this automation was remarkable. We were able to achieve a 0% bench rate for our delivery team, meaning we had no idle resources, and a 40% reduction in the time required to fill positions. By automating routine and repetitive tasks, our team was freed up to focus on higher-value activities that improved our overall performance.

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Some of these metrics that we have used include:

• ‍Monthly Recurring Revenue(MRR) - a metric that provides an estimate of the expected recurring revenue based on recurring subscriptions.‍
• Customer Lifetime Value (CLTV)- an indicator of the total value a customer brings to a business over the duration of their relationship.‍
• Sales Cycle Length- the average time it takes for a deal to close, calculated by dividing the total number of closed deals by the total number of days.‍
• Win Rate- a measure of the success of a sales team, reflecting the number of deals won over a specified period.‍
• Retention Rate- the percentage of Customers retained over that period of time, Calculated by dividing the number of Retained Customers by the total number of Customers during that period of time. ‍
• Customer Acquisition Cost(CAC) - measures the cost incurred by a business to acquire a new customer. It is the total cost of sales and marketing efforts divided by the number of new customers acquired during a specific period.

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4. The Gift of Transparency : A Single Source of Truth

Transparency is key to building trust and making informed decisions. That's why at Leadle, we provided a single source of truth for all our revenue-related data. This level of transparency has led to improved accountability, better decision-making, and a 20% YoY increase in retention. With RevOps, the truth shall set you free.

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A good example is client mapping.

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Imagine you're a company that wants to improve your customer experience. You know that satisfied customers are more likely to be loyal and recommend you toothers, so you want to track and improve customer satisfaction. But how can you do that effectively and efficiently?

Our approach is to use customer mapping, a technique that involves analyzing customer satisfaction and relationship scores to categorize clients into four quadrants: Painful & Slow, Growth, Retain and Maintain, Cancel.

To determine these scores, we used parameters like Value, Expectations, Feedback, Relationship, Commitment, and Communication.

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Customer mapping through satisfaction and relationship scores can be a game-changer for businesses operating in the B2B space. It enables businesses to track and backtrack the client category from the four options and push them towards the growth quadrant. Client mapping is crucial because of the following reasons:

·  It Alerts the Delivery and Customer Success Teams

·  It helps in Improving efficiency across campaigns

·  It significantly reduces customer churn rate

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5. Empowering Sales: Enabling Growth with RevOps

RevOps is a strategic approach that can empower sales and marketing teams to drive growth by optimizing operations and providing them with the right resources and support. One of the ways that Leadle has seen success with RevOps is through Wingman, a tool that curates battle cards and game tapes for inside sales and customer success teams. Wingman allows new employees to ramp up faster and provides peer learning opportunities for the team to learn from the best sales calls and avoid repeating mistakes.

In addition, Leadle has created a comprehensive set of learning modules specifically tailored to Sales Development Representatives. These modules ensure that new sales reps have all the necessary resources and knowledge to excel in their roles. By investing in the development of new sales reps and providing them with the right tools, Leadle's RevOps team has enabled a whopping 30% increase in employee growth rate, allowing sales and marketing teams to focus on what they do best - driving growth.

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RevOps can be a game-changer for any business ,and Leadle's success story is a testament to that. With RevOps, businesses can work smarter, not harder, and achieve success by aligning teams and creating a culture of transparency and collaboration.

Are you curious about what else Leadle has done to optimize their RevOps strategy? Or are you looking to enhance your own RevOps capabilities? We're excited to announce that we've added a new section to our portfolio: RevOps as a service. With this offering, we provide end-to-end support to help you set up or scale your RevOps team. Whether you need assistance with strategy development, process optimization, or technology implementation, our team of experts is here to help you achieve your goals.

Write to us here to kickstart your RevOps journey 🙂