Enroot offers a model that is designed to provide customized services for your situation across the entire Revenue Operations spectrum. You may pick and choose components of Revenue Operations Effectiveness, or engage with us for all areas. We offer gap analysis, roadmap development, and implementation services.
Strategy
Strategy and Planning (Go-to-Market (GTM) Strategy, Revenue Planning)
Your GTM strategy is the blueprint for your team. It identifies the Who, What, When, Where, Why and How of what you market and sell, and the basis for your overall strategy. We evaluate your priorities and best define your GTM strategy and resulting revenue planning to reach existing customers and prospects.
Sales Methodology
Your sales methodology is the foundation of Revenue Operations effectiveness. Consistency, repeatability, measurability, and relevancy allow organizations to win. We evaluate the sales methodology that you utilize, and best select the method that fits your complex sales process.
Operations and Enablement
Technology Platforms
Technology supports all activities that the team performs, and should enhance all activities with customers, prospects, and team members, collecting data and providing visibility along the entire customer journey. Teams should not be “working” for the technology! We evaluate the tools that you have in place, ensure that the tools support your GTM plan, and recommend changes and enhancements to technology to capture and process data, provide a seamless customer experience, and manage and track the revenue process.
Analytics, Measurement and Forecasting
Measuring your entire customer journey for data driven decision making is key to growth, as is forecasting. We review your existing OKRs, KPIs and Metrics, and recommend, as needed, any changes to what you should track to gain better insight into overall performance. We will work with you to build out a forecasting process and strategy.
Process and Workflow
Streamlined processes and workflows that are repeatable throughout the customer journey is key. We evaluate your customer journey and ideal customer profiles, identify all bottlenecks in the journey, and recommend changes and enhancements, often using automation, to optimize your processes.
Marketing Mix - Marketing Calendars, Content
Marketing is key to Revenue Operations. Building out the right marketing mix for brand awareness, demand gen and customer engagement is key. The marketing calendar and resulting marketing content must be living documents that are used for all marketing activities and support sales throughout the customer journey. The calendar helps to visualize your GTM strategy, and plans out how to use time and resources, and provides direction for your team. We review your marketing calendar and content and compare against the customer journey and customer profiles to recommend enhancements.
Execution
Structure/Role/Talent
When the internal structure is aligned to the customer, you have an efficient and effective team. We work with you to eliminate silos and get cross-functional teams aligned and establish job roles that support the GTM plan, and the right people in each role. Using a data-driven approach, we identify gaps in your team/roles, recommend structure and job descriptions.
Training and Coaching
Maximizing sales performance drives the GTM plan. We evaluate the training needed, and provide a recommendation on assessments, personalized training, and coaching.
Compensation
The right compensation (base salary, quotas, and incentives) motivates teams and attract the talent you want. We evaluate your current compensation plans and recommend cost-effective plans that are linked to your GTM plan.
Engage, Empower, Execute
We focus on your strategy and deliver tangible results through practical, hands-on partnerships so that your organization has the agility, process, tools and skills needed to flourish - Engage, Empower, Execute!
Strategic Thinking
Formulating roadmaps and proposals based on delivering your goals.
Insights and Analysis
Day-to-day insights and long-term strategic analysis based on data.
Technology
Harnessing data and technology, make data and systems accessible, usable and actionable.
Enablement
Removing the obstacles that stop your teams from interacting with customers and generating revenue.
Change Management
Work with internal stakeholders to implement change.
Customer-Focus
Fostering an improved customer experience across all processes.
“There are no secrets to success. It is the result of preparation, hard work, and learning from failure.”