OperateWise’s Post

Being on the front lines of selling a SaaS product whilst also defining the roadmap enables us to build what customers truly need. In a number of organisations, product and sales functions are siloed into two completely separate departments. This creates a vacuum where product are building features based on assumptions, executive priorities and surface-level user research. The best way to get honest feedback is to ask someone to pay. Only then are the true objections surfaced. Good news reporting is dangerous and product teams often need the bleak, candid reality to improve. We've found that building a clear bridge between both product and sales has led to features that are "painkillers" rather than "vitamins". With a benchmark of at least 5 customer conversations per day, the feedback loop naturally creates clarity on the direction of the business. With Curvo, we're fortunate to be sales leaders, selling a sales product to other sales leaders. Therefore, a self-perpetuating feedback loop is created. Startups often have an advantage against increments, with faster feedback loops and the ability to quickly change course based on new insight. Being fully immersed in customer conversations is a superpower that accelerates product-market fit. The key is not just listening to customers but truly understanding their pain points, challenges and objectives.

Who is the best Revenue Operations (RevOps) leader you know? This role often goes unrecognized, but it acts as the mastermind behind a well-oiled sales org. Here's why RevOps is vital to modern sales organizations: 1️⃣ Strategic Alignment: RevOps ensures sales, marketing, and customer success are rowing in the same direction. With unified processes and shared data, silos are eliminated, and everyone focuses on the same goal: revenue growth. 2️⃣ Data-Driven Decision Making: Informed decisions come from clean, actionable data. RevOps leaders are the architects of dashboards and insights that empower sales teams to focus on what works—and pivot when necessary. 3️⃣ Optimized Processes: They streamline workflows, reduce inefficiencies, and ensure every rep has the tools and training to succeed. Less friction means more selling time and higher productivity. 4️⃣ Scalability: As companies grow, RevOps leaders create the frameworks to scale without chaos. They future-proof systems and processes, making expansion smoother and faster. 5️⃣ Revenue Predictability: By fine-tuning metrics like pipeline velocity and forecasting accuracy, RevOps leaders transform uncertainty into clarity. Companies that prioritize RevOps consistently outperform those that don’t. Sales teams sell more. Leaders make smarter decisions. Customers see better outcomes. #revops #sales

Sales Ops vs. Marketing Ops vs. CS Ops vs. RevOps…what's the difference? Understanding the distinct roles of your operations teams is key to unlocking efficiency and growth. Let’s break it down: 𝗦𝗮𝗹𝗲𝘀 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀 - all about the sales process itself - focused on managing tools like CRMs and forecasting - removing obstacles that might slow the sales team down - helps sales teams close deals faster and with greater ease 𝗠𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀 - powers marketing efforts - manages the tools, data, and processes behind campaigns - ensures smooth execution - tracks marketing performance - optimizes strategies to convert leads and improve engagement 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀 - all about keeping customers happy and engaged - focuses on retention - ensures smooth handoffs between teams by working closely with sales and marketing - ensures customers feel valued from start to finish 𝗥𝗲𝘃𝗲𝗻𝘂𝗲 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀 - unites sales, marketing, and customer success under one cohesive strategy - its goal is to drive revenue by aligning data, processes, and tools across all teams - ensures your entire revenue-generating engine operates in sync So, how do these all fit together? Each ops plays a distinct role in driving growth, but they’re all interconnected. RevOps ties them all together with a unified strategy. The better these teams work together, the more seamless the customer journey becomes, ultimately driving consistent business growth. #RevOps #SalesOps #CSOps #MarketingOps #RevenueOperations #LZCMarketing

4 words that can change everything: "Automate your lead flow." ********************* Think of the numbers: Hourly Rate: The average hourly wage for sales representatives engaged in manual prospecting is approximately $97.66 per hour. Time Allocation: Sales reps typically spend about 21% of their day on lead generation and 40% on non-selling tasks like administrative work. Assuming a standard 40-hour work week: Weekly Hours on Outreach: 40×0.21≈8.4 hours. Annual Hours on Outreach: 8.4 hours week × 52 weeks ≈ 436.8 hours. Annual Labor Cost: 436.8 hours × 97.66 dollars hour ≈ 42,706 dollars ********************* Sales teams spend an excessive amount of time on manual outreach, impacting their ability to close deals effectively. So don’t let your team burn out by bombarding them with repetitive tasks. Simple, strategic automation ignites productivity and engagement. It boosts your sales system and enhances operational efficiency. An automated outreach system increases lead response time and strengthens client relationships. It also inspires more strategic thinking while reducing time wastage and human error. Never burden a hard-working team with tasks that technology can handle. Ensure they focus on what really matters, like closing deals and fostering relationships. An empowered team will always deliver beyond expectations. Agree? Disagree? 🚀 Want to streamline your sales operations with AI? Contact me and I'll show you how during a free strategy session.

🚨 Is the SaaS Era Coming to an End? 🚨 The SaaS business model has been the holy grail for over a decade – but recent trends suggest that the SaaS model is facing significant challenges: ⚠️ LTV isn’t infinite – retention is harder than expected. ⚠️ Commoditization – Software has become more replaceable, with AI and development tools making competition fiercer than ever. So, what does this mean for hiring managers and SaaS sales leaders? 🔍 Shift in Focus: It’s not just about selling software anymore; it’s about using it as a strategic weapon to transform entire industries. Think of software as the tool that empowers your teams to boost efficiency, improve operations, and add real value. 💡 Hiring Tip: When building your SaaS sales teams, look for candidates who can think beyond traditional software sales. The next big thing? People who understand how software can drive tangible improvements in real-world businesses. 👊 The future isn’t just SaaS – it’s about positioning software as the ultimate advantage. 💬 What are your thoughts? Is your team ready for this shift? Drop a comment! #SaaS #TechInnovation #FutureOfWork #SalesLeadership #Recruitment #BusinessTransformation #AI #SalesStrategy #HiringTips #TechTrends #SalesTeams #Leadership

Scaling up can be a solution for a sales team that has not been achieving growth, but it's important to approach this strategically. Here are some key considerations to determine if scaling up is the right move and how to do it effectively: 1. Diagnose the Root Cause Before scaling up, identify why the sales team is struggling. Common issues include: Lack of training or skills. Poorly defined sales processes. Misalignment with target markets. Inadequate tools or technology. Insufficient leads or marketing support. If these foundational issues aren't addressed, scaling up will likely amplify the problems rather than solve them. 2. Evaluate Current Capacity If the sales team is under-resourced or unable to cover key territories, scaling up by hiring additional sales representatives might help. However, first ensure the existing team is performing optimally with the resources they already have. 3. Leverage Technology and Automation Scaling doesn’t always mean hiring more people. It can also involve: Implementing CRM tools for better lead and customer management. Using sales automation tools for repetitive tasks (e.g., email follow-ups). Integrating analytics tools to track performance and refine strategies. 4. Optimize Sales Processes A broken sales process can limit growth regardless of team size. Focus on: Clear goals and KPIs for the team. Streamlined pipelines to reduce bottlenecks. Effective onboarding and training programs for new hires. 5. Focus on High-Impact Activities Scaling should emphasize quality over quantity. For example: Prioritize leads that are more likely to convert. Target markets with higher revenue potential. Upsell and cross-sell to existing customers. 6. Measure and Adapt As you scale, continuously measure performance. Use metrics like: Sales growth rate. Conversion rates. Customer acquisition cost (CAC). Revenue per salesperson. Scaling up can help drive growth, but only if executed with a clear understanding of the challenges and a focus on strategic improvements. If foundational issues exist, address those first before scaling the team.

"𝗪𝗲'𝗹𝗹 𝗷𝘂𝘀𝘁 𝗳𝗼𝗰𝘂𝘀 𝗼𝗻 𝗼𝘂𝗿 𝘁𝗼𝗽 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀." This is the lie SaaS companies tell themselves to feel better about ignoring 95% of their customer base.... But here's the truth: Your next big expansion opportunity isn't hiding in your top accounts. It's scattered across hundreds of customers you barely talk to. The traditional playbook says focus your CS team on the big logos. That made sense when:- CS was purely defensive- Expansion was a "nice to have"- Product usage data was hard to get- Automation meant spam... None of that is true anymore (we're building the solution 🙌 ). The companies that win in the efficiency era will deliver white-glove service to every customer, regardless of size. Not through more hiring. 𝗧𝗵𝗿𝗼𝘂𝗴𝗵 𝗶𝗻𝘁𝗲𝗹𝗹𝗶𝗴𝗲𝗻𝘁 𝗮𝘂𝘁𝗼𝗺𝗮𝘁𝗶𝗼𝗻.

We've witnessed the evolution beyond traditional sales tactics like cold calls and generic emails. It's time to embrace a more strategic approach to revenue generation. Check out this roadmap for transforming your sales strategy: - Define your Ideal Customer Profile (ICP) - Set up indicators to filter accounts to target companies - Gather key insights about each company for viability assessment - Prioritize lists based on insights - Sub-divide lists into specific teams based on market segment, product offering, etc - Enrich accounts with relevant personas and insights - Tailor sequences for different segments and seniority levels Investing in this structured approach may seem daunting, but it's a game-changer compared to wasted hours on manual, ineffective work from the team. Efficient scaling requires a solid infrastructure. Remember, the work must be done. The choice is yours: delay or take action now. Once implemented, don't stop there. Regular iterations are key for success. Analyze alignment to your ICP, conversion rates, messaging effectiveness, and prospecting accuracy every quarter. Consider strengthening your Ops team to support this transformation. Questions on setting this up effectively? Feel free to reach out.

Integrating your marketing, sales, and customer success teams is key to driving revenue growth. RevOps (Revenue Operations) breaks down silos and aligns customer-facing functions, leading to impressive results— 1. like a 30% increase in lead conversions and 2. a 20% boost in operational efficiency. This means better communication, smoother processes, and faster decision-making—all of which directly enhance the customer experience. Imagine the possibilities: seamless collaboration between teams, timely follow-ups with prospects, and more satisfied customers. But achieving this level of integration doesn’t happen by accident—it requires expertise. Hiring a RevOps expert can be the key to solving your business challenges and unlocking new growth opportunities. An expert can identify the gaps in your current processes, streamline operations, and create a data-driven strategy that optimizes every step of your revenue journey. Ready to transform your business in 2025? At Operatewise, our expert RevOps leaders are ready to guide you toward sustainable growth—at a fraction of the cost of building an in-house team. Let’s connect and explore how RevOps can revolutionize your business strategy. Your growth journey starts here!

As B2B SaaS companies grow and scale, disorder and randomness grow. It festers below the surface because teams are focused on doing the right things and doing them right. We start feeling it though and start to see symptoms. The definition of “doing the right thing” changes. Focus on customers diminishes at the expense of fighting the good fights against loss of culture and information and gains in dysfunction. We notice it more during abrupt changes, such as torrid business growth and hiring, or when the company makes acquisitions. I think the root cause is misalignment. Without alignment, entropy eats everything: ⚡ Identifying and keeping focus on the right ICP. ⚡ Believing in a common mission and values. ⚡ Adhering to the long-term company and product vision. ⚡ Motivating and inspiring people instead of frustrating or manipulating them. ⚡ Gathering increasingly random product feedback and translating it into coherent solutions that create real customer value. ⚡ Identifying and driving the leading indicators that drive the company’s business model. ⚡ Consistent decisions, priorities, and plans across functional teams that generate high-impact results for the company. ⚡ Rapidly iterating, learning, and adapting. Without being aware of alignment issues, energy will immutably flow from success to disorder. So, prevent randomness from eating success by putting some energy into organizational alignment! 🎉