Supporting Scaling Efforts: Why Business Growth Should Start From Within

Is there a way to grow and scale your business from being worth one million to a hundred million in just a few years? While it may be the case that there is no shortcut to business success, it can often be sped up.

In our Spotlight on Revenue Leadership event last August, four revenue leaders in SaaS joined us for a panel discussion: Jayme Smithers, CRO at ThoughtExchange; Kevin Knieriem, CRO at Clari; Bill Schmitt, CRO at Tempo Automation; and Stuart Barnes, VP of sales at Vimeo. Their session tackled the key areas business should focus on to scale: hiring and onboarding; organizational structure; and systems automation. 

Stepping Up with Hiring & Onboarding

A real challenge businesses have encountered since the pandemic started is the so-called The Great Resignation. In fact, the ratio of unemployed people to job openings peaked at 5.0 in April 2020, as compared to the 0.8 ratio during January-February of the same year. High turnover rates have significantly impacted scaling efforts; as employees reevaluate their career choices, companies have struggled to attract and retain talent.

“Our retention strategy hasn’t changed much; if anything, it’s amplified in this environment,” shares Bill when asked about his take on the great reshuffling. Their strategy at Tempo Automation emphasizes cross-trainings, providing ample opportunities for career growth, and seeking alignment with employees’ individual goals and objectives. 

As for Jayme Smithers, he feels listening is important when determining who you are as an organization and building it as a place where people want to work. It’s about creating opportunities to really hear from people, helping to drive their career, and promote cross-training. Furthermore, the ThoughtExchange CRO says that a diverse, inclusive workforce will allow companies to scale and grow. “We’ve been really intentional about our diversity and our diversity inclusion effort,” notes Jayme. “What are the conversations we’re bringing into the organization? We’re looking at the language and how that’s built up.”

Rethinking Your Organizational Design

In surviving these tumultuous times, companies have needed to pivot quickly and restructure their organization on short notice. The experts shared some valuable advice on how to build a more synergistic organizational structure:

  • Let data drive and don’t just build a structure borne out of theory.
  • Put the customer at the center of everything your teams do.
  • Have a dedicated account management team and a customer success team — aligning these teams on customer outcomes (along with the product management team) can increase your profits by as much as 95%.
  • Boost sales enablement — teams must be able to engage MQLs using accurate data and insights, conversion rates, and amped-up lead scoring for increased funnel efficiency. 

When asked about the tools they use for restructuring their organization, Kevin cited Clari’s Revenue Academy as an example. The sales enablement program uses conversational intelligence to close the experience gap between their sales teams and customers. “That’s how we use training tools to get the reps the things they need to be successful, and they’re all measured.”

Leveraging Automation

Automation is about creating solutions and utilizing suitable technology to gain a full view of everything that’s happening within the business. At Clari, Kevin shares how they leverage automation to gain visibility on the direction they’re headed so that they can adjust their operating plan in real time.

But with the myriad tools and technology available, it’s easy to become overwhelmed by the sheer number of options available. Additionally,  there is often a disconnect between marketing and sales funnels that Bill says should be bridged through meaningful ways. One of these ways is to create a single end-to-end funnel and automate that along the way. “These tools really help us just track our activity much more effectively. When you track activity and give salespeople feedback, they crave for more progress.”

Final Thoughts

Stuart likened scaling a business to “changing the engine while the car is still running.” A company won’t see success until it has gone through growing pains one way or another, and the massive shift caused by the pandemic further amplifies that fact. But despite the never-ending challenges, it’s never too late for companies to regroup as an organization, rethink customer success strategies, and increase willingness to innovate.

Hear more from Jayme, Kevin, Bill, and Stuart by watching their full session recording below:

Photography by Brooke Cagle via Unsplash.

Privacy Notice

This privacy notice discloses the privacy practices for (www.ascentconf.com). This privacy notice applies solely to information collected by this website. It will notify you of the following:

  • What personally identifiable information is collected from you through the website, how it is used and with whom it may be shared.
  • What choices are available to you regarding the use of your data.
  • The security procedures in place to protect the misuse of your information.
  • How you can correct any inaccuracies in the information.

Information Collection, Use, and Sharing

We are the sole owners of the information collected on this site. We only have access to/collect information that you voluntarily give us via email or other direct contact from you. We will not sell or rent this information to anyone.

We will use your information to respond to you, regarding the reason you contacted us. We will not share your information with any third party outside of our organization, other than as necessary to fulfill your request, e.g. to ship an order.

Unless you ask us not to, we may contact you via email in the future to tell you about specials, new products or services, or changes to this privacy policy.

Your Access to and Control Over Information

You may opt out of any future contacts from us at any time. You can do the following at any time by contacting us via the email address or phone number given on our website:

  • See what data we have about you, if any.
  • Change/correct any data we have about you.
  • Have us delete any data we have about you.
  • Express any concern you have about our use of your data.

Security

We take precautions to protect your information. When you submit sensitive information via the website, your information is protected both online and offline.

Wherever we collect sensitive information (such as credit card data), that information is encrypted and transmitted to us in a secure way. You can verify this by looking for a lock icon in the address bar and looking for “https” at the beginning of the address of the Web page.

While we use encryption to protect sensitive information transmitted online, we also protect your information offline. Only employees who need the information to perform a specific job (for example, billing or customer service) are granted access to personally identifiable information. The computers/servers in which we store personally identifiable information are kept in a secure environment.

If you feel that we are not abiding by this privacy policy, you should contact us immediately via telephone at 202-256-9707 or [email protected].