As a CMO or Director of Marketing, you’ve probably encountered some of the groundbreaking new products that your company’s sales teams have begun using to track and close deals. Meanwhile you’re still using that same old spreadsheet to forecast how much pipeline you need to fuel the sales engine. Fortunately for you, the RevTech Revolution has arrived.
The explosion of AI and automated forecasting tools have empowered CRO’s to generate significant amounts of new data and insights into the sales process. However, with the increasing number of technologies available to aid the transformation of revenue forecasts and models, the unfortunate byproduct of this newly generated data is a mess of cells and spreadsheets.
This is precisely where the RevTech revolution comes into play. These newly developed technologies have driven marketing and revenue operations to the next level, enhancing both the customer journey and your team cohesiveness.
What is the RevTech Revolution?
As Stephen Diorio at Forbes puts it, “At its simplest, Revenue Operations is a system for growth.” However, with so many great systems available, the gaps between the strategic and operational uses of RevOps software has never been greater. The RevOp revolution promised to change this, offering to strengthen the foundation of your revenue team and its systems, bringing your tech stack into complete alignment.
And with 83% of CEOs expecting their CMO to drive revenue, the timing could not be better, as Latnae Conant, CMO of 6sense shared in our Spotlight on Revenue Leadership.
The RevTech revolution started with the sudden shift in how B2B customers make a purchasing decision. RevOp teams realized there was a disconnect between the market cultivation at the top of the sales funnel and the tech being used by sales teams to track deals, execute contracts, and push renewals.
As Conant explains the RevTech Revolution, “It means rethinking our foundation to be a lot more integrated, that gets rid of these silos our teams put themselves in. Let’s not go and build this amazing marketing stack and then go and build this amazing sales tech stack, and never the two will meet. That’s part of the problem.”
This revolution places the customer journey at the center of everything your team does. Creating a “north star” for your team as they reimagine how to integrate sales and marketing systems into a unified framework that supports a frictionless buying experience for your customers
Revtech is essentially about stitching these advanced tech systems together and orchestrating these experiences.
Orchestration of RevTech
You won’t see incremental results when you tap into the RevTech revenue. Instead, you’ll get results in the form of a predictable pipeline and optimization that’ll boost your sales velocity formula.
Technologies like Alyce’s smart gifting program have helped companies like 6sense create an innovative process for cultivating your sales funnel, improving clarity and increasing your understanding of where and how to direct your marketing efforts. Tools like Alyce a “force multiplier,” empowering one or two individuals to accomplish tasks that would have previously required a large team. As Cameron Mueller, an ABM Manager at 6sense states, “The power of Alyce is in the customer experience we can deliver. There is instant gratification without delay and without losing the recipient’s trust.”
Want to learn more about how to create a frictionless RevOps process for your organization? Save your seat at the table by registering now for our upcoming Spotlight on Revenue Leadership on March 16th.