We left transactional sales behind in the 90s. With recurring business models like ‘as-a-service’, we need to rethink the “sales process” from the traditional vertical funnel to a bow tie funnel that recognizes the role of the post-sale customer execution in revenue realization. We need a full-funnel approach. Predictable, sustainable, and accelerated revenue performance relies increasingly on the customer realizing benefits and impacts from a product or service.
Enterprise funnel math exercises help align marketing and sales teams by zeroing in on critical funnel metrics like Sales and Marketing Qualified Inquiries (e.g. MQI) and Marketing and Sales Qualified Leads (MQL and SQL).
An enterprise funnel math model can help you identify the mix of tactics for for different funnel characteristics. For example, a sales-driven funnel might be designed with sales-led prospection activities and ABM tactics. A high volume lead gen funnel might be driven by Inbound Marketing or Paid SEM. Each funnel will have its own “DNA” and can be modeled top to bottom across deal stages to inform go-to-market strategies and budgeting.
Defining Your Funnels
A simple spreadsheet can help you produce a flexible working model that can be tailored to each company. To make it work, it is important to identify the right funnels or segments. The more granular your funnels are, the more accurate the funnel model will be – but too many funnels will add complexity. So, we typically identify 4-8 segments that represent distinct marketing and sales motions. Select segment that have a distinctive “funnel DNA” – not necessarily a P&L, or a geography segment. Often a funnel is centered around a product or service offering. Funnels can always be rolled up into geos, or P&Ls.
We develop Funnel Math Models with several tabs:
Buyers want an efficient, effective, quality buying experience. They don’t consider whether their experience is “marketing-generated” or “sales-generated”. They choose if they want to engage with your web content, 3rd party digital outposts or marketplaces or with your sales people. They most likely will interact with all of these in different sequences and in unstructured and unpredictable ways.
Buyer engagement efforts take place all along the buyer journey and to deliver the experiences buyers expect and maximize your revenue impact, you need an integrated marketing and sales process.
Written with contributions from Ed Funaro
As growth focused companies realize the critical synergies required across the marketing, sales and customer success functions, they are increasingly recruiting a Chief Revenue Officer (CRO) to lead the way. Yet many CROs fail without a properly defined role and an adequate onboarding process. It is vital to ensure CRO success.
A Chief Revenue Officer (CRO) is responsible for a company’s revenue streams. He/she has the ultimate accountability for driving revenue growth. The role is clearly cross functional. The CRO oversees and aligns revenue-generating departments: Marketing, Sales and Customer Success. It is a challenging role. The average tenure of a Chief Revenue officer working at the same company is incredibly brief – only about 18 months, according to an annual survey from CSO Insights.
The first 90 days are critical – Whether a company makes money rests with the CRO. Expectations are that the CRO will have about one quarter or 90 days to prove they can meet management’s expectations. As Michael Watkins points out in his top selling book The First 90 Days.
Accelerated, predictable, and sustainable revenue growth requires a company-wide commitment. When developing a marketing plan, consider these questions. These can help you develop your Revenue Architecture and expand your revenue performance potential.
The 9 dimensions take a broad view of revenue growth dimensions and help you focus your sales and marketing planning.