An e-learning company was seeking to revamp their revenue operations org and focus on pipeline performance metrics, customer retention, and increased deal velocity.
• RevEng assessed their current pipeline stages to determine if updates to the sales process were needed. Win Rate and Time In Stage analytics were calculated to understand deal drop-off and deal velocity.
• Analysis was done on deal qualification and the impact on customer retention at 12, 24, and 36 months.
• Interviews with senior stakeholders and data scientists uncovered the need for better systems integration.
• Dashboard and account planning review focused on the day-to-day operating model.
The sales process was updated to better reflect how customers buy.
for end-to-end reporting and churn signals were created for reps to preemptively address potential clients who may not renew.