Revenue Operator as a Service
Extend your team with a Revenue Operator!
What is a Revenue Operator?
A Revenue Operator can be an independent partner taking care of all Customer acquisition, retention and expansion related activities in a chosen territory or a segment or it can be an external partner that works in collaboration with your in-house teams and helps with marketing and sales operations such as Lead generation, Pre-Sales, Upsell and getting more revenue from existing Customers. In the case of software companies a Revenue Operator can also interact with product users and work as a coordinator between marketing, sales and product functions. A professional Revenue Operator is fully integrated to all revenue creation related activities to be able to accelerate revenue growth.
What is the benefit of using a Revenue Operator?
A Revenue Operator combines the best parts of re-sales, agents and agencies with the same transparency to activities and forecasting as with your in-house teams! A Revenue operator reports everything it does to your company systems such as CRM, but as an external party, it gets paid only when separately agreed targets have been reached.
Introduction to our Revenue Operator Service
How we work?
We apply Revenue Operations method in our service, but we have added our element to it when our customer is a software company. We collaborate with our customers Marketing, Sales, Customer success and Product teams and integrate all revenue creation related planning, execution and monitoring in way that everybody has a shared understanding how in collaboration with us revenue growth can be accelerated.
How to use our Revenue Operator Service?
There are different scenarios when to use our service depending if our role is an independent partner or a supporting partner that collaborates with your in-house teams
INDEPENDENT PARTNER ROLE
- There is a territory (a country) in Europe where you see there is a product / market fit, but you do not have a local partner or an in-house team covering that specific territory.
- You have local presence (partner or in-house), but not all potential customer segments are fully covered.
- You have a new product or service and the roll out needs more resources.
SUPPORTING PARTNER ROLE
- Your sales team needs more and/or better leads.
- Your sales team needs more activities such as meetings, opportunities and offers.
- Your sales process conversion rates need improvement.
- You have an external partner that needs support to improve their results
- You are developing a new product or service and you want to validate market potential.
1.Independent Revenue Operator Partner
When our role is an independent Revenue Operator Partner, we are your local representative in a chosen territory or customer segment. We can work partially or completely on revenue share, meaning revenue growth can be achieved with less risk investments and upfront costs. The biggest difference against traditional external partners in using us as your partner is the 100% transparency in everything we do. We plan and execute everything in collaboration and log all revenue creation related activities directly to you company systems such as CRM. This way also result forecasting is fully transparent and more accurate.
2. Revenue Operator Support Service
Aktive Revenue Operations is a pioneer in implementing Revenue Operations as the new and improved way of using an external party to accelerate revenue growth in industries related to the Built environment. Our customers are BIM software providers, Contech, Proptech, Recotech and expert companies such as consultants or AEC companies.
Our approach is to do integrate marketing, sales and product-led revenue creation related activities to be able to accelerate revenue growth.
Why use our Revenue Operator Support Service?
There are three reasons why you should collaborate with us:
- Industy expertise from the Built environment
- Integrated Marketing, Sales and Product-Led activities
- Revenue share based cost model (partial or complete) is possible also in our Support service (details are negotiated case by case)
Revenue Operator Support service content
There are three main components in our service and we agree case by case with our customer which of these components are applied and how.
- Lead Generation (marketing and sales support)
- Pre-Sales (sales support)
- Product-Led activities (supporting marketing, sales, customer success and product development)
1. Lead generation
We can help your marketing and sales team to reach their lead generation targets in European markets. Our biggest added value against generalistic marketing agencies is the ability to create and execute activities that are targeted directly to the right people in Built environment related industries on a company, project and person level in European markets. This includes Top down and Bottom up tactics that are applied to Customer acquisition or to Customer expansion.
We Lead generation can be done based on an industry, segment, project and role of the person.
Our Customer acquisition related lead generation methods include:
- Ad campaigns
- Cold calling (country specific rules and regulations are always applied)
- Data research (company, people and project data)
- Event management (bespoke branded events and co-branded events including using our brand)
- Event marketing and participant acquisition
- Email outreach campaigns (cold email outreach only when it is GDPR compliant)
- Social media outreach campaigns
- Participating in industry fairs and trade shows
- Utilising our industry specific contact network to get referrals to the right decision makers and key influencers
Our Customer expansion related lead generation methods include:
- Account Based Marketing campaigns
- Data research to identify potential new buyers, key influencers or product users
- Contacting and engaging with potential new buyers inside a customer company (top down approach)
- Contacting and engaging with potential new product or service users inside a customer company (bottom up approach)
- Engagement activation campaigns to lost product or service users
- Event marketing and participant acquisition
2. Pre-Sales (inbound and outbound)
Using our Pre-Sales support is the easiest way to improve your sales team productivity. Based on academic research, up to 80% of buying is done without engagement in sales process. This means getting attention, creating interest and getting a potential buyer to take independent steps to do product or service evaluation and consider a purchase, is heavily depended on Pre-Sales and not Sales. This is why Pre-Sales is a crucial role in Revenue Creation, specifically in Customer acquisition. A professional Pre-Sales provider can take care of inbound and outbound lead management.
On average, Pre-Sales takes at least 50% of working time of any Sales person. When we take care of Pre-Sales, your Sales team can use more time in meetings, creating offers and closing deals! Investing in us means your sales team will improve their total annual won deal amount and annual revenue!
Inbound lead management
We can help with inbound lead management using all the most common European languages! When using us as a partner, all inbound leads are captured latest within 24h and lead conversion rates are reported on a weekly basis and conversion development is done in collaboration! Our response time to capture leads is always pre-defined in a Service Level Agreement before starting any collaboration.
Core metrics in inbound lead management
LEAD CAPTURE
Time to capture = How fast the lead is captured after received?
LEAD CONTACTING
Contact success rate = The percentage of how many leads have been reached in a given time frame?
– Additional metrics can include for example contact method comparison such as what are the best ways to reach a lead (email, telephone, social etc)?
LEAD QUALIFICATION
Lead validity = The percentage of leads that are valid for sales
LEAD NURTURING
Time from nurture to handover
HANDOVER TO SALES
Meeting booking rate = The percentage of meetings booked from valid leads
Show rate = The percentage of meetings happened from booked meetings
Opportunity rate = The percentage of meetings converting to Opportunities
Outbound lead contacting and management
We can help with outbound contacting using the most common languages used in Europe and to help your sales team to get more meetings, opportunities, offers and won deals.
Core metrics in outbound lead process
The metrics in an outbound lead process and management are similar than with inbound lead management. Every process step is measured in relation with time and conversion rates. All metrics are shared with our customer to be able to do strategy and execution development in collaboration.
3. Product-Led activities
In the case of software companies we also help with Product-Led activities relating to Customer acquisition, retention and expansion.
Customer acquisition related Product-Led activities are done in collaboration with product, marketing and sales teams. Target is to identify potential new product users from a prospect company, engaging with them and integrating them in the sales process of our customer.
Customer retention and expansion related Product-Led activities are product usage analytics development, user insights, measuring user satisfaction, user value research, activating users and increasing product usage, retention and churn development and reporting to marketing, sales and product development functions.
If you are interested to learn more about Product-Led Growth, learn more from here: https://aktive.fi/plg/
Product-Led in Customer acquisition & expansion
Cost model
There are three different options how to pay from the use of our Service. The options are:
- Fixed cost (pay by hour or a recurring cost for example on a monthly basis)
- Fixed cost + bonus (criteria for bonus is negotiated case by case)
- Revenue share
Revenue share, even partial, requires first collaborating with cost model option 1 or 2 to have proof of concept for both parties that revenue creation can be improved in collaboration.
How to get started?
Schedule a meeting to discuss more
Learn more about Revenue Operations
We are applying the Revenue Operations methodology in our Service model Learn more about the basics of Revenue Operations from here.