CRM systems don't natively capture every data point you need to precisely measure and manage the revenue process.
That's what our Data Prep Service solves.
1) Map out your unique Go-to-Market processes
We meet with your RevOps/revenue leaders and use Lucid to map out all the different ways your company generates leads and all the different sales handoffs and conversion points on buyer journey. Processes differ by channel. Inbound channels have a different process than Partner channels or Outbound channels. It's important to understand the granular process for each.
2) Create a data dictionary with clearly defined metrics
Once we understand your end-to-end process, then we can identify the key metrics that need to be measured throughout. We build a data model dictionary so that everyone is in alignment on opportunity stages or lead statuses etc...
3) Embed Salesforce Managed Package
As part of our Data Prep Service, we also implement a Managed Package in your Salesforce CRM environment.
This Managed Package captures, transforms, and normalizes the data needed measure your revenue engine (regardless of how you’ve been reporting until now).
4) Model your revenue plan
We work with you to build revenue plan model in Excel/Google Sheets so that you have something to measure your performance against. If you don't have good historical data, we'll start with loose assumptions and refine the plan model as more actual performance data is gathered.
