OBSERVE | ENGAGE | ACCELERATE
Supporting Funded companies with indomitable RevOps Stategies
Our mission is to empower start-ups from pre-revenue through Series B by providing comprehensive Revenue Operations services that optimize processes and technology to elevate your team and break the silos between marketing, sales and service. To grow, you need data analysis, and we leverage data-driven insights, to accelerate your revenue growth.
This is an astronuat, looking at a nebula, much in the same way we look at your unrealized revenue potential.
The need for a strong RevOps strategy is vital for your business to grow
What is Revenue Operations, and Why Do You Need It?
Companies have a definitive need for revenue operations (RevOps), but many SMEs cannot afford to hire a full-time specialist.
Setting up the RevTech stack needed to run a tight revenue operations strategy is highly specialized. The data setup and analysis are even more so.
RevOps can be defined as the intersection of people (your marketing, sales and service teams), processes (everything from data collection and analysis) and tech (your stack that comprises all of your software tools to convey your message). These three areas are foundational in RevOps.
A strong RevOps strategy is needed in the current business landscape. We like to think of Full Stack RevOps as the backroom hamsters, making everything possible for your marketing, sales and service teams to have the greatest success.
We know what we are good at and we nail it every time
What Full Stack RevOps Does - And Well!
We are the experts in deploying RevTech stacks and providing useful and actionable marketing data so your team can perform optimally. We are here to increase your growth through useful information sourced from hundreds, if not thousands, of data points.
We streamline marketing, sales and customer experience operations through the intelligent and measured deployment of your stack and continued data feedback.
Many companies ask us if we can truly make a difference, and the answer is yes. By streamlining your processes, breaking down the silos between your revenue teams and collecting, visualizing and analyzing data, we can provide strategic advice to the C-Suite to take action and accelerate their revenue growth, build team morale and make the revenue lifecycle more transparent to all.
Gone are the days when marketing generates prospects, passes them to sales and forgets about what happens. This happens in the same way with customer experience; feedback needs to be given across all departments to build and grow your client base, new and existing.
Who even uses compact disc read-only memory these days – Ah a throwback to simpler times where we all burnt our favourite hits for our discman (will they make a comeback like vinyl? Time will tell)
Every business experiences pain points at some point in their growth
What we Solve
We are not stalking you, we are just here for the data
Pain Point 1: Where is the data?
Challenge
Historically, marketing, sales and customer experience have their data sitting in different systems, with no interoperability between them. This means that teams can’t easily see what is happening with the other silos (this is another common pain point). Without unified data, an effective RevOps strategy is impossible.
Solution
When deploying and configuring our RevTech stack, it is vital to ensure that all the systems we use for marketing, sales and customer experience are interoperable (they talk to each other) and that the data that each system generates can be passed to a data visualization tool. This allows us to build data models and reporting structures that keep all teams apprised regarding anything revenue-related.
Data allows you to hold the team accountable for their work. It can identify areas of concern that need to be addressed immediately, optimize areas that are already performing well to go to the next level and uncover opportunities that will have been missed without the data.
Pain Point 2: RevOps Teams Are Siloed
Challenge
Traditionally, marketing creates prospects, scores them and passes them to sales as marketing qualified leads (MQL). Their job is done, and they move on to finding more prospects. Sales take the MQLs and work them through the sales funnel. Once closed, they keep a vague eye on the account to see if there are any upsell or renewal options. Enter customer experience. They keep the client happy and work to solve all of their problems.
This is inefficient and will lead to a higher churn rate, poor client satisfaction and poor visibility into what each department is doing at any given time.
Solution
While technology and data are a great start to bringing the three silos together, more is needed to integrate them as a single, high-performing business unit. Building workflow systems and implementing a strong culture of structured communication through morning stand-ups, interdepartmental meetings and flattening the organizational structure leads to increased revenue and overall client satisfaction.
RevOps professionals looking serious; except for customer success, you guys are always so happy!
This time, not so happy – but neither is all that tech you spent hundreds of hours and thousands of dollars deploying that sits on the shelf gathering dust
Pain Point 3: The Graveyard of Tech
Challenge
The Graveyard of Tech exists in all companies. There are many reasons for this. A new employee joins, cannot stop raving out a tool they used before, and insists it will change the business. The CEO’s golfing buddy uses a platform that has revolutionized their business. These are examples of SOS (Shiny Object Syndrome). Something new comes along, and it has to be deployed.
More damaging, however, is a tool that was used, but the company lost its champion (more on this below), and the team starts to lose the impetus to use the product. It is the best solution for your business, but no one is driving usage.
These are two major reasons, but there are many other reasons a tech tool can end up in the Graveyard. And the worst part is that many companies don’t even realize the tool is no longer being utilized and are paying monthly for it. Not only does this mean that there is lost revenue potential, but there is an outlay of funds that further knock the bottom line.
Solution
This is a two-fold solution.
Shiny Object Syndrome – Don’t fall into this trap. Just because is works for another business, it doesn’t mean it will work for yours. Building an effective stack relies on understanding your organization’s core needs. There is no one-size-fits-all approach when building a stack; each is unique. Fight the urge to listen to your golf buddy and consult an expert.
Losing a Champion – This is an even more serious pitfall of the Graveyard. Within a company that has to be a champion of a product, this is the only way that the adoption and usage of the system works. Unlike Highlander, there cannot be only one. Multiple champions need to exist within an organization. When a champion leaves, find/train a new champion. If you have no one advocating for the use of the system, it is a surefire way of that tech ending in the Graveyard and everyone going back to Excel.
Cue Full Stack RevOps and its novel approach to RevOps
Our Novel Three-Step Approach To Boost Your Revenue
We engage with clients for a very specific reason. We don’t come in to run your marketing, sales or customer experience departments. Our sole focus is getting your tech and data flowing seamlessly so your marketing, sales and customer experience departments can reach their full potential. Once we have your tech and data singing, we work with your executive team to provide strategic, data-backed planning to boost your revenue. Through decades of working with strategy, one of the biggest downfalls I have seen in companies is the lack of data-backed decisions in their planning.
Our approach is to Observe, Engage and Accelerate. Each step has been meticulously crafted to provide clients the optimal experience to increase overall revenues.
There is no cookie-cutter approach to building the perfect RevTech and data solution; each client is bespoke, and we always consider that.
Observe - The Art of Poking Holes in your Stack
tl;dr
- Observation of your MarTech/RevTech Stack
- Identify areas that are excelling
- Identify areas that can be optimized
- Identify areas that are missing, leading to lost revenue
In All Its Glory
Phase one of our process is to Observe. In this phase, we come in as a silent observer and request viewer access into the workings of the sales, marketing and customer experience operations. We ask a few questions of the client that will help us in our discovery. Once we receive the limited information we require, we will observe each system, the cohesion and interoperability between them and what lies in the Graveyard, a critical step as red flags can often be seen here. Most importantly, we look at each system and the data that it provides to see how we can build data visualization with the tools the client is using.
We ask that the client not add anything at this stage as we don’t want any bias while Observing.
Once we have completed our work, we present a full document of our findings to the client and provide recommendations on how the client can optimize, add or remove tools from their stack. We also provide a full breakdown of the available data and how we can use it to Accelerate their revenue growth.
Engage - Configure and Optimize your Stack To Output Critical Data
tl;dr
- CRM Platforms
- Marketing Automation Tools
- Conversion Rate Optimization
- Workflow Management Tools
- Customer Experience Tools
- Sales Enablement Tools
- Marketing, Sales and Customer Experience Analytics
- Event-Based Tracking Systems for Product Adoption
- Data Visualization Models
- Real-Time Data Reports
It All Its Glory
This is the meaty part of the process. Here, we roll our sleeves and get elbow-deep in the RevTech stack. We will configure and optimize existing platforms to one built to the client’s needs and specifications, which is often not done in deployment. We will also deploy new tools based on our recommendations to boost revenue generation. We work meticulously through each tool and ensure data is passed between tools where needed.
When we build our RevTech stacks, it is always through the lens of data. When we deploy, configure or optimize a tool, it is always with a view of how the data will be passed out of the system so that we can collect it and build our visualization models. We ensure that we have the data to build reports that will be functional, easy to read and valuable to all in the organization.
One of the items that we always like to build for clients is an event-based tracking system. Event-based tracking in a PLG company is not a maybe but an absolute must. Knowing your adoption rate, how your users engage with your product, where there is a block and more. It also allows you to calculate your DAU/MAU – daily active users/monthly active users – the north star of how sticky your product is.
While event-based tracking systems are essential for PLG companies, all companies benefit from these systems. We have done numerous deployments to monitor conversion rates or where users are in their process at any time.
Accelerate - Comprehensive RevOps Strategy back by data
tl;dr
- Strategic Advice to the C-Suite
- Monthly Report to the C-Suite
- Campaign-Specific Data Reporting
- Accelerate Your Business to the Next Level
It All Its Glory
Finally, the Accelerate step. In this step, we become a strategic partner to your executive team. We use the data that we collect to build RevOps strategies to optimize revenue further. With decades of experience crafting strategies that work off company story arcs backed up by data, we ensure that we provide the best service to our clients. We work at the executive level, as the strategies are high-level. From there, each executive can apply the strategy to their teams. This strategic partnership is not a one-off strategy.
We build relationships with our clients. The business landscape changes almost daily, and companies must remain agile.
When it comes to data, the data you get today may be very different from the data you get in 30 days. It is by being agile that you can stay ahead of your competitors.
What others have to say about us
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Our Pledge to Fighting Climate Change
Climate change is destroying our natural environment. Here in Canada, there has been a considerable decline in the natural kelp forests, a vital part of a balanced ecosystem. Climate change is also causing a spike in wildfires. In 2021, the interior of British Columbia was ravaged by wildfires, destroying over a million hectares of natural coniferous forests and even razing a town to the ground.
With this in mind, Full Stack Marketing Operations will allocate 2% of net profit monthly to giving back to these two much-needed natural resources. Below is a chart of our planting efforts. Rest assured that part of your investment will help save our environment. We have partnered with Evertreen to make this happen!
If you would like to contribute to this project with additional funds, please contact us, and, together, we can fight climate change.
