Reducing customer acquisition costs (CAC) through Revenue Operations

"Grow at any cost" is out of style. Instead, efficient growth is the name of the name of the game. This means looking at ways to minimize customer acquisition costs while maximizing sales productivity. But what can revenue operators do to make this happen?

W‍e chatted with Hayes Davis, Co-Founder & CEO of Gradient Works, and Andrew de Geofroy, SVP of Global Revenue Platform at Quantive, about this very topic. They outlined the core strategies and specific tactics that RevOps professionals can deploy to reduce customer acquisition costs and introduce a more efficient way to approach territory design by narrowing account executives' focus, allowing you to maximize sales team productivity.

Curious how you can reduce CAC as a RevOps pro?

Read the full post here 📚

📊 Weekly Slack Stats (Mar 27 - Apr 03) 📊

🧵152 Messages Posted | 💬 398 Replies | 👍 1,507 Reactions |

👏 58 New Members | 🎯 268 members posted or reacted to a message

For the 2nd week in a row, the most active contributor was Adrian Mark Salisbury, Revenue Specialist @ Growblocks 💫

🧵Top Slack Threads 🧵

From #04_RevOps-Questions: Spreadsheets + SFDC

Has anyone had any success using Excel to manipulate Salesforce Opportunity History Data? I am hoping to be able to create a change view to see how the pipeline has changed week on week akin to the flow chart/waterfall chart that every pipeline management/forecasting provider has while I have to wait for budget to buy one next year. Read 23 replies here.

From #08_Tools-and-Software: CPQ software

Any thoughts on CPQ tools? Looking into DealHub and Conga. All feedback welcome! Read 16 replies here.

From #04_RevOps-Questions: autofill Hubspot forms

We want to put in place a form shortening / autofilling capability on our book a demo form, but instead of using a 3rd party dataset/tool like Clearbit or Zoominfo, we want to autofill with data from our own database (we have info in Hubspot, as well as a data warehouse). Has anyone does this before? Do you know of a way that this could be done? Read 17 replies here.

📚 RevOps Reads of the Week 📚

Break inefficient product-led sales habits with 3 easy fixes | Calixa

It’s not always easy to pinpoint areas of friction and improvement within your Product-Led Sales (PLS) motion. Ryan Milligan, Director of RevOps at QuotaPath, led revenue and marketing operations at two PLG companies and still finds new, unexpected places to tweak and refine every day. Along the way, he's also learned well-meaning, but misplaced, habits can hamper PLS motions in a big way. Here are 3 PLS habits he sees others doing, how they impede on your PLS motion, and easy fixes to break the cycle.

Fixing the divide between sales and Ops | Scratchpad

Scratchpad surveyed 250 folks, 82% of them say that there’s a divide between Sales and Ops, whereas only 18% say there isn’t. The reasons might seem obvious to some who’ve worked on Revenue Teams, but at the end of the day, both sides are playing for the same team so shouldn’t they be striving for the same goals and benefitting from each other’s success?

When should you set your sales commission payment terms for? | QuotaPath

Should you pay commissions once the deal closes or wait until the invoice is paid?

According to our 2023 Sales Compensation Trends survey, 64% of companies pay out commissions upon the deal closing versus 20% at the time of invoice payment.

There's a ton of factors to consider when setting payment terms. So, to help work through those factors, we asked five RevOps and Sales leaders for their takes.

Here’s what they said.

💼 Featured RevOps Jobs 💼

Customer Success Manager @ RevCast (a RevOps product)

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Don't forget to check out the #jobs channel in Slack for more opportunities, and our Talent Marketplace where you can get matched with an opportunity that makes your heart skip a beat.

And if you're hiring, check out our RevOps Talent Placement service powered by TwentyPine.

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