Best practices for revenue operations and how to implement them in a company

A team specialized in RevOps technologies can:

  1. Help Marketing, Sales and Post Sales teams raise their revenue to another level with our experience in RevOps Technologies. No more manual work!
  2. Automate your Marketing, Sales and Post Sales pipelines and workflows, tell us what you have in mind and we will take care of the rest.
  3. Integrate all your Lead Sources and tools for centralized management of Contacts, Leads, Opportunities and Clients in the CRM and we also reduce your duplicate information by 20%.
  4. In short, our team will be your ideal partner to increase conversions and improve the customer experience with automation and skill.

A professional in RevOps technologies, in addition to gathering a series of aptitudes and attitudes to correctly carry out their work, must never forget their functions and ethics to carry them out.

When it comes to RevOps (also known as Revenue Operations) and technology, most organizations already have the required software in their technology stack to support the process, but those just starting out will likely need the help of experts in these technologies to implement them. in your organization.

There are five categories that every company must have in order to properly engage and serve their customers:

  • Software for Service
  • Software for Sales
  • Software for Marketing
  • Middleware Software
  • Intelligence Software

With this service we help you, among other things, to select the technological stack that will help your organization to obtain the maximum revenue with the best buying experience for your customers. The selection of technologies will depend on your type of company (B2C / B2B), the market segment to which it belongs, the industry and your current revenue, among other things.

We also advise and/or execute the implementation and enablement of the selected technologies. As consultants we help you solve problems and pain points in your current processes through the technology you use for any of your Marketing, Sales and Service processes.

When contracting the consulting service, you will be assigned an expert in RevOps technologies in each case and you will be billed for the hours dedicated at the end of each service.

Expert team in RevOps technologies

While consulting is a specific service with a specific objective or need of your organization, the Dedicated Expert Team will develop an entire implementation and/or improvement program for your organization.

Are you ready to change your customer experience forever? Aligning your technology stack with your customer lifecycle operational workflow is not just a quick fix; it is an investment in the overall success of your business. Aligning the technology stack increases each team member's and sales organization's visibility into past conversations and key information used to advance the prospect relationship through the conversion funnel and into their ongoing experience with the prospect. the client.

This service is based on a minimum commitment of 100 hours per month for a minimum of 3 months included in the Starter Plan. During the duration of the program we will work as an extension of your team so that the results rise to the next level.

Here are some tools in our Tech Stack:

Integration / Middleware

  1. Zapier

CMS for Sitio Web

  1. Webflow

Marketing Automation

  1. Active Campaign
  2. Salesforce
  3. Hubspot Marketing Hub

CRM

  1. Active Campaign
  2. Hubspot
  3. Salesforce

Sales Automation

  1. Outreach
  2. Hubspot Sales Hub
  3. Active Campaign
  4. Salesloft Sales
  5. Salesforce

Marketing and Sales Intelligence

  1. Zoominfo
  2. Gong
  3. Chorus
  4. Apollo.io
  5. Qualified
  6. Clearbit

Engagement and Support

  1. Hubspot Service Hub
  2. Zend Desk
  3. Salesforce Cases
  4. Totango
  5. Salesloft Engage
  6. Jira

Collaboration

  1. Slack
  2. Microsoft Teams
  3. Google Workspace
  4. Microsoft 365
  5. Zoom
  6. Google Meet
  7. Asana
  8. ClickUp
  9. Jira

The value of an external consultant

How it is explained on the Creative Design website “The external vision of an online consultant or external advisory, in many cases helps to give dynamism to the internal team and, best of all, to provide a new perspective.”

To understand the point, we must first define consultancy in this area: “A consultancy is an external service that is contracted to solve specific problems. Therefore, it consists of having the knowledge and experience of a professional in a certain field in a timely or even sustained manner.”

What can an external consultant contribute?

We can provide your Marketing team or department with the following elements:

  • Perspective
  • Analysis
  • Experience
  • Mediation

Medium/long-term strategic consulting

This type of strategic consulting service is designed to work for a fixed period of time. It is focused on professionals or companies that need a broad orientation to reorient their strategies to the new objectives. It implies working in practically all the functions that a consultant offers, and establishing a very close relationship between this professional and the company. Although working externally, in these cases the consultant becomes a key player in the business.

How do we do it?

Our work methodology applies to any of the consulting services we perform, including custom software development, website development, application development and the implementation of technological solutions for Marketing and Sales.

We love Agile, Scrum and Lean, so we try to apply their principles and practices in our process. We follow the three pillars of Scrum:

  • Transparency
  • Inspection
  • Adaptation

And we complement it with these three principles:

  1. Good collaboration, good communication.
  2. Deliver high-quality value faster and faster
  3. Experimentation and continuous improvement

This is our process

Preliminary Study and Offer

In this stage, an initial meeting is held with the client to understand their needs and begin to analyze the feasibility of the project, the budget, the areas of interest and the main requirements that the solution must meet.

We use questionnaires or interviews to collect all the information that will allow us to prepare the Preliminary Study and Offer to the client.

All this for free and without obligation. Once an agreement is reached, we start the project.

Establish an Initial Roadmap

This is the stage where together we prepare a Roadmap of the solution or solutions to be developed. For this we must schedule a workshop with key members of the team to identify technology gaps and start creating a roadmap based on their priorities, requirements and pain points.

Tech Stack Selection

Once we know your process and your needs, we will design a technological proposal tailored to your needs. This is a very important stage as selecting the wrong technologies can affect the success of the project, while selecting the right technologies can help reduce costs and implementation times.

Team Assignment

We already have an initial roadmap and technology stack, the next step is to select the best team to carry them out. For this, a match is made between the skills required for the implementation of the roadmap and our consultants. According to the contracted plan and the project budget, the team and the roles that each member will play are selected.

Kick-off and Onboarding

The kick-off is the meeting that will start the execution of the program or project where we will present the team with the client and where the communication channels, the work system, the frequency of the check-in meetings as well as our initial plan will be established.

At this stage we also need to enable our team access to new and/or existing tools. Some knowledge transfer of existing tools and processes (ex: workflows, sequences, automations, properties, documentation, etc.) may be required.

Execution

From here all the stages begin to develop iteratively and incrementally. We deliver value to the client in short frequencies of time and manage priorities based on each feedback. As part of the execution, the Roadmap and the Backlog are updated as the program progresses. The design of the solution as well as its implementation, testing, deployment, maintenance and documentation are activities inherent to this stage. From this stage we refine, plan and execute all tasks that are broken down from the roadmap into Sprints of 15 days duration.

Delivery and closing

In the event that our contract comes to an end, we will initiate a handover process for the transfer of any work in progress, the documentation generated during the execution time of the program and, if necessary, we will transfer knowledge to your team.

Testing or QA service for software applications and websites

Guarantees the execution of the different levels of tests of the system(s) to be tested.

In the case of the service offered by CasandraSoft, the specialists design the test cases and define a Test Plan to release the software product according to the defined criteria and quality attributes (required by the client and recommended by our quality specialists).

Recommended international techniques and standards are used, as well as test automation in the first levels of testing. To request information about our services Contact us.

QA testing of applications, websites and software

The term QA refers to Quality Assurance, that is, quality assurance. This can be applied to products and services that are manufactured or provided. However, quality assurance goes beyond process supervision, as one might think.

Software tests are empirical and technical investigations whose objective is to provide objective and independent information on the quality of the product to the interested party or stakeholder. There are different software development models, as well as testing models.

QA Tester (Quality Assurance) is a quality insurer. It is a professional profile oriented mainly to the measurement of the quality of the processes used to create a quality product and of the product itself (software in our case), all of them aimed at preventing errors during the product development process and detection after product development.

One of the objectives of the system testing phase is to verify that the external behavior of the software system satisfies the requirements established by the clients and future users of the system.

Model-Based QA Testing Services

We use two fundamental test models. To hire this service you must specify the model(s) you wish to hire and depending on your choice will be the cost, time, assigned specialists and work methodology. The process itself is based on an adaptation of the ISO/IEC 25000 (SquaRE) standard. It is used as a methodological basis for the evaluation of the software product. In its different stages, it establishes a framework for evaluating the quality of software products, also providing metrics and requirements for their evaluation processes.

TADS model (test as a service for development)

In this model, our specialists become part of your development team, even remotely. From the beginning of your project, the specialist or specialists are assigned depending on the magnitude of the project. They must be aware of the analysis, design and development of the project and can be summoned to participate (if not possible in person by videoconference) in the project meetings where impact issues for the testing process are discussed.

As part of this model, from the moment the first requirements begin to be drawn up, the Tester QA will begin to design and install the entire test environment, promoting automation for unit tests by developers, continuous integration and automation of functional, load and stress tests.

After the detailed specification of the requirements, it will be in charge of designing the functional or acceptance test cases depending on the development methodology. At the end of deliveries, sprints, iterations, these manual tests will be executed as a final filter at the functional level. In the last phases, the non-functional test cases will be designed and executed.

This model guarantees the prevention of a large number of errors as well as the detection and correction of incidents during development, but it does not constitute a final quality certificate or evaluation.

TAES model (Tests as an evaluation service for delivery)

This model is based on defining a set of levels and types of test to validate the deliverable product or software meets the quality criteria defined in a norm or standard.

We have three assessments included in the service based on this model:

  1. Evaluation of the specification of requirements according to the IEE 830 standard (We do not certify, we only evaluate following the quality levels defined in this standard)
  2. Evaluation of the software product or component of the software product (deliverables) according to the ISO/IEC 25000 SQuaRE standard (We do not certify, we only evaluate following the quality levels defined in this standard)
  3. Evaluation of user documentation (Manuals, Guides, etc) according to the IEEE Std 1063-2001 standard (We do not certify, we only evaluate following the quality levels defined in this standard)
Agile Testing Pruebas Manuales y Automáticas

Agile Testing Manual and Automatic Testing

Types of tests by their execution

Manual tests

They are those executed by the tester manually following a previously designed test case and documenting the incidents detected.

Automatic tests

They are those executed by a tool for automatic tests that are usually in charge of registering the incidents detected and providing execution reports.

Test Approaches

White Box Testing

White box testing (also known as glass box testing or structural testing) focuses on the procedural details of software, so its design is closely tied to the source code. The test engineer chooses different input values ​​to examine each of the possible execution flows of the program and make sure that the appropriate output values ​​are returned (More on Wikipedia).

Black box tests

In software testing, knowing a specific function for which the product was designed, tests can be designed to show that said function is well performed. Said tests are carried out on the software interface, that is, on the function, acting on it as a black box, providing some inputs and studying the outputs to see if they match the expected ones (More on Wikipedia).

Classification of tests according to what they verify

Test levels

We can consider the functional testing process as a process where the lowest level is initially tested and components are gradually integrated and tested until a fully tested complete system is achieved. That is why it is said that there are different levels of tests. It starts with the unit tests, then the integration tests, then the system tests, the smoke tests, the alpha, the beta and finally the acceptance tests.

Regression tests can be considered as the execution (normally automatic) of the tests already carried out so far.

Functional testing

A functional test is a test based on the execution, review and feedback of the functionalities previously designed for the software (functional requirements). There are different types such as:

  • Unit tests
  • Component tests
  • Integration tests
  • System tests
  • Smoke tests
  • Alpha tests
  • Beta tests
  • Acceptance tests
  • Regression tests

Non-functional tests

A non-functional test is a test whose objective is the verification of a requirement that specifies criteria that can be used to judge the operation of a system (non-functional requirements) such as availability, accessibility, usability, maintainability, security, performance. We can classify non-functional tests according to the type of non-functional requirement they cover:

  • Compatibility tests
  • Security tests
  • Stress tests
  • Usability testing
  • Test of performance
  • Internationalization and localization tests
  • Scalability tests
  • Maintainability tests
  • Installability tests
  • Portability tests

At CasandraSoft we are committed to helping companies improve their productivity and reduce manual tasks in their business processes. A key tool to achieve this is Automy, a business process automation platform that we have adopted as our tool of choice.

Automy enables businesses to automate repetitive and tedious tasks such as email management, reporting, and record updates, saving valuable time and resources. Plus, the platform is easy to use and integrates with a variety of popular apps and services, like Salesforce, Slack, and Google Drive.

As Automy partners, at CasandraSoft we are highly qualified to help companies implement this tool in their business processes. We can advise on setting up automations, help improve and optimize existing processes, and provide training so your team can get the most out of Automy.

Get to know Automy

One of the most flexible No-Code automation platforms for your company. An innovative solution that allows you to digitally transform any manual process.

More effectiveness, fewer errors

AUTOMY allows you to automate the monitoring and execution of operational tasks, allowing the worker to focus on activities that generate value in terms of professional development for him and his company.

Some processes that our clients automated

1- Entry of person.

2- Purchases of goods and services.

3- Automation of accounting records.

4- Follow-up of business opportunities.

5- Self-generation of contracts.

6- Compliance with the ISO standard.

7- Surrender of expenses.

8- Management of parts table.

Functions for automated processes

1- Smart reports: Design and management of BI (Business intelligence) reports with predictions and updates.

2- Internal connections: Fully configurable connections and without the need to implement code (No-Code) in the automation processes.

3- Document management: Management and generation of documents with digital signature.

4- Automation: Design of No-code Workflows with data modeling functionalities.

5- To-Do's: Tasks and pending control with multi-device SLA's (Service Level Agreements).

6- Integration with Azure AD: Authentication based on SSO (Single Sign On) with integration to AzureAD.

In summary, Automy is a key tool to improve productivity and reduce manual tasks in business processes. At CasandraSoft, as Automy partners, we are ready to help companies implement this tool and obtain the best results.

Revenue operations, also known as RevOps, is the process of aligning sales, marketing, and customer success teams to drive revenue growth. It is a critical function for any company looking to optimize their revenue streams and improve overall performance. In this post, we will discuss some of the best practices for revenue operations and the technologies that can be used to implement them in your company.

Align sales, marketing, and customer success teams

One of the most important aspects of revenue operations is aligning the efforts of these teams to ensure they are working towards a common goal. This includes developing a clear understanding of the customer journey and ensuring that each team is equipped with the right tools and processes to support it. To align these teams, companies can use technologies such as Salesforce, Marketo, Pardot, Eloqua, Hubspot, Zend Desk and use them as a central platform to manage the customer data and align the efforts of the different teams.

Optimize your CRM

Your CRM is the backbone of your revenue operations, and it is essential to optimize it to ensure that your teams are working efficiently. This includes customizing the CRM to meet your specific needs, integrating it with other tools and systems that your teams use, and training your teams to use it effectively. For example, Salesforce, is a popular CRM for companies of all sizes, it allows for customization and integration with other tools such as Marketo, Pardot, Eloqua, Hubspot, Active Campaign, and more.

Measure and analyze performance

To optimize revenue operations, it is essential to measure and analyze the performance of your teams. This includes tracking key performance indicators (KPIs) such as lead conversion rates, customer lifetime value, and more. This can be done by using data visualization and business intelligence tools that allow you to track and analyze your data in real-time, such as Tableau, Looker, and Power BI.

Implement technology to automate processes

Automation is key to streamlining revenue operations and reducing manual errors. This includes using marketing automation tools, sales productivity software, and other technologies that can help your teams work more efficiently. This can include automating tasks such as lead generation, lead nurturing, and lead scoring with tools that we have mentioned before. It can also be used to automate repetitive tasks such as data entry, data cleaning and data analysis with tools like Alteryx, Talend, and Informatica.

Get expert help

Implementing revenue operations can be challenging, and it may be helpful to have expert guidance. Our team of consultants at CasandraSoft Tech Solutions can help your company with the challenges that you may have with your sales and CRM technologies. We can help you with the implementation of Salesforce, the customization of Salesforce, the integration of Salesforce with other tools and the optimization of your Salesforce processes. We can also help you with the implementation of other marketing and sales tools such as Marketo, Pardot, Eloqua, Hubspot, Active Campaign, Pipedrive, and more.

Conclusions....

In conclusion, revenue operations is a critical function for any company looking to optimize their revenue streams and improve overall performance. By aligning sales, marketing, and customer success teams, optimizing your CRM, measuring and analyzing performance, implementing technology to automate processes, and getting expert help, you can improve the efficiency of your revenue operations and drive growth for your company. With the right strategies and tools in place, you can create a revenue operations team that will help you achieve your revenue goals and drive growth for your business.

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