Revenue Just Got (Even) More Critical

Today Clari updated their website to change the message from Forecast Accuracy to the criticality of revenue in the current climate …and I completely agree.

In the downturn, enterprises will look for ways to preserve revenue, and there will be an increased focus on every revenue-producing function.

• Marketing — Every lead should be engaged.
• Sales — Every deal should be converted.
• Customer Success — Customers should be happy (… continue to pay).

This means lots of scrutinies and lots of zoom meetings!

For those of us who have been here before (not our first rodeo), we know that these meetings are highly inefficient and also highly debatable. The funnel diagram from Leads to Revenue looks different depending on who you talk to — marketing, sales, or CSM and often, there is never ONE PICTURE.

This might be an opportunity to SIMPLIFY.

• simplify your org by introducing the Revenue Ops function, where all ops report into one revenue ops.
• simplify your revenue reporting to one platform, a.k.a RevBI by BoostUp.

Here are my favorite crisis quotes

1. “Any kind of crisis can be good. It wakes you up.” Ryan Reynolds
2. “Crises and deadlocks when they occur have at least this advantage, that they force us to think.” Jawaharlal Nehru
3. “Crisis forces commonality of purpose on one another.” Michelle Dean
4. “Never let a serious crisis go to waste. And what I mean by that it’s an opportunity to do things you think you could not do before.” Rahm Emanuel