Revenue Performance Management (RPM) - Welcome to the Revolution!


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Revenue Marketers have revenue or revenue related accountability through the kinds of campaigns, communications and digital interactions they set up.

They are responsible for the top of the sales funnel and interacting with and nurturing leads until they are sales ready and then helping to accelerate opportunity velocity.

RMs use some type of marketing automation platform integrated with CRM to power their Revenue Marketing Practice and to get repeatable and predictable revenue results.

- Revenue focused metrics

- People, skills and compensation

- Organisational structure

- Processes

- Sales & marketing alignment

- Technology

- Content and creative

- Demand generation strategies and tactics

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  • Will Scully-Power (1 min) What does the finish line look like? What does success look like? All of your email marketing data, web analytics data, search marketing data, display advertising data and your social media data stored in 1 marketing database and integrated with your CRM database The result? A 360 degree analytical view of your customers and prospects behaviour allowing marketers to draw actionable data insights for their campaign idea(s)
  • Revenue Performance Management (RPM) - Welcome to the Revolution!

    1. 1. Welcome to the Revenue Revolution!
    2. 2. Buying Has Changed Forever
    3. 3. Buying Has Changed Forever of prospects on your website are not yet ready to buy! - Brian Carroll (Author) 95%
    4. 4. Revenue Leakage
    5. 5. 30% Qualified 20% Don’t Ever Buy What is this Leakage Costing? Lead Scoring Source: Sirius Decisions 70% Disqualified 80% Will buy within 24 months if they are nurtured 20% Followed Up 80% No Follow Up Lead Nurturing How much revenue is left on the table?
    6. 6. Plug The Revenue Leakage
    7. 7. Marketing Sales + Marketing + Sales Data
    8. 8. Marketing + Sales Automation
    9. 9. Prioritise Revenue Readiness
    10. 10. Recycle Non-Revenue Ready
    11. 11. Revenue Metrics
    12. 12. Revenue Predictions/Forecasts
    13. 13. $15B Addressable Market
    14. 14. REVENUE ACCELERATION REVENUE ADMINISTRATION REVENUE ANALYTICS <ul><li>Lead Management </li></ul><ul><li>Sales Insight </li></ul><ul><li>Sales Triggers </li></ul><ul><li>Planning & Budgeting </li></ul><ul><li>Resource Management </li></ul><ul><li>Incentive Compensation </li></ul><ul><li>Revenue Cycle Modeler </li></ul><ul><li>Revenue Cycle Analytics </li></ul><ul><li>Forecasting </li></ul>CRM ERP Revenue Performance Management MARKETO PLATFORM
    15. 15. Questions?
    16. 16. Contact Will Scully-Power Managing Director Datarati [email_address] +61 400 828 866