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“Show me the money.” That may be the most succinct means of stating the importance of revenue operations.
Show me (usually, the CRO) what’s driving revenue internally? Externally? Are the numbers being hit or missed? How are they being hit or missed? What deals are closing? Who’s doing the closing? What are the deal totals? Show. Me. The. Money.
But it’s never just about showing revenue — it’s about growing revenue.
That’s where automating business and selling processes plays a fundamental role. Because revenue operations is traditionally a high-touch undertaking: interfacing with customers, tracking opportunities, writing up quotes, reporting, and more.
Today, organizations that are successfully optimizing revenue operations are successful at automating a host of critical tasks.
A recent Salesforce report shows that high-performing sales organizations are automating most everywhere possible, with more than 60% of these groups having automated the following:
After CRM software, Configure, Price, Quote (CPQ) software is one of the most widely adopted front-office technologies. It streamlines various processes for sales teams including quote configuration, pricing & discounting controls, quote generation and quote approval. Other popular CPQ functionality includes Guided Selling – where the software guides sales reps through the quote creation process by asking questions about the types of products they want to sell – and product bundle configuration.
By automating and standardizing many of the manual, error-prone activities typically found in legacy sales processes, CPQ software is a major enabler of modern, efficient revenue operations. In addition to boosting efficiency and eliminating manual drudge work, CPQ software unlocks several business benefits, many of which transcend sales. These include:
To realize all of these benefits for your business, your CPQ platform must be implemented correctly and configured to align with the current dynamics of your revenue operations. This is where a seasoned revenue operations consultant like Argano comes in. Whether you’ve already deployed CPQ and are in need of a health check or are looking to pursue a greenfield implementation, our certified business process experts and technology consultants can help. We combine decades of CPQ experience with a proven methodology to deliver exceptional results.
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