Optimizing Resource Coverage to Maximize Returns
As Leaders of growth, the most consequential decisions we make revolve around where we invest our time, money and resources. With low barriers to entry and increasing competition brought on by digitization, our competitive advantage is often defined by where we place our chips on the table.
As the Shepherd of profitable revenue growth, Revenue Operations facilitates the go-to-market planning process to ensure customer-facing resources are proportionally aligned with the available market opportunity across both new and existing accounts. With a clear definition and understanding of your ideal customer and unit economics, Revenue Operations helps develop the resource coverage and capacity model for customer-facing resources and brings transparency and accountability to the revenue planning process.
“The sun’s rays do not burn until brought to a focus”
Target Addressable Market
Top performing companies are laser focused on defining markets where they can win by:
Clearly defining their ideal customer profile
Truly understanding the unit economics of delivering profitably
Defining resource requirements for delivering delightful customer experiences
Resource Coverage Model
These companies drive the customer experience by:
Ensuring customer facing teams are resourced to capacity aligned to the addressable market
Ensuring subject matter experts are assigned and responsible
Investment in partnerships are designed to maximize the right to win in market segments
Revenue Plan
Top companies enter the market with a comprehensive plan of attack including:
Integrated go-to-market strategy for each market tier
Territory plans to achieve new business acquisition objectives
Account plans to capture the potential with each account team