we understand why you are talking about a commercial engine
Posted: Sat Dec 14, 2024 4:33 am
Yes, and it is completed by the Customer Success team, which is responsible for accompanying the client throughout their relationship with us, from onboarding to the integration of the tool and ongoing support. Sometimes, clients start with the most basic versions of our product. Then, year after year, they take better advantage of its potential and ask for more features. That is why we need to be close. In this way, they add users or features. It is another way to grow the business.
The truth is that it is an engine that has been growing little by little. But it is very, very important db center.uk that these three main pillars, Marketing, Sales and Customer Success, understand that they share a process and that they work together to generate business. In fact, each area has some individual KPIs, but around 50% are shared.
That was the next question. How do you set these common goals?
We use a combination of KPIs and OKRs to measure the performance of each area and the team as a whole. We focus on quantitative metrics such as customer retention, conversion rate and average contract value, but we also take qualitative aspects into account.
But what I can say is that our sales engine is the Holy Grail, it is what we spend more than 50% of our time on in our weekly follow-up conversations. Our Board of Directors also conducts around 70% of our conversations.
What is the status? How are we doing at the top of the funnel level? How are we doing at the conversion rate level? How are we doing with the customer retention rate? How are we doing with the customer expansion rate?
And all of this is analyzed, dissected, and leads to conversations that can start from how we are defining what an SQL is, to much more strategic conversations about where we want the company to go in the coming years. What objectives do we have? Do we want to go more upmarket, more towards the enterprise? Or do we want to go more volume-based? Do we want to have a more land and expand strategy? Or do we want to go for larger companies that start with larger contracts and that may then be more complicated to upsell? All of this has a huge impact.
With good KPIs, with good monitoring, we can predict how much the company will earn in one year or even two years. And that predictability has enormous value for all stakeholders.
The truth is that it is an engine that has been growing little by little. But it is very, very important db center.uk that these three main pillars, Marketing, Sales and Customer Success, understand that they share a process and that they work together to generate business. In fact, each area has some individual KPIs, but around 50% are shared.
That was the next question. How do you set these common goals?
We use a combination of KPIs and OKRs to measure the performance of each area and the team as a whole. We focus on quantitative metrics such as customer retention, conversion rate and average contract value, but we also take qualitative aspects into account.
But what I can say is that our sales engine is the Holy Grail, it is what we spend more than 50% of our time on in our weekly follow-up conversations. Our Board of Directors also conducts around 70% of our conversations.
What is the status? How are we doing at the top of the funnel level? How are we doing at the conversion rate level? How are we doing with the customer retention rate? How are we doing with the customer expansion rate?
And all of this is analyzed, dissected, and leads to conversations that can start from how we are defining what an SQL is, to much more strategic conversations about where we want the company to go in the coming years. What objectives do we have? Do we want to go more upmarket, more towards the enterprise? Or do we want to go more volume-based? Do we want to have a more land and expand strategy? Or do we want to go for larger companies that start with larger contracts and that may then be more complicated to upsell? All of this has a huge impact.
With good KPIs, with good monitoring, we can predict how much the company will earn in one year or even two years. And that predictability has enormous value for all stakeholders.