When we set out to create a program that would guide companies through the transition to RevOps, there were a few core questions that needed answering. First, what missteps are organizations taking? Second, how can we correct those missteps in a way that drives revenue? Third, how do we enable operators to keep a finger on the pulse of their customers in order to do the right work for their business? As it turns out, our 3VC framework and consistent durability testing were—and are—a pretty enormous piece of that puzzle. So, let’s talk about what these methods are, how they work, and why they play such a fundamental role in executing a best-in-class revenue operations strategy.
What is 3VC?
This is the framework we use to analyze our clients’ pipelines, the goal being to identify where their customers are feeling gaps in the buying experience.
Do you have a healthy lead flow? Are there enough opportunities coming in?
Is something happening to impact your deal size or the LTV of your customers?
Is something causing a slowdown?
Are you seeing funnel leakage at certain stages?
What is Durability Testing?
What did any of us do without conversation intelligence tools like Chorus.ai and Gong? When you think a gap might exist within a certain process, review relevant interactions to identify possible issues or even see what your customers themselves are saying.
How do they fit into RevOps?
Learn more about RevOps Fundamentals here.