Being a revenue operator involves a whole lot of testing stuff. A/B tests, experimenting with sales messaging and cadences, product testing—these things are all pretty much a given in the SaaS industry today. However, one thing companies don’t always do is apply the same rules to their internal processes. Durability testing is the best way to proactively identify gaps that haven’t shown up as trends in your pipeline yet. Here’s why that’s kind of a big deal.
1. To Learn More About Your Customer Journey
When you really understand the experience you’re delivering, it’s much easier to build processes that support it and make it better.
2. To Learn More About Your Competition
SaaS is a competitive industry, with cool new solutions going to market every day. Understanding your competition and how other companies might be approaching common industry challenges is key to improving your own customer experience.
3. Durability Testing Will Better Inform Your Roadmap
4. To Build Your Team’s Proactive Gap-Finding Muscle
Instead, we work with our customers to be proactive when it comes to finding gaps. Put yourself in your customers’ shoes before funnel trends demand it and you’ll be able to stop leakage before it becomes a trend.
5. Durability Tests are Extremely Versatile
The main thing to remember is that gap identification is all about improving the customer experience, not fixing internal pains. Being aware of your known unknowns and designing durability tests around them is the best way to make sure you’re staying focused on the right problems.
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