Revenue Enablement

RevOps Managed Services

Fractional Marketing, Sales, Customer Success and Data Operations.

RevOps Transformation

People, process and system audit, RevOps strategy, road mapping and implementation.

CRM Services

HubSpot Partner Services

We're the leading HubSpot Diamond partner specialising in Revenue Operations. From initial set up to optimising your instance - we are the experts.

Salesforce Services

Quick start implementations, and optimisation for businesses on Salesforce Sales Cloud.

Marketo Services

Marketing Operations and Campaign management for busy marketing teams

Technical Services

HubSpot Web Development

SEO optimised website migrations, design, development and optimisation services.

Custom Integration

Connect technology. Allowing your data to flow, without manual work

Resources

Strategies and tactics you can use to boost your revenue.

Annual Revenue Operations Report

Learn what makes a great revenue leader including strategies and tactics proven to impact.

Revenue Attribution Models Presentation

Learn how to plan, audit, and optimize revenue attribution for your business.

Training & Webinars
Learn how to implement best practices in RevOps yourself.

Tools

Free tools and downloads to help you build sustainable revenue growth.

Lead Scoring Framework

The framework to score contacts, accounts and intent data to provide sales with a score they can understand.

Salesforce - HubSpot Integration Tool

Plan, map and optimise your HubSpot and Salesforce integration, with this free download.

RevOps Project Roadmap

Download our free template so you can fast-track your project planning.

Case Studies

Get the latest industry insights and tips on how you can effectively implement Revenue Operations in your business.

Our Case Studies

Work with us

Book a discovery call
Request more information

Lead Scoring

Ably increased
Conversion Rates from Marketing Qualified Leads to Opportunities by 100%

image_logo-ably

Ably is the platform to power synchronised digital experiences in realtime. Organisations like Toyota, Bloomberg and HubSpot build on Ably to provide digital experiences like attending a virtual event, receiving realtime financial information, or monitoring live car performance.

The Challenge

While generating a lot of top-of-funnel leads, the Marketing Operations team discovered that the number of MQLs accepted by sales was under 20%. Sales said that they were wasting time calling leads who either didn't want to buy or needed to be qualified‍.

The Head of Revenue Operations wanted to improve conversion rates by better aligning marketing and sales through a bespoke lead-scoring model. A model that combined the demographics of a lead with intent-based markers to deliver better leads to sales.

The organisation required assistance in implementing a marketing and sales alignment strategy that increased the percentage of MQLs converted to opportunities.

Group 527-1
Group 526 (1)

Our Solution

image 20

Ably invested in RevOps as a Service with RevOps Automated and selected marketing and sales alignment as their first project. The team was provided with a fractional remote team, including a RevOps Strategist, HubSpot Engineer, Data Insights Engineer and Developer. All for the same price as one full-time employee.

‍RevOps Automated became part of Ably, with weekly meetings and daily communication on slack to strategize, build and implement a sales and marketing alignment strategy which worked.

The marketing and sales alignment system implemented a combined score system. One measured the individual's authority level; the others managed different levels of intent markers.

We used historical data to determine which intent behaviours were most likely to lead to sales, and we used intent markers to make a lead-scoring model that rated intent as low, medium, or high.

Utilising HubSpot's calculation properties combined with workflows, we could route leads to sales with a prioritization score.

  • A1 = C-suite + High Intent
  • A2 = C-suite + Medium Intent
  • A3 = C-suite + Minimal Intent
  • B1 = Director / VP + High Intent
  • B2 = Director / VP + Medium Intent
  • B3 = Director / VP + Minimal Intent
  • ‍C1 = Head of / Dev Champion + High Intent
  • C2 = Head of / Dev Champion + Medium Intent
  • C3 = Head of / Dev Champion + minimal Intent

Following the implementation, the sales teams had better visibility on the quality of the Marketing Qualified leads and could better prioritise calls to those with the greatest intent and decision-making authority.

image_success-story-detail-2

Our impact

plus-1
Acceleration of deals through the pipeline

With more time to spend on accounts with an increased likelihood to close, the sales team was able to focus on driving impact on the deals that mattered.

Soft-peach-icon
Costs cut

Sales teams should have spent more resources reaching out to qualified leads. The team had more time to focus on revenue-generating activities.

Warm-yellow-icon
A better understanding of the ideal customer

The project highlighted the need to break down Ably’s key accounts and personas for sales. By working with sales, the marketing team got a better idea of its ideal customer, which increased the overall impact of marketing.

Peppermint-Green-icon
Increased revenue

The solution freed up the sales team's time to focus on leads most likely to generate revenue. As a result, the sales period saw an increase in the number of deals closing at higher contract values.

image_green-snooker- swoosh
Group 547

“It was a pleasure to work with RevOps Automated. They've got both the technical and business acumen to help get the most out of HubSpot. I would highly recommend them.”

Alun
Head of RevOps, Ably

See how we can uplift your revenue next

More success stories

Success-Stories - EVC- Logo 250  78
February 20, 2023
  • Technology
  • Transformation
Success-Stories - Maverick Steek - Logo 250  78
February 20, 2023
  • Technology
  • Transformation
Success-Stories - Maverick Steek - Logo 250  78
February 20, 2023
  • Technology
  • Transformation