9 min read
5 Strategically Significant Benefits of Full-Funnel Revenue Analytics
Many companies' Go-to-Market (GTM) reporting and analytics are disconnected between the top-of-funnel and the bottom-of-funnel.
7 min read
Why LTV/CAC is a Misleading SaaS Metric and Should be Replaced with Customer NPV
How the quest for simplification drove ignorance (not dissimilar to politics) Lifetime Value / Customer Acquisition Costs (LTV/CAC) has long been a...
7 min read
The Secrets of A Winning Go-To-Market Strategy
Go-To-Market strategy is a crucial part of any business, as it helps organizations to reach their target customers and generate revenue. It involves...
9 min read
4 Go-to-Market Metrics for Analyzing Sales Cycle Performance
Chief Revenue Officers are constantly looking for ways to maximize their sales performance and revenue growth. Sales cycle metrics are a key factor...
What's the Best Way to Build RevOps: In-house vs. Outsourced vs. Hybrid
In Episode 21, scaleMatters CEO and Co-Founder Scott Stouffer shares a five-part framework for determining how to build your RevOps function.
RevOps Done Right for B2B Companies in Growth Mode
In this episode, scaleMatters CEO and Co-Founder Scott Stouffer shares his insights into what RevOps "Done Right" looks like for companies looking to...
Tangible Ways RevOps Improves Your Probability of Success as a Growing B2B Company
B2B companies face an uphill climb when it comes to scaling. There’s a sizable amount of risk that these companies must address in order to grow and...
3 min read
The Case for Prioritizing RevOps Directly After Your Series A Financing
Congrats! You just raised a sizable Series A round. Now what? Your company is moving from a founder-led approach for acquiring customers to a...
4 min read
How RevOps Solves Your Growth Challenges at Seed, Series A, and Series B
Obstacles are inevitable as you scale your business. Those obstacles, however, will change depending on the size of your company. A seed-stage...
Data Analyst or RevOps Leader: Who's the First Hire for B2B Startup CEOs?
You’re a growing B2B company with some traction and some initial customers. Should you hire a RevOps leader or a business analyst to help with your...
B2B Startups: When is it Too Early to Invest in RevOps?
As a B2B startup, you have many avenues available to start building. It can be a bit overwhelming to figure out where to put your focus.
4 min read
5 Reasons Why B2B Startup CEOs Should Care About RevOps
B2B startups don’t have the luxury of waiting around for the right customers to come to them. They have to be precise in finding product-market fit,...
Raising Series A? Why You Should Include RevOps in Your 100-Day Plan
Raising your Series A funding is an exciting time. You’ve gained traction in an initial customer market and investors are showing confidence that you...
Why Early/Growth Stage B2B Startup CEOs Need to Start Caring About RevOps
B2B startups might often hear the term “revenue operations” and think that they’re too early to invest in an operational component of their business....
6 min read
What Does RevOps Actually Bring to the Table for Bootstrapped B2B Startups?
Our team recently met with the CEO of a B2B tech company in Atlanta. Bootstrapped. ~$10M ARR.
3 min read
How to Scale Your B2B Startup Faster With Go-to-Market Data
Every SaaS company wants to scale their business; few companies know how to do it effectively and efficiently. Scaling requires executive and revenue...
Tangible Ways RevOps Can Provide Strategic Value to the C-Suite
How can RevOps leaders get a seat at the executive leadership table? Here’s a secret: The revenue operations team often knows more about the tactical...
2 min read
What Does Go-to-Market Data Have to Do With My B2B Startup's Valuation?
A grueling part of the venture capital or private equity fundraising process is the due diligence phase. Potential investors will typically open up...
This is Why Periodic CRM Data Cleanups Fail
Have you ever had to clean up your CRM? If you’re like most RevOps leaders, it’s a regular chore to audit CRM data and ensure all the data is...
Breaking Down the Issues With Multi-Touch Attribution Reporting
Multi-touch attribution gets a lot of attention from marketing teams, but how much of it is necessary? For all of the hype around attribution models...
2 min read
3 Reasons Why GTM Data is Closely Linked to B2B Startup Growth
It's common to think of data as just an operational component for sales and marketing teams. But did you know that the quality of your data can...
How to Best Figure Out Your Tech Company's Competitive Positioning
An important part of growing a company is having a solid brand. Among the many things to tackle when brand building is figuring out the optimal way...
Two Types of GTM Data That Help Growth-Stage Companies Compete
Go-to-market data can be defined as data captured in your go-to-market tech stack (your CRM, marketing automation, or sales enablement tools). But...
3 min read
Why B2B Revenue Leaders are Falling for the Myth of Being "Data-Driven"
Has there been any phrase more overused in business lexicon over the last two decades than “data-driven”?
2 min read
Want to Get From Series A to Series E? You Need This GTM Data Infrastructure
The ability to use data to optimize your go-to-market engine doesn’t happen overnight; it requires intentional work. Companies that are successful in...
Data Infrastructure Required to Go From Series A to E
The data you capture in your go-to-market engine can be a competitive differentiator. When you take your data quality, data hygiene, and data...
3 min read
3 Ways B2B Startups Can Solve Their Biggest Go-to-Market Data Integrity Issues
How healthy is your data integrity? According to many B2B revenue leaders, their data and methods of measuring key performance indicators could use a...
1 min read
How Voice of Prospect Informs Marketing, Sales & Product Leaders
Once you start capturing what your prospects are saying using a conversation intelligence tool like Gong.io, you’ll want to structure this data so...
4 min read
8 Ways to Capture Voice of Prospect Data with Gong.io
Recorded calls between your prospects and your SDRs and Account Executives contain a gold mine of information for go-to-market leaders. Do you know...
CRO's Keys to Aligning Sales & Success in First 90 Days
2X Chief Revenue Officer and now President of Surefire Local, Mike Pierce, took some time out of his busy schedule to share important lessons, one of...
2 min read
What is Voice of Prospect and How is it Different from Voice of Customer?
Making go-to-market decisions about strategy, positioning, and messaging without Voice of Prospect data is like driving at night in the countryside...
The 7 Criteria for an Effective Chief Revenue Officer
What does it take for a CRO to be an A-player, not just an overtitled VP of Sales? Join us for a conversation about 7 criteria that define a CRO...
9 min read
9 Ways to Enforce Data Quality in B2B Sales and Marketing
This article is for revenue leaders and RevOps people who are frustrated with the inability to get trustworthy data to make smart analytical...
12 min read
Top 17 Obstacles to Data Integrity for B2B Startup Go-to-Market Teams
When growth flatlines for investor-backed tech companies, board members start pressing the CEO for answers... “What’s going on?" "Can you get back on...
5 min read
Why B2B Startups Should Manage Sales & Marketing Spend Like an Investment Portfolio
Most early and growth stage B2B startups squander precious time and expensive capital thrashing through sales and marketing approaches that...
6 min read
5 Examples of Sales & Marketing Wasted Spend for B2B Startups
Over the last decade, we’ve observed a number of major sales and marketing pitfalls that hinder B2B startups from reaching their growth potential and...
3 min read
Data-FIRST Manifesto: Why We Started scaleMatters
Spewing, hand-waving and back-pedaling. I can’t even count how many times across so many companies as CEO or Board member that I’ve asked questions...