Why scaleMatters?

Flag on Mountain sM-1-1

 

What is different or unique about scaleMatters?

  1. Tackling Existential Challenges
  2. Data-FIRST Approach
  3. Services PLUS Software

 

1. We're tackling existential challenges and improving the probability of success for early and growth stage B2B startups

We're not in business to help B2B companies make small tactical enhancements or improve one specific function of their business.

We're in business to help B2B startups, who face notoriously LOW probabilities of survival and success.

B2B startups face an existential challenge.

Consider this:

  • Only 0.4% of SaaS companies pass $10M ARR
  • Less than 0.01% of SaaS companies cross $50M ARR
  • Only 15% that raise a Series A go on to Raise a Series C

FailureRate

 

IT DOESN'T HAVE TO BE THIS WAY!

The inability to converge on Product + Market + Message fit and the inability to build a predictable, scalable Go-to-Market (GTM) engine are driving high failure rates and stagnation rates for B2B startups.

But: There is a modern business function responsible for putting the technology in place that captures data to help inform Product + Market + Message fit and to help optimize the GTM engine!

It's called Revenue Operations...AKA RevOps!

Sadly, early and growth stage B2B startups often don't have legit RevOps resources on staff and struggle to attract and afford talent.

This disadvantage drives a massive operational disparity between early/growth stage companies vs. larger competitors with "RevOps at scale."

It looks like this...

EarlyGrowthAtScale

 

scaleMatters is leveling the playing field by making "RevOps at scale" accessible and affordable for these previously disadvantaged B2B startups.

Early and growth stage companies can now Go-to-Market more efficiently and effectively far sooner in the life of their business.

And MOST importantly, they have a much higher likelihood of reaching their next funding, revenue, or valuation milestone!

 

 

2. Data-FIRST Approach

Across the landscape of "Revenue Operations Software," "Revenue Intelligence Software," and even in the "Sales/Marketing Analytics Software," or "Business Intelligence Software" categories, there are dozens and dozens of incredible software companies providing insights into different parts of the revenue engine or customer journey.

But ALL of them start with the assumption that their customer's underlying data is good.

scaleMatters starts with the assumption that your underlying sales and marketing data is probably garbage.

Why?

Because 92% of B2B revenue leaders we've talked to told us they can't trust their data or they can't find answers they need to make decisions.

According to Salesforce, poor quality data costs the average business around 30% of their revenue each year.

Old Way vs sM Way 2022

That's why when we engage with new customers, we don't just hand you software.

scaleMatters' RevOps services team takes a data-FIRST approach...

Data-FIRST FOUNDATION

As part of our Tech & Data Infrastructure, the first thing we do with any new customer is clean up their bad data and reconfigure their tech stack and processes around a common data framework. This creates a friction free and eminently measurable environment for capturing accurate data at a granular level.

Data-FIRST FOREVER

Even the greatest data cleanup efforts can be undermined by careless list uploads by marketing or sloppiness by sales people. Ongoing Data Integrity Ops is central to scaleMatters service offering, and it’s paramount to revenue leaders making great decisions in sales and marketing!

Data-FIRST DIFFERENCE

Only after your data is clean, we layer on our Revenue Intelligence Software so that you're actually visualizing ACCURATE data...not just pretty charts of garbage data.

 

 

3. Services PLUS Software

We'll dive into head-to-head comparisons further down this page, but it's important to understand that scaleMatters is a services PLUS software company.

As we've already noted, most early and growth stage B2B companies don't have top notch RevOps talent to architect, implement, and maintain the sales and marketing technology the company purchases.

Usually, it's the first sales leader, marketing leader, or junior administrative person who assumes control of the CRM, not someone with a strategic, operational mindset.

When poorly implemented, the tech stack that promised to make your company more efficient and make reporting easier often becomes a growth inhibitor and a cesspool of bad data.

Hence the massive disadvantage and operational disparity we referenced above.

"Software only" or "Services only" models usually come up short for B2B startups.

Simply layering on a revenue operations software or revenue intelligence software may solve some tactical reporting problems, but it won't solve the underlying data issues.

Similarly, just providing revenue operations agency or consulting services still leaves B2B startups with major gaps in reporting.

scaleMatters provides both services AND software in our RevOps-in-a-Box offering.

 

 

Why Should We Choose and Trust scaleMatters?

  1. We productized an approach that worked at our last B2B startup
  2. World-class talent highly experienced with early/growth stage
  3. Customer outcomes and testimonials

1. We productized an approach that worked at our last B2B startup

Before scaleMatters, the co-founders' last company was Salsa Labs.

At the time it was a 10-year old (~$12M ARR) startup who sold fundraising, advocacy and marketing software to nonprofit organizations.

By the time we got involved, growth had stagnated, the customer unit economics were unattractive, and we were running low on cash.

Super-high customer acquisition costs, very low ACV deal sizes, and high touch customer base both pre-sale and post-sale made life especially challenging.

In order to position the company for a strategic sale, we had to turn those fundamentals around and rebuild a capital-efficient customer acquisition engine.

As detailed in the "Data-FIRST Manifesto: Why We Started scaleMatters," we didn't have the  systems or people in place to run and engine like that.

What we built internally at that company would today be considered world-class Revenue and Data Operations...but at the time it was our only chance at a successful outcome.

Here's what we did:

  • We methodically deconstructed our Go-to-Market processes and built a highly granular metrics model so we could measure every single touch point from the time a prospect hit our website to the time they were booked as a new customer.
  • We tore down and rebuilt the tech stack so we could capture all the measurement points in the data model.
  • We leveraged the tech stack admin, data analytical, and business analytical skills of our staff so that we could surface the insights needed and manage the company with science-like precision.

The result after 9 months:

  • We reduced the cost to acquire customers (CAC) by almost 80%
  • We reduced the time to acquire customers (sales cycle) by almost 50%

Even with those great results, we were constrained:

  • We were capturing quality data, but the data visualization and business analysis was arduous and mostly manual via Salesforce reporting and spreadsheets

So, after putting Salsa Labs on faster growth path and selling the company to Accel-KKR, we realized we could replicate and productize our approach and provide this "data-FIRST" environment for all B2B startups…dramatically improving the odds of success for early and growth stage B2B startups.

And that's what we've done...

scaleMatters is in business to deploy the RevOps infrastructure and deliver the Go-to-Market insights you need to grow revenue faster, scale more efficiently, and get higher valuations.

 

 

2. World-class talent highly experienced with early/growth stage

Modern GTM Leadership Expertise

Led by 5x CEO and 3x founder, Scott Stouffer, scaleMatters' RevOps and Intelligence solutions were constructed to specifically help early and growth stage companies Go-to-Market more effectively and efficiently.

We maximize the business value of your revenue technology and deliver insights to inform the strategic and tactical decisions that B2B startup CEOs, CROs, CMOs etc have to make every single day including:

  • Strategies - what channels to invest in what to stop investing in
  • GTM Processes - where is their friction in the customer journey or sales process
  • People - who is performing well and who needs coaching
  • Competitive positioning - how do we perform when competitors are present in the sales process
  • Messaging - does our website copy and sales pitch reflect prospects' top priorities
  • Targeting - are we advertising and prospecting to people that have product/market fit

RevOps and Data Ops Expertise

 

 

3. Customer outcomes and testimonials

We're impacting strategic outcomes for a range of B2B companies. Here are a few examples:

What our customers say.

Christine S
"I approached scaleMatters to make sure we build our sales & marketing infrastructure and data right from the beginning. It's making analysis, decision-making, and board reporting easier."
Christine Schaefer
VP, Revenue
Jim H
"We are competing on insights and winning more deals thanks to our RevOps and data partners at scaleMatters. Love the impact their team is delivering!"
Jim Hite
Chief Revenue Officer
Mike
"scaleMatters has given us visibility and control of our funnel, which we just didn't have before."
Mike Learner
Managing Director
Sadaf AN
"scaleMatters removes the guessing game of where things are falling through the cracks and points us in the direction of what needs to be fixed using data."
Sadaf Atashbarghi-Nehr
VP, Marketing
Chris S
"The modern tech stack can be daunting, but scaleMatters alleviated that - allowing us to stick with the primary focus: growing our business."
Chris Sheehy
Sales Director
MF Mishaal
"This scaleMatters migration from Hubspot to Salesforce is the smoothest CRM migration anyone has seen within our executive team."
Mishaal Murawala
VP, Marketing

 

How Does scaleMatters Compare to Other Options?

Build RevOps In-House vs. Buy RevOps-in-a-Box

Hire a RevOps Leader vs. Buy RevOps-in-a-Box

scaleMatters Logo Vertical White Text
Revenue Operations
Agencies or Consultants

Services + Software

Services

Start with the assumption that your data is bad. RevOps and Data Ops experts configure best practice data and tech infrastructure to capture accurate data.

Focused on technology implementation, data cleanup projects, implementations, integrations per client guidance.

Revenue intelligence software provides 1000s of pre-built data visualizations to inform GTM strategies, processes, messaging, competitive positioning, etc...

Consulting services only. No software. They may setup reporting in your CRM.

Includes dedicated business analysts who curate insights to help your team focus on what matters.

No analysts. Only tool experts and strategy consultants.

Helps revenue leaders and other directors get great data to make great strategic decisions about where to deploy dollars for faster, more efficient revenue growth.

Focused on strategy consulting, tactical sales process improvement, tech stack integrations.

Focused on early and growth stage B2B companies looking to scale quickly with control of growth levers.

Focused on wide range of technology companies.

 

scaleMatters Logo Vertical White Text
Revenue Intelligence
Software

Services + Software

Software

Start with the assumption that your data is bad. RevOps and Data Ops experts configure best practice data and tech infrastructure to capture accurate data.

Accuracy of reporting is dependent on validity of your underlying data. You are responsible for cleansing data and maintaining data integrity.

Revenue intelligence software provides 1000s of pre-built data visualizations to inform GTM strategies, processes, messaging, competitive positioning, etc...

Provides predictive analytics for near-term pipeline management and deal forecasting.

Includes dedicated business analysts who curate insights to help your team focus on what matters.

Internal business analysts are required for analysis and interpretation of your data.

Helps revenue leaders and other directors get great data to make great strategic decisions about where to deploy dollars for faster, more efficient revenue growth.

Helps sales leaders manage deals, accelerate sales cycles, and hit end of month or end of quarter numbers.

Focused on early and growth stage B2B companies looking to scale quickly with control of growth levers.

Focused on technology sales operations and sales leadership.

 

scaleMatters Logo Vertical White Text
Enterprise BI
Software

Services + Software

Software

Start with the assumption that your data is bad. RevOps and Data Ops experts configure best practice data and tech infrastructure to capture accurate data.

Accuracy of reporting is dependent on validity of your underlying data. You are responsible for cleansing data and maintaining data integrity.

Revenue intelligence software provides 1000s of pre-built data visualizations to inform GTM strategies, processes, messaging, competitive positioning, etc...

Provides tools to connect various data sources and build robust data analytics and custom dashboards.

Includes dedicated business analysts who curate insights to help your team focus on what matters.

Internal business analysts are required for analysis and interpretation of your data.

Helps revenue leaders and other directors get great data to make great strategic decisions about where to deploy dollars for faster, more efficient revenue growth.

Helps business analysts and consultants build reporting solutions for wide variety of use cases across the enterprise.

Focused on early and growth stage B2B companies looking to scale quickly with control of growth levers.

Focused on large enterprises who have time/budget/energy to invest in complex implementations.

 

scaleMatters Logo Vertical White Text
Manual BI
Software

Services + Software

Software

Start with the assumption that your data is bad. RevOps and Data Ops experts configure best practice data and tech infrastructure to capture accurate data.

Accuracy of reporting is dependent on validity of CRM data being exported. You are responsible for cleansing data and maintaining data integrity.

Revenue intelligence software provides 1000s of pre-built data visualizations to inform GTM strategies, processes, messaging, competitive positioning, etc...

Provides static tracking and charting and requires manual data entry and ongoing updates.

Includes dedicated business analysts who curate insights to help your team focus on what matters.

Internal business analysts are required for analysis and interpretation of your data.

Helps revenue leaders and other directors get great data to make great strategic decisions about where to deploy dollars for faster, more efficient revenue growth.

Enables teams to track and collaborate. Customization and filtering business data, and customize charts as needed.

Focused on early and growth stage B2B companies looking to scale quickly with control of growth levers.

Focused on general business use for individuals and teams who do not require real-time reporting.

 

 

What are the reasons B2B companies work with scaleMatters?

Every business is unique in terms of size, stage, and maturity, but here are the top 10 reasons B2B companies have engaged scaleMatters.

  1. Struggling with data silos, can't aggregate the right data to make decisions
  2. Trying to convert from another CRM to Salesforce CRM and want it done right
  3. Trying to professionalize their Go-to-Market (GTM) back office after raising VC money
  4. Looking to upgrade their GTM infrastructure before expanding to SMB/mid-market
  5. Trying to bring together companies (and rationalize CRMs) after M&A
  6. Looking to build the right tech and data foundation before investing in scaling up
  7. Needing more bandwidth or broader skill set in RevOps
  8. Bridging a gap in RevOps before hiring your full-time RevOps unicorn
  9. Desiring to be a truly insight-led and proactive company, as opposed to reactive
  10. Adding data firepower to in-house RevOps admin

 

 

What jobs are people trying to accomplish that they can't without hiring scaleMatters?

Here are what key stakeholders have told us they were having a hard time accomplishing before scaleMatters:

  • CEOs: Get a better handle on growth levers to avoid surprises and show investors that they will be able to execute the plan. They are frustrated because they often feel like they are flying blind, not confident that their revenue leaders have the data necessary to make good decisions because they struggle to answer basic questions about performance.

  • CROs/Sales leaders: Understand at a performance and activity level how their salespeople and sales teams are doing. They are tired of crunching spreadsheets and combining different Salesforce reports to find answers.

  • CMOs/Marketing leaders: Put an end to the toxic finger pointing with their sales counterpart and actually have data/insights that is the truth. They want an efficient way to get reports that guide where they should invest and how they should change course.

  • RevOps leaders: Get out of the weeds and be more strategic. Many hit a ceiling with so many internal requests that they can't keep their heads above water. They also need help with the data integrity, analysis, and insights that they don't have time for.

  • VC investors: Rapidly professionalize the Go-to-Market back office of their portfolio companies can get consistent and trustworthy data as they scale up. Building up a mature RevOps and data function can take years, but with scaleMatters it takes 60-90 days.

  • PE Investors: Quickly identify waste throughout the sales and marketing engine of companies they acquire and rollup. They want great data and consistent reporting that reveals bottlenecks, process friction, and wasteful spend so they can run these companies more efficiently.

 

When do we start feeling the benefits of working with scaleMatters?

scaleMatters has expertly combined revenue operations services and software into a four component offering we call "RevOps-in-a-Box." Each of the four components creates value but they don't all start at once.

In short, you'll benefit from the expertise of scaleMatters RevOps and Data Ops teams almost immediately (within 30 days) as we work together on mapping your GTM processes, creating your data/metric dictionary, and then configuring your tech stack to capture all this data.

Go Live

Months 1-2

tech-stack@2x Tech & Data Infrastructure

GTM process instrumentation

Data/metric dictionary

Tech stack configuration

 

Tech_Stack_Asset_1Asset 23 Data Ops

Normalizing and cleansing historical data

Months 3-4

tech-stack@2x Tech & Data Infrastructure

Ongoing RevOps admin support and user training



Tech_Stack_Asset_1Asset 23 Data Ops

Ongoing data anomaly flagging and intervention



Seed and Early Stage Companies 21 Revenue Intelligence Software

Begin using dashboards to track performance while GTM activity increases and data accumulates

Months 5-6 (and beyond)

tech-stack@2x Tech & Data Infrastructure

Ongoing RevOps admin support and user training



Tech_Stack_Asset_1Asset 23 Data Ops

Ongoing data anomaly flagging and intervention



Seed and Early Stage Companies 21 Revenue Intelligence Software

Start managing with more precision with sufficient historical data



PE Backed Companies Business Analysis & Insights

Receive your first monthly insight reports and start making confident strategic decisions

What's Next?

Just getting started...

By month 6, you're running a more effective and efficient GTM engine guided by accurate data and actionable insights.

Ready to make RevOps your Go-to-Market advantage?

 

Book 30-min RevOps Strategy Call