NEWS FROM OUR PARTNER THE EXCHANGE Revenue Grid WINTER 2023 Four steps to finding and fixing revenue leaks. Auto-capture all relevant 1 sales activities. Manual CRM data entry leads to errors, duplicates, and missing information, which leads to revenue leakage. An activity capture tool Repair Your auto-captures data from all touch points and keeps your Salesforce data complete. This means that even if your sales reps forget to add new contacts to opportunities, you won’t lose this data since it will be Leaky Pipeline automatically captured. Analyze data with AI. Revenue leaks often go unnoticed Below are two states of the same 2 When all sales data has been compiled into a shared source of truth, within the customer lifecycle. funnel: the before state with it is important to look through it to discover where and why leaks They are the hidden culprits that stop undiscovered revenue leaks and the may happen. With a revenue intelligence tool, you can leverage organizations from achieving revenue after state with leaks found and fixed. technology to analyze current and historical data and easily spot goals. Fixing these leaks has a strong In this example, improving conversion leaks and the reasons behind them. impact, from improved conversion rates rates by just 5% has increased revenue Implement changes into to reduced go-to-market costs and significantly, which means the leaky increased productivity. It’s not easy to pipeline was costing the company 3 the sales process. see when and where revenue leaks twice as much as it was earning. happen, but once you learn how to spot The next step is to eliminate revenue leaks by creating companywide them, you can stop them pretty easily. structural changes. Setting up custom triggers within your sales process, like a signal that alerts reps when they haven’t communicated with a decision maker in a while, ensures your team knows what needs to be done to prevent leaks. Leaky pipeline Fixed pipeline Measure the effectiveness Leads 30,000 30,000 4 of changes made. 19% Improved by 5% 20% Having real-time reports and signals can help you determine whether MQLs 5,700 6,000 your leak-fixing efforts paid off. Using revenue intelligence, you can 13% Improved by 5% 13.7% see how your pipeline and processes change after you plug the leaks. When your revenue is improving or meeting forecasts, you have fixed SQLs 741 840 Revenue Grid gives you full revenue intelligence the leaks. 12% Improved by 5% 17.6% capabilities, making it easy to find and fix leaks in Deals 89 | $22.2 M 109 | $27.3 M opened your sales process. 32% Improved by 5% 33.6% Deals $7.1 M $9.3 M won Learn more 115% Improved by 5% 125.8% Renewals $8.2 M Increased by 37% $11.2 M about Revenue Grid on AppExchange.