Revenue R&D is the scientific process of advancing revenue-generating programs from concept to fully integrated programs in a consistent, scalable way.
Launch new experiments into market with proper data collection and analytics
Collect quantitative and qualitative data as early indicators of success, including correlation to pipeline production
Prove results through replication, noting repeated positive signals, including consistently driving HIRO pipeline month-over-month
Situate the processes, talent, technology, and analytics for consistently executing successful programs at scale
Integrate proven revenue programs that drive pipeline from Day 1 into your company for your team to operate, monitor, and optimize
Optimize Some description
1990’s to ~2016
Previously there were fewer sources of information. Buyers spent more time with vendor representatives to gather information that they now obtain through other third party sources.
~2016 to ~2020
Access to information across the internet and ability to complete the entire buying process/evaluations independently changes dynamics.
~2020 to Today
Hyper connection of B2B peers through digital channels like social networks and communities scales advocacy, sharing and consumption of content, and other forms of word of mouth.
The reality is most companies don't have a *process* to develop new revenue programs and manage existing programs to fuel sustainable growth.
Instead, they find themselves in the midst of Revenue Chaos: the never ending pursuit of MORE and NEW initiatives with the hope that something—anything—will work.
Take a systematic approach for managing revenue development from initial experiments through to fully integrated revenue programs that are major contributors to your company’s growth.