Full-Funnel B2B Marketing Show Episode 33. #CEO: Relying on repeat business? Replace your sales & marketing with Revenue Operations with Erwin De Baetselier
Nov 19, 2020
22:23
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If repeat / recurring business is important for your company, maybe it’s time to drop your sales and marketing teams.
Let me explain.
If you are like most B2B companies I know, majority of your business will come from 10-20% of you best (repeat) customers.
And if this is the case for you too, maybe it’s time to replace individual marketing, sales and customer success teams with a single revenue operation team.
Today I spoke with Erwin De Baetselier, the CEO of Luceda Photonics who shares this vision — and has made it a reality.
You’ll learn:
* How to get the people who are used to working in silos - to switch to revenue operations
* Why you should reconsider how you incentivise your sales reps
* The main KPIs and who should have a leading role: head of sales, marketing or the client success officer?
* The main pitfalls of implementing an integrated revenue operations team
* How to (not to) approach a B2B CEO if you’re selling complex products or services?
This short 22 minute interview is packed with unique insights.
Erwin De Baetselier on LinkedIn: https://www.linkedin.com/in/erwindebaetselier/
Luceda Photonics: https://lucedaphotonics.com
If repeat / recurring business is important for your company, maybe it’s time to drop your sales and marketing teams.
Let me explain.
If you are like most B2B companies I know, majority of your business will come from 10-20% of you best (repeat) customers.
And if this is the case for you too, maybe it’s time to replace individual marketing, sales and customer success teams with a single revenue operation team.
Today I spoke with Erwin De Baetselier, the CEO of Luceda Photonics who shares this vision — and has made it a reality.
You’ll learn:
* How to get the people who are used to working in silos - to switch to revenue operations
* Why you should reconsider how you incentivise your sales reps
* The main KPIs and who should have a leading role: head of sales, marketing or the client success officer?
* The main pitfalls of implementing an integrated revenue operations team
* How to (not to) approach a B2B CEO if you’re selling complex products or services?
This short 22 minute interview is packed with unique insights.
Erwin De Baetselier on LinkedIn: https://www.linkedin.com/in/erwindebaetselier/
Luceda Photonics: https://lucedaphotonics.com