Solve It Stories - Revenue Grid ft Rand

SOLVE IT STORIES SOLVE IT STORIES How Revenue Grid helped Rand increase its new logo pipeline by 25% in a year. Rand Simulation helps organizations realize their product vision by incorporating engineering simulation technology into the product development process. Its engineering analysis software balances design performance with size, cost, design for manufacturing, and aesthetics. Rand Simulation’s sales organization was focused on generating a more qualified pipeline, but its traditional outreach methods for top-of-funnel prospects were not producing the results it needed. It needed The Revenue Grid platform is a more analytical data so that sales reps could focus on the leads critical component of our overall most likely to engage and convert. With lead-to-SQL conversions sales process, given its impact on needing improvement, Rand Simulation wanted to fix its revenue new logo pipeline production, leakage with a solution that would offer more efficient prospect sales rep consistency, and revenue engagement analytics for more focused sales follow-up and leaks mitigation. messaging refinement. JASON PFEIFFER, Vice President The Opportunity Businesses often need a way to spot and fix revenue leaks so that their growth and profits are not affected at any stage in the revenue generation process. How do they ... • Analyze data with AI to spot revenue leaks? • Implement changes to the sales process? • Measure the effectiveness of changes with advanced reporting? In the case of Rand, it needed a solution that would auto-capture all relevant sales activities so that it could make necessary changes to avoid revenue loss. It was able to do this with the help of Revenue Grid.

SOLVE IT STORIES SOLVE IT STORIES The Successful Outcome Sales Sequences were implemented to help sales reps automate customer engagement and make outreach faster and more efficient than ever. Revenue Grid provided 360-degree analytics data about the performance of every sequence, email, and recipient. With daily Revenue Signals, Rand Simulation could pinpoint the prospects most likely to engage and follow up with them through different communication methods until a connection was made. While Rand Simulation’s initial approach was to use Sequences to decrease top-of-the-funnel revenue leaks, it quickly realized Activity Capture greatly strengthened its existing Outlook-to-CRM integration. Since data is the foundation for revenue intelligence and any process improvement, it wanted to ensure more immediate and streamlined activity capture within its CRM. With the implementation of Activity Capture, Rand Simulation improved real-time CRM integration for more meaningful forecast reviews and even better visibility into early-stage revenue leakages. This has resulted in ... • 25% new logo pipeline increase over 12 months • 10% increase in new logo business over 12 months • Sales reps consistently executing effective behavior throughout the sales process Considerations for customers who are looking to fix their revenue leaks. • Rather than asking whether you have revenue leaks, ask how much your revenue leaks. • Using AI is necessary to detect leaks accurately. • Revenue leaks happen if your revenue engine is outdated and can’t handle dynamic sales processes. This means that no matter how many leads you get, your revenue won’t grow. • Using a Revenue Operations and Intelligence (RO&I) solution is the best way to detect how serious your revenue leakage is since these solutions can automatically identify gaps and produce actionable insights to fight leaks. Learn more Learn more about Revenue Grid for Salesforce on AppExchange.