Calculating ROI of a revenue intelligence platform

Businesses are recognising the need to change their approach to growth and for many, this starts with adopting a revenue operations (RevOps) model

RevOps has been on the corporate agenda for some time, but rapid changes to the way we all work, buy and sell have fuelled the need to accelerate this transformation.

A revenue intelligence platform can aid the transition toward sales data-driven decision-making that underpins a RevOps model. 

So, how does this translate into a measurable ROI? 

With a revenue intelligence platform, there is the potential for b2b businesses to achieve up to:

  • 24% increase in win rates
  • 12% average revenue growth
  • 93% forecast accuracy

But with various options available, and shrinking budgets leaving very little room for error, it’s essential to pick the right solution – a solution that will contribute to ROI in the following ways:

Accelerated sales process

A revenue intelligence platform can provide rich insight into the health of your pipeline. How likely is a deal to close? Is it being managed in the best way? Is there an opportunity to upsell or cross-sell? 

Businesses with a revenue intelligence platform can help sales reps save 100s of hours otherwise spent on qualifications, and free-up up to 60% more time to convert sales. Profitable deals are identified and moved through the pipeline quicker, meaning more deals close and more revenue is generated. Companies should also look for solutions that can provide granular insights into each deal and help sales reps to identify what they need to know to maximise deal potential and convert quickly.

Solutions can also be scaled to unlock a new level of insight into the performance of teams, divisions or regions. 

Reduced cost of sales and training

Many revenue intelligence solutions are capable of highlighting whether a deal is going well or not but businesses should seek a solution that goes a step further, providing insight into why.

Armed with this intelligence, and with best practices shared across the team, reps are more likely to close deals. Not only does this mean more revenue for the company, but also reps are more likely to hit their targets and remain motivated, therefore boosting staff retention. 

Tailored coaching and training are also proven to reduce onboarding costs. Our client IRIS Software Group achieved a 20% decrease in time spent onboarding new recruits, an area which many businesses are struggling with in the new hybrid environment. 

Accurate profit-generating decisions

Most organisations lack the tools and data insights to accurately assess the deals in their pipeline, resulting in low levels of forecast accuracy. But regularly achieving your forecast delivers stability to the business and creates the predictability required for growth. 

A revenue intelligence platform will unlock, synthesise, and learn from the actionable, real-time sales intelligence that’s hidden in CRM and other tools used in your business every day to attain the highest levels of forecast accuracy available on the market today. 

With a clear picture of the direction of the business, leaders can make informed choices in key areas such as resourcing and recruitment. Now more than ever, businesses cannot afford to waste money and making cost-effective decisions is vitally important.

The right revenue intelligence platform can help businesses boost productivity, increase operational efficiency, and unlock new levels of forecast accuracy, resulting in a deeper understanding of – and greater control over – the direction they are heading in. 

To discuss the ROI your business can expect from working with Cloudapps, contact us.