Sustainable revenue growth requires that adjacent operational processes and routines are efficient and fit for purpose.
OPERATIONAL EXCELLENCE
WALK AB has a set of models to ensure that there are enablers in place to simplify and enable high revenue growth. Efficient and fit for purpose operations are key to allow growth focus. Long term growth will not fly without sound basics.
Successful tech & SaaS businesses are basically measured on a high recurring revenue per unit and churn. Operational excellence intiatives help you drive customomer insight and reduce churn so your company can grow and scale!
We recommend and prefer an end-to-end performance management framework, that includes how marketing, sales and customer success perform. cNPS, winrate, project margins, pipeline to sales ratio, lifetime value, ETC… it’s important that there is a framework, that is easy to use and maintain and is maintained. A disciplined performance management system and culture is a safe seed to secure harvest of high growth.
Sales, marketing and customer success staff should not spend time on producing basic content – fit for purpose sales tools should be available for the closing, first customer meeting or project handover and delivery. Most SaaS-businesses lack a full package of tools and most do not need them all. However, re-inventing the wheel while not sharing best practice within the company or even worse, not having sufficient structural capital on key processes can have negative impact on growth. WALK AB can help to establish best-practice sales and commercial tools that leads to more sales and pipeline per commercial FTE.
High paced growth requires that a model is in place so that new and existing customers are given delivery dates that satisfy buiness needs.
CUSTOMER JOURNEY
How are new clients handled vs existing? Larget accounts, tail customers and opportunistic accounts? Setting the right strategy for the right type of client segments frees up focus and energy that can we exploited to accelerate growth.
What are the most important SaaS-metrics in the company? Certain SaaS and technology companies have hundreds of metrics, some none. We help out with best-practice so as to secure a framework on how to measure and maintain an easy to use structure so the metrics can be tracked over a multiyear period and serve the growth of our client.
REVENUE LEAKAGE
Complex pricing models, license keys, third parties, lack of fit for purpose contract and/or invocing systems. Reasons are many of why SaaS companies have up to 5% revenue leakage. WALK AB can help identify and pilot solutions to recover and stop revenue leakeage.
CONTRACTS & DEAL DESK
Who owns the contracts? Who quality assures the deal deviations? Where are the contracts stored. When should the indexation be done. Having control of your and your customers contractual obligations frees up time for commercial and finance and is a basic foundation to secure profitable growth.
FUNCTIONAL NET PROMOTOR SCORE AND CUSTOMER SURVEYS
Modern CRM and Customer Success Platforms allow for frequent customer suryves - after customer win, first delivery and so forth, churn of existing client or loss of new sales cases.Gathering customer feedback and functional NPS could dramatically improve customer insght.
