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Putting RevOps Lessons into Practice to Unlock Revenue Growth

Download the PDFFinancial information documents surrounding a computer

For many years, marketing, sales, and customer success departments operated as separate teams, sometimes actually working against one another. Each department was concerned only with the role it played in the customer journey. Often, the left hand of an organization had no idea what the right hand was doing.

RevOps: Left Hand Meet Right Hand

RevOps, or Revenue Operations, has been a game-changing strategy for B2B organizations. Using a RevOps mindset, companies can align the many, many activities of their go-to markets teams into one bigger organizational goal. With a RevOps strategy, all customer-facing teams coordinate their efforts to address the customer at each stage of their journey.

RevOps is the one team that has a 50,000-foot view of the customer journey. They know and own all the tools, systems, and processes your sales, marketing, and operations teams use and how they overlap.  

In previous articles, we pinpointed the circumstances which can derail many well-meaning RevOps teams. Then, we showed you the strategies successful companies use to leap over those obstacles and drive revenue and helpful tools to get there. Now, we want to help you put that knowledge into action to unlock your organization’s revenue growth.

The Most Common Pitfalls

To recap, we believe the most common challenges teams face in successfully implementing RevOps fall into three categories:

  • No strategy
  • Too much friction in the buying process
  • A disconnect between departments

Lessons Learned to Keep RevOps On Track

To avoid these hazards, we have seen successful companies do the following:

  • Set up clear, streamlined business practices and identify the proper tools to prevent revenue loss and drive sales
  • Prioritize customer relationships
  • Create a customer-centric culture

P.S.P. -- Your Roadmap To RevOps Success

We suggest a 3-point plan to help you enjoy the full benefits of Revenue Operations. We call it the P.S.P. Plan.  

P is for PROCESS - Pinpointed Growth Tools and Requirements

The right systems will help you meet your goals faster, more consistently, and with more accuracy. Consider the technological resources needed to gain insight from performance and support processes for sales, marketing, and service. Having everyone onboard will only make operations run smoother.

Windward Hub allows collaboration, a centralized view within your CRM, and plenty of integration options so both your team and all your technology will get along nicely.

Let Your Team Stick With What They Know

While you are removing steps and duplication for your sales team, it’s important not to change everything all at once.  Find a document generation software that will play nicely with your existing tools. Windward Hub, for example, works with the tools your team already uses, such as Microsoft Dynamics, HubSpot, and other CRMs. Windward Hub makes it simple for your sales team to generate and send documents within HubSpot or your current CRM. A seamless end-to-end workflow automates document-related tasks and keeps your team producing custom collateral and proposals at incredible speed.  

Don't Duplicate Processes

According to Forbes, the average salesperson will spend 900 hours a year on administrative tasks. Nine hundred hours! That’s not exactly a salesperson operating at peak efficiency, is it? Often, your folks may need to retrieve data from multiple sources on your documents. Accordingly, whatever document generation (docgen) tool you use must have the ability to simultaneously support various data sources and process data. With Windward Hub, this is a snap.  Windward Hub can connect to multiple data sources, allowing your people to design templates in minutes.

With Windward Hub, sales teams can customize and send professional sales documents with just one click. No developers are required; sales teams can just log in and go.

S is for SYSTEMS - Creating a Strong Data Foundation

At this point, due to organic growth, your company is probably using lots of different tech products across your company. Software like enterprise resource management (ERPs), sales engagement platforms (SEPs), customer relationship management (CRM) tools, and content management systems (CMSs) are just a handful of the core elements for companies to organize their front-end operations. Not to mention the back-end platforms like communication applications, project management software, accounting programs, and a host of other products necessary for operations.

Ultimately, your tech-stack needs to be interconnected, and there should be an outlined process for each tool. Documentation of your platforms is an integral part of RevOps. Time to insight is shorter, and those insights are more complete for when sales, marketing, and customer success go to use them. You’ll also reap the benefits of being able to tap into the same data for planning and budgeting purposes. Tools like Windward Hub enable sales, marketing, and customer ops to be on the same page about the go-to-market model.

Windward Hub works with the tools your team is already using. Plus, Hub can auto-populate documents from multiple sources at once. Not only does this personalize documents, but it also ensures that the data pulled is the correct data. Suppose all documents are pulling data from approved sources for contracts/proposals/quotes, etc. In that case, sales teams don't need to worry about possibly offering up the wrong data in their communication. That puts your entire team on the same page, saving time and avoiding chaos.

Cleaning Up Data and Processes Isn’t Sexy or Fun, But It’s Worth It

A major key to RevOps success is making sure everyone on your team is “speaking the same language” when it comes to data. That may mean sitting down and looking at the entire customer experience holistically. It could mind-numbing work to clean up data and redundant data processes. But getting it right (or doing it right the first time) is one of the most important steps toward generating new revenue for your organization and optimizing experiences for your customers and your staff.

P is for PEOPLE - Orchestrate Meaningful Experiences

Ultimately, you are trying to create streamlined workflows to free up your team to spend on revenue-generating tasks.  You are removing the tedious tasks of manually creating documents and eliminating the fallout that is bound to happen without a centralized system. Your sales team will have more time to dedicate to nurturing prospects and closing deals. With the right systems in place, teams can collaborate on cross-functional engagement that leverages technology from sales, marketing, and/or customer success tools.

A shared tech stack and data foundation make it possible to design experiences the way the customer sees them. This customer-centric perspective does a better job of creating, automating, and scaling experiences customers find valuable. Delivering fast, informative, and personalized proposals, contracts, and quotes, and other documents is a way for companies to stand out for the relevance of their overall engagement.

The Customer Journey Isn’t A Straight Line

It's really more of a squiggle since your customers will reach your brand via many different channels, and at various points along the way in the buying process. Often, their journey isn’t a linear progression. They zig forward and backward along the way. Your organizational structure needs to account for this fact.

Start creating and sharing gorgeous, data-enriched documents with Windward Hub. Get started with a free trial today.

Tags Start & End

Tags Can Start & End Anywhere

Appendix B

.NET code for multi-page image output

Appendix A

Java code for multi-page image output

Data Bin Search

The Data Bin can now be searched to find a table, column, node or other piece of data without scrolling through it all.

Shrink to Fit

This will shrink the contents of a cell until it fits the defined cell size.

Time Zone Conversion

A new Windward macro has been added to help with converting dates and times from UTC time to the local time zone.

Image Output Format

New image output formats added.

PostScript Output Format

PostScript, commonly used with printers and printing companies, has been added as an additional output format.

New and Improved Datasets (Designer, Java Engine, .NET Engine)

Datasets have been re-written from scratch to be more powerful and easier to use.

Stored Procedure Wizard (Designer)

This works for all tag types that are connected to a SQL-based data source (Microsoft SQL Server, Oracle, MySQL, or DB2).

Boolean Conditional Wizard (Designer)

Before, conditional statements could only be written manually. Now they can also be built using our intuitive Wizard interface.

Reorganized Ribbon

The ribbon menus have been re-organized and consolidated to improve the report design workflow.

XPath 2.0 as Data Source

Adds various capabilities such as inequalities,descending sort, joins, and other functions.

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SQL Select Debugger

SQL Select  Debugger

  • The look and feel was improved
  • Stored Procedure Wizard
  • Improved Exceptions pane

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Tag Editor/Tag Selector

Added a Query tab as a field for typing or pasting in a select statement

  • Color Coding of Keywords
  • TypeAhead
  • Evaluate is now "Preview"

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Rename a Datasource

All tags using that Data source will be automatically updated with that name.

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Connecting to a Data Source

New single interface to replace 2 separate dialog boxes

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Tag Tree

Displays of all the tags in the template, structured as they are placed in the template. This provides a simple & intuitive way to see the structure of your template. Also provides the capability to go to any tag and/or see the properties of any tag.

Added Javelin into the RESTful Engine

If you've just discovered us, we're excited. Learn more about Windward document automation software now.

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Support for Google Application Engine Integration

The ability to integrate the Windward Engine into Google’s cloud computing platform for developing and hosting web applications dubbed Google Applications Engine (GAE).

If you've just discovered us, we're excited. Learn more about Windward document automation software now.

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Additional Refinement for HTML Output

  • Improved indentation for ordered and unordered lists
  • Better handling of template header and footer images
  • Better handling for background images and colors

If you've just discovered us, we're excited. Learn more about Windward document automation software now.

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Redesigned PDF Output Support

This new  integration will allow for processing of complex scripts and bi-directional  text such as Arabic.  Your PDF output  will be much tighter and more closely match your template, and we’ll be able  to respond rapidly to PDF requests and fixes.

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PowerPoint Support

Includes support for new ForEach and slide break handling, table header row repeat across slide breaks, and native Microsoft support for charts and images.

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Tags are Color Coded

Tags are color coded in the template by type, making it easy to visually identify them.

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Increased Performance

Version 13’s core code has been reworked and optimized to offer a reduced memory footprint, faster PDF generation and full documentation of supported features and limitations in the specifications for DOCX, XLSX and PPTX.

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Advanced Image Properties

Documents can include advanced Word image properties such as shadows, borders, and styles.

If you've just discovered us, we're excited. Learn more about Windward document automation software now.

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Improved HTML Output

Windward has updated HTML output to reflect changing HTML standards.

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Version 13 New Data Sources

Windward now works with a slew of new datasources: MongoDB, JSON, Cassandra, OData, Salesforce.com

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Generate Code

The Generate Code tool in the designer allows you to open an existing template and, with a click of a button, automatically create a window with the code needed to run your current template with all data sources and variables. Simply copy this code and paste into your application's code in the appropriate place. You now have Windward integrated into your application.

You only need to do this once. You do not do this for each template. Instead, where it has explicit files for the template and output, change that to parameters you pass to this code. Same for the parameters passed to Windward. This example uses explicit values to show you what to substitute in where.

Pivot Tables Adjusted in Output

Any pivot tables in an XLSX template are carried over to the XLSX output. The ranges in the pivot ranges are adjusted to match the generated output. So your final XLSX will have pivot tables set as expected in the generated file.

This makes creating an XLSX workbook with pivot tables trivial.

Imported Template Can be Set to Match the Parent Styles

In an imported sub-template, if its properties for a style (ex. Normal) differ from the parent template's properties for the style, the use in the sub-template can be set to either use the properties in the sub-template, or the properties in the parent.

You set to retain when you don't want the child template's styling to change when imported. You set to use the parent when you want the styling of the imported template to match the styling in the parent.

Any explicit styling is always retained. This only impacts styling set by styles.

Tags can be Placed in Text Boxes

Tags can be placed in text boxes. Including linked text boxes. This gives you the ability to set the text in a textbox from your data.

Tags can be Placed in Shapes & Smart Art

Tags can be placed in shapes & smart art. This gives you the ability to set the text in a shape from your data.

HTML Output Supports Embedded Images

When generating HTML output, the engine can either write bitmaps as distinct files the generate HTML references, or it can embed the images in the HTML providing a single file for the output.

Footnotes & Endnotes can Have Tags

You can place tags in pretty much any part of a template, including in footnotes & endnotes.

Document Locking Supported in DOCX & XLSX

Any parts of a DOCX or XLSX (PowerPoint does not support this) file that are locked in the template, will be locked the same in the output.

Specify Font Substitution

If a font used in the template does not exist on the server generating a report, the font to substitute can be specified.
In addition, if a glyph to be rendered does not exist in the font specified, you can specify the replacement font. This can be set distinctly for European, Bi-Directional, and Far East fonts.

Process Multiple Datasources Simultaneously

If you need this - it's essential. And if you don't need it, it's irrelevant.

Windward enables you to build a document by applying multiple datasources to the template simultaneously. When Windward is merging the data into a template, it processes the template by handling each tag in order, and each tag pulls from different datasources. (As opposed to processing all of one datasource, then processing the next.)

This allows the select tag to use data from another datasource in its select. For example, if you are pulling customer information from one data source, you can then pull data from the sales datasource using the customer ID of the customer presently processing to pull the sales information for that customer. If you're interested in patching together your data from multiple datasources, read this post on our blog.

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