Welcome to RevOps After Dark, where we get straight to the revenue-team/revenue-process news that you (hopefully, probably) care about.
This week, we’re covering:
- Messaging App Conflation 💬
- Win-Loss Analysis Education 🍎
- Programmatic Ad Invalidation 😰
Let’s talk RevOps!
Tools & Software News
👕 Free “This Meeting Could’ve Been An A.I. Summary” T-shirts for everyone!
The robots are coming for those meetings (oh, you know the ones. Unproductive. Dumb.) A.I. is set to help you catch up to speed, whether you like it or not. Both Google and everybody’s favorite video-tool-named-after-an-ancient-textile-based-apparatus, Loom, announced their A.I.-based features are ready for Big Time. Google’s Duet A.I. basically attends meetings FOR YOU, while the asynchronous Loom’s new features remove silence and filler words, while also auto-generating just about everything.
🤤 Speaking of Google: They’re looking (hungrily) at Slack & Teams
You may have missed this one, as it was buried in a quiet corner of the Google Workspace Blog (which we for some reason read): Google is planning to team up with the interoperability champs at Mio to weave together G-Chat with Slack and MS Teams for a one-size-fits-all messaging platform. Honestly, it’s high time that the Montagues and Capulets of the messaging world finally handshake-emoji and end this feud before any more drama. 🤝
🧠 New & Cool: Get SMEs to have a look at stuff first
(Another disclaimer: This section isn’t something anybody paid for or asked to be included in my sharky friends.) (This one hits close home for the Rattle team because we’re always trying to literally tackle our RevOps team.) (Our ICP is RevOps for crying out loud!)
Revenue teams are needy. We're always going on and on about how we need expert input — and how. Decks. Emails. Ebooks. Hell, even whatever enablement's working on over there could use a second look, right? The problem is that SMEs are surprisingly hard to track down, tackle, and hold still so you can wrench open their eyelids and shout “LOOK, LOOK AT THIS WHITE PAPER." RevMyWork seems to have solved that with a lot less of the Clockwork Orange vibe. This all to say: Very cool stuff.
Strategy & Tactics
🏆 Win or Lose, It's How You Analyze the Game
Kaylee Edmondson, VP of Marketing at the red-hot Refine Labs, recently wrapped up a win/loss analysis and here's the gold: Align messaging with what truly resonates TO YOUR AUDIENCE BY JOB TITLE can make or break those deals. So when you’re looking at that win/loss analysis: “[t]here's bound to be a trend you uncover that shows which titles are most associated with closed lost deals,” wrote Kaylee. “This creates an open lane for you to dig deep and identify what's not resonating with this persona and experiment ways to address.” The rest of her post is the LinkedIn equivalent of a Grand Slam. (The Denny’s dish, not the baseball term.)
🌪️ Product knowledge: A distraction when onboarding SDRs?
Daniel Huang, self-described "former #1 SDR over at Hubspot," recently made the case for stripping away the obstructions of bringing on new reps including, get this... learning about the product. Wait. What things should new XDRs be learning, you ask, if not THE PRODUCT THEY’RE SELLING? Pretty much everything else! Check out his insightful post here. (Even the comment section is a gold mine of thinking about the order of onboarding operations).
🛑 A RevOps Failure to Launch Story?
If, in 10 years, ex-RevOps pros look back and say “Ah, we let that one slip through our fingers!” Jeff Ignacio, an increasingly influential dare-we-say RevOps influencer, knows why. He put a list a short-together on how the beloved function may not measure up to massive modern expectations. (Psst: His list includes not being strategic enough). Some great things to keep in mind as you position yourself internally, externally, and extraterrestrially. Read it here.
😰 Don’t sell directly to RevOps (Uh... crap?)
“Revops is an influencer but not the buyer” says CEO and prodigious hater, Andy Mowat. (We’re kidding! Andy’s fantastic) (and totally wrong 💅) He then goes on to make a somewhat compelling argument. But what do you think? Is he wrong or EXTRA WRONG? Feel free to dogpile him in the comments. But seriously: be nice. (Ish.)
The Revenue Rundown
Some other revenue teams news stories that might affect you somehow
— The Lil Marketing Automation Engine That Could, Klaviyo, is going public — thus forcing a ton of us to actually learn whether it’s pronounced CLAY-vee-o or CLAV-ee-o. (here)
— Pixelate found that nearly 1 in every 5 clicks — 17% — on programmatic ads are invalid. There’s no other word to sum this one up but: “Ouchie.” Or just “Yikes.” (presser)
— The LinkedIn engineering team shared some insights into the new changes to their algo (which are certainly welcome) (*Screencap of a bullshit tweet* AGREE?) (here)
The Ad-hoc
🌉 For Dreamforce, San Francisco Ain’t the Treat It Was
Construction crews have begun erecting the annual huge wooden totem of Salesforce CEO Marc Beneiff, marc-ing the arrival of Dreamforce to the city that built itself on Rock-n-Roll. (And obv, we’ll be there). But this may be the last year the headliner conference finds itself in the City by the Bay (and I swear to all that is holy it better not be replaced by Austin). Benioff cited the city’s troubles with “homelessness and drug use” as reasons behind the potential move. Read the story here.
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And that's it for this week!
We'll be back next Thursday night with more news, more tips, and uh.. more!
Thanks for reading — and remember, you always can reach out to us at hello@gorattle.com for any questions, comments, concerns, or a pronunciation tips.
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