New Year, New(s) Letter
Revenue Growth Guide - Feb '23
Happy February and welcome to the brand new home of Go Nimbly’s monthly newsletter, which we’re calling the Revenue Growth Guide.
First, a little housekeeping:
Hi! My name is Kristi, and I’ll be dropping into your inbox each month to talk RevOps, PLG, and all things growth-and-revenue-related.
While it will be my fingers typing these letters, I’ll be leveraging the experience, knowledge, and wisdom of the whole Go Nimbly team to talk about the work we’re doing with our customers, what we’re seeing in the industry, and more.
Have questions for us? Feel free to send me an email!
Let’s Talk Prioritization
Do you have a long list of things you want get done this quarter? I know the feeling, which is why I’m using this month’s letter to talk about the importance of intentional prioritization.
When there are things constantly being thrown at us–as is often the case for operators and leaders alike–it can be difficult to know what to prioritize and what to say ‘no’ to. This can lead to broken SLAs, friction between teams, an an overall lack of focus and alignment. It can also make you feel like you’re constantly fighting fires, rather than doing the kind of strategic work that moves your business forward.
Types of Gaps
So, how do we identify what work needs to be done? Aside from requests from other stakeholders and keeping the business running smoothly, we can look at three types of gaps:
CX gaps are the gaps your customer is feeling today. Fixing these will usually give you the biggest conversion boost.
Scale gaps are the gaps that will hurt your ability to scale the business. These are the gaps your customer will feel as you grow, and should be addressed proactively.
Efficiency gaps are things that may be slowing you down or causing pain internally. It’s important to be mindful, though, that these may send you down a rabbit hole of trying to over-architect or automate, when other work would be more impactful.
Cross-Functional Goal-Setting
Lack of cross-functional communication and failure to collaborate on setting goals also make prioritization much harder, if not impossible.
Without high level revenue goals to guide strategy across the go-to-market teams, people end up doing a ton of reactive work, which might keep things running but doesn’t necessarily move your business towards its next inflection point.
Get a regular meeting on the calendar to give go-to-market and revenue leaders the space to get together and talk about the goals of the business and how each function will contribute to achieving them.
Even Over Statements
When it comes down to it, prioritization is about making trade-offs. Even over statements are a high-level way to establish what matters most to your team and organization as a whole.
For example, when you think about the most important qualities and/or goals of your brand, you probably have 3-5 things that come to mind. Because we are mere mortals, it’s not possible to be everything all the time.
Sometimes it’s necessary to prioritize speed over something like perfect design. Other times, you’ll need to focus on profitability even if it means putting some more innovative, experimental work on the back burner.
Next Month…
We’re going to talk about operational roadmaps, round up some good reads, and share some unpopular RevOps opinions from our CEO, Jen.
Have a topic you want this letter to cover? Let me know!