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3 Solutions to Automate Your RevOps Processes

Jun 23, 2022
3-Solutions-to-Automate-Your-RevOps-Processes

Revenue operations (RevOps) teams are overwhelmed with multiple projects on the go and constantly feeling underwater. 

You’ve probably seen this often in your day-to-day role. When marketing, sales, and customer success ops teams aren’t fully aligned, processes are broken, data is messy, and customer journeys are fragmented. 

This begs the question: How can your team focus on innovative, revenue-impacting projects that move the needle while keeping the engine running?

In this article, we’ll explore three solutions for marketing, sales, and customer success ops teams that will save your team valuable time to focus on the projects that matter.

Turning lead generation into a well-oiled machine

Marketing operations (Mops) face the ongoing challenge of integrating and optimizing a growing tech stack to ensure that leads move quickly through the funnel and into sales.

Marketers usually rely on multiple strategies and channels to generate leads. These range from paid leadgen campaigns on social media and search engines to static and dynamic digital forms spread across different websites and landing pages. 

With so many touch points, marketers also face the challenge of collecting and classifying large amounts of lead data. 

More often than not, this task is done manually, resulting in errors and demanding too much time from the marketing team on a recurring basis. 

The solution to effectively solve this blocker is to automate the process end-to-end. 

Let’s take a closer look and see how you can automate your lead generation activities.

1. Automatically collect lead data from paid lead generation campaigns

LinkedIn Lead Gen Forms are among the most relevant lead generation products a marketer can turn to when advertising on LinkedIn.

However, when a lead submits one of these forms, the problem of collecting the data remains the same, consuming time and creating a “domino effect” that increases lead response times and impacts the conversion rate of campaigns.

The solution to this problem is both simple and effective: By connecting LinkedIn Lead Gen Forms to a spreadsheet, you can automatically collect all the incoming lead data the moment leads submit it.

automated-lead-generation-linkedin-lead-gen-forms

On the plus side, you’ll find this Make scenario readily available as a template

2. Automatically collect data from static and dynamic web forms

Static and dynamic web forms displayed across a company’s web pages suffer from the same issue as paid lead gen campaigns - if you are manually collecting the submissions, a number of hot leads will turn cold due to the time it takes to do so.

Similarly, you can leverage Make to automatically collect form submissions and focus on qualifying the leads rather than moving data from point A to point B.

typeform-google-sheets-lead-generation

Sales operations: Frictionless lead routing to increase conversion rates

Sales operations (SalesOps) look for ways to create frictionless sales processes and work with Marketing to ensure that inbound leads reach sales. 

However, 50 - 70% of marketing leads sent to sales don't receive follow-ups and are lost in the process or assigned to the wrong sales rep. 

These inefficiencies slow customer response times, stagnate deals, and lose revenue for your business.

Fortunately, the entire lead routing process can be easily automated. 

Below, you’ll learn how to instantly assign and route incoming leads to global sales reps faster than ever.                                         

1. Automated lead routing 

In this scenario, a webhook ‘listens’ for new signups on your website, and when a contact form is submitted, the automation is instantly triggered. As part of the process, Make checks your CRM to see if the lead exists, and if it doesn't, it will create and assign it to a sales rep.

lead-routing-management-scenario

2. Dynamic routing 

Did you notice the three different Slack routes? Since each sales region has a dedicated Slack channel, Make allows you to set up dedicated routes to improve customer follow-ups and visibility of all the incoming leads within the sales region.

Check out our lead routing management demo video to find out how companies have seen a 25% increase in the conversion rate of leads to meetings.

Sales are key to increase revenue, but do not represent the end of the line. With this in mind, let’s see the role of automation in the post-sales stage, and how it can streamline onboarding processes for a superb customer experience. 

How to automate onboarding in your customer success operations 

Customer onboarding needs to be crisp and turn into a great experience for new customers. 

However, this is often not the case. Usually, onboarding is done manually, resulting in slow execution and loss of information throughout the onboarding stages.

This leaves customers frustrated and more prone to churn.

To break down these silos and provide a seamless onboarding experience, we’ll show you how to automate onboarding processes to get customers up and running in no time

Automated customer onboarding 

A nimble customer onboarding experience is crucial, but also involves multiple moving parts - such as customer data, sensitive documentation and training sessions.

To avoid chaos and save the newly-acquired customer from a poor onboarding experience, automation is the answer.

Take the scenario below, for example. Typeform triggers the automation instantly once it has received information from your customer. Sensitive documents are automatically uploaded and stored in Google Drive for safekeeping. 

Next, customers get invited to a kick-off call to discuss the next steps, and training resources are made available to them as well.

 onboarding-process-typeform-google-drive

Then, another scenario closes the circle by providing the customer with all the key data it needs over Slack. Lastly, further training sessions are automatically set up and sent out.

Solutions like these allow you to forget about reaching out to IT for requests and other cumbersome tasks that impact the customer onboarding experience.

onboarding-process-service-now-calendly

To learn more, check out our customer onboarding demo video on how companies are ramping up their onboarding with Make.

Final thoughts 

The goal of your RevOps team is to deliver innovative projects that move the needle for your business, and not to battle with clunky processes on a constant basis.

The solutions we showcased are available right now to help ease the burden on your ops teams: 

1. Manage and distribute lead-generating content on multiple digital platforms at once.

2. Accurately route leads to global sales reps.

3. Offer a seamless onboarding experience so that customers adopt your product faster!

Plus, this is just a small sample of what you can achieve with Make. To learn more, get a personalized demo with a Make expert and see how we can help support your RevOps business goals.

Dean Maree profile

Dean Maree

Product Marketing Manager at Make. Passionate about tech and B2B product marketing. A sports enthusiast that also enjoys a run in the forest or a relaxing day out at the beach.

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