Speaker: Dan Buljan, Director, CRM Operations, Conquer
Dan Buljan: Hello, my name is Dan Buljan. I am the Director of CRM Operations at Conquer. I help with revenue operations, sales operations, and SalesForce administration as well.
Choosing a RevOps Ally
Dan Buljan: Being able to partner with RenderTribe over the past year or two is really, really impactful. In fact, three key areas really stand out from being able to partner with them. One would be visibility, two would be resource allocation and three would be pipeline generation. The first one, visibility before RenderTribe came on, our leadership team really didn't have great insight into what was working, what was not working in terms of marketing operations, top of funnel, mid funnel, bottom funnel, the data and the information really wasn't there and wasn't reliable. So with Render ribe coming in, they helped not only set us up with a really quality data model for what needed to be put in place for marketing operations, but also helped us track those and enhance it with standard operating procedures so that we could get those reports and data visualizations into how operations were performing. With all that said our marketing team are resource-wise, we run very lean. So of course, we needed a partner to help partner with us in extremely strong capacity. And RenderTribe did that with us. It was terrific. Whether we were going through a change or launching a brand new product and we needed to partner with, you know, marketing to get out the right collateral or help getting the right tools in the right hands. RenderTribe was there to assist really in any type of role that that we were really aiming for and needing at the time. Lastly, pipeline generation. When it comes time at the end of the end of the day, all those marketing operations and marketing efforts, you know, how is that helping grow and generate pipeline. MQLs increased MQLs, SQLs, SQOs. Our pipeline coverage increased dramatically and of course, when it came time and those opportunities were marked as closed one and got across the finish line. Having those retrospectives and analyzing what was working well, what wasn't working well? We could come in and be more strategic in certain areas. RenderTribe always helped provide a good road map and also always top recommendations of where the company could best allocate resources and make sure that we were maximizing our current operating spend in the capacity that we have with the team.
Impact on Growth
Dan Buljan: So as our company continued to grow over time, there were challenges, unique challenges that we reached with every single phase of our RevOps journey that would be with a smaller head count or again, new product, new go-to-market sales motions every single step of the way, whether it was we needed an expert with procedural tactic-level, items, they were there with the right staff and the right people. On the flip side, if we needed something more as a fractional leader, a visionary, someone to help with a strategic focus for executing a greater plan they stepped up with the right resources and the right vision to help lead us in that direction as well.
Dan Buljan: And they did everything, everything I just described with the lens of again, sales and net new sales. Also again, with the customer success side and growing the existing client base. It was a really, really great engagement and it was great to have a partner that you could rely on knowing that no matter what type of service or type of support we need RenderTribe will be able to bring the right staff to the table to help our company grow.
RevOps Expertise
Dan Buljan: In partnership with RenderTribe, they'll most likely with their expertise, find other areas that you've documented within your internal process that of course can be improved, but more importantly, drive more revenue for the organization, for the company.
Dan Buljan: And they're not only going to help you with those big items, those big initiatives that move the needle in the right direction, but also help with a project plan to get all that in place.
