The RevOps-Approved Product-Led Growth Stack 
Iceberg RevOps Blog
by Kerry Campion
1y ago
Table of Contents What Makes a PLG Growth Stack Different? The Full Version of the Product-Led Growth Stack  Customer-Relationship Management (CRM) Software  Marketing Automation Platform (MAP)  Sales Engagement Platform (SEP)  Sales Enablement Tools Product Analytics Tool Lead Scoring Tool Sales Automation Tool  Steal this Stack: The MVP Product-Led Growth Stack  Who Owns Your PLG Growth Stack?  If you’re clear on your end-goal, then you’re ready for these systems.  Next Steps You’re here because you know that implementing the right systems is a ..read more
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Hit Turbo on Your PLG Sales Motion: a 4-Point Action Plan 
Iceberg RevOps Blog
by Team Iceberg
1y ago
Table of Contents What is Product-Led Sales (PLS)?  Why the Best Sales Teams are Excited about Product-Led Sales How to Kick-Start Your PLS Motion: a 4-Point Action Plan  1. Get Cross-Team Buy-In  2. Define Your PQLs & PQAs  3. Build your PLS Tech Stack  4. Automate as Much as Possible  Success with PLS  FAQs Next Steps to Skyrocketing Your PLG Motion Reach out to Iceberg More from our PLG Series Learn More About Our Services As the lead volume in your PLG motion grows, it becomes too easy to let high contract value deals slip through the cracks ..read more
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The Benefits of PLG: why more B2B Companies are embracing it
Iceberg RevOps Blog
by Kerry Campion
1y ago
Table of Contents The Benefits of PLG at a Glance More Efficient Sales Process: introducing Product-Led Sales (PLS)  Improved Product Roadmaps Predict Churn with more Accuracy  Shorter Time-to-Value (TTV) Optimize Customer Acquisition Lower Customer Acquisition Cost (CAC)  Do You Have the Infrastructure to Support PLG? Find Out Where to Start More B2B buyers want the B2C experience: side-step the traditional sales-led approach and experience the product for themselves before deciding to upgrade or not. Enter product-led growth, a strategy that focuses on driving user adop ..read more
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10 Product-led Growth Metrics You Can’t Afford to Ignore
Iceberg RevOps Blog
by Kerry Campion
1y ago
Table of Contents What are Product-Led Growth Metrics? How are They Different from Sales-Led Metrics? What Makes a Metric Worth Tracking? Insights From Operations Professional, Jason Thomas  10 Key Product-Led Growth Metrics You Can’t Afford to Ignore Customer Acquisition Cost (CAC) Average Revenue Per User (ARPU) Customer Lifetime Value (CLV) Free Trial / Freemium Conversion Rate Expansion MRR Time-to-Value (TTV) Product-Qualified Leads Product-Qualified Accounts Feature Adoption Rate Logo Churn  Net Revenue Retention (NRR) Marketing Qualified Lead (MQL): is it outdated for PLG ..read more
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How Product-Led Growth is Shaping B2B SaaS
Iceberg RevOps Blog
by Kerry Campion
1y ago
Table of Contents Primer: What is PLG? How is Product-Led Growth Changing B2B Sales?  Product-led sales (PLS): Modifying your sales funnel Significant Changes in Your Funnel Metrics Product Qualified Lead (PQL) Product Qualified Account (PQA)  When to Keep the Marketing Qualified Lead (MQL) The Growth of Bottom-Up Sales: are top-down sales dead? Increased Sales Team Efficiency  Is Your Company Ready for the PLG Tidal Wave?  Few stores have been as carefully designed as the Apple Store.  When you walk into one you’re immediately drawn to the products that are p ..read more
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Why Does This RevOps Expert Think Forecasting is Overrated? Let’s Debate.
Iceberg RevOps Blog
by Kerry Campion
1y ago
Does forecasting matter to a company that’s pulling in less than $1m ARR?  What factors should sales leaders be taking into consideration when forecasting?  Is forecasting overrated? What should you focus on instead? These were all questions that came up from a recent RevOps Roundtable for Saleshackers that Iceberg founder, Taft Love, did along with 4 other RevOps specialists (Jackie Leahy, Ana Pau, TJ Macke, and Krystal Diel).  Their discussion about forecasting brought up some valuable insights that are particularly relevant to VPs of Sales in scaling companies, so we’d like ..read more
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Salesforce Specialist: roles, responsibilities, salary, and hiring
Iceberg RevOps Blog
by Team Iceberg
1y ago
Hiring a Salesforce specialist to build out reports and dashboards has never been easier thanks to the proliferation of global freelancers willing to do that type of work at a very affordable rate.  But hiring an experienced Salesforce consultant with the ability to zoom out, evaluate your current processes, and build out custom solutions that resolve the root causes of your unreliable data is a bit tougher.  In this guide we’ve pooled our combined 50+ years of experience working with Salesforce to help you find the perfect Salesforce specialist for your company.  Table of Con ..read more
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Marketing Ops Specialist: roles, responsibilities, salary, and hiring
Iceberg RevOps Blog
by Team Iceberg
1y ago
If you gave your marketing team $10,000 where should they spend it and what ROI can you expect in return?  What qualifies a lead to achieve MQL status? Does everyone in your marketing team agree on those parameters? When CMOs and marketing departments struggle to answer questions like these it’s a sign that they need to invest in marketing operations.  Bringing on a qualified marketing ops specialist is a must for any scaling company who is moving beyond manual processes and needs their marketing tech (MarTech) stack to accurately report the current state of their marketing campaign ..read more
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Revenue Operations (RevOps) Specialist: roles, responsibilities, salary, and hiring
Iceberg RevOps Blog
by Kerry Campion
1y ago
Table of Contents What is a Revenue Operations Specialist? The Responsibilities and Duties of a RevOps Specialist Must-have Reporting Software for a Revenue Operations Specialist  Average Salary of a RevOps Specialist How to Hire a Revenue Operations Specialist Questions to ask a RevOps Agency before hiring them:  Revenue Operations Specialist Job Description Template To Hire or not to Hire a Revenue Ops Specialist? How We help RevOps Specialists FAQs About Hiring a RevOps Specialist Back in the day there wasn’t much need for revenue operations.  Hand-offs between Mar ..read more
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