bunny B2B RevOps Principles for SaaS User Guide

bunny B2B RevOps Principles for SaaS User Guide

Automate early

Economies of scale is the most important strength of a SaaS company; one server infrastructure, one product version, one release for all customers etc.
It can be tempting to introduce manual processes for parts of the business with the promise to automate them later when there is “enough pain”
In reality, when it’s painful enough, it’s also much harder to automate and the can is often kicked down the road, which further exacerbates the problem.
Early automation frees up resources and allows you to operate more efficiently. Operational excellence is key.

Minimize integration complexity

There is no shortage of SaaS apps that can be help automate your business. Most of them are general purpose solutions: CRM, CPQ, billing, payment processing, analytics etc. The end result is massive integration complexity that is brittle and expensive to maintain. Changes in your product mix might require additional configuration across these solutions, which risks breaking operations.
A vertically integrated solution tailored to your industry reduces integration complexity and cost as well as accelerates the speed with which you can operate your business.

Product catalog first

The product catalog is the foundation of your business because it defines what you’re selling. The stronger the product catalog, the more you can allow operations to depend on it.
The product catalog should be flexible enough to drive quoting, subscription changes, customer self-service and even analytics. Adding a new product or add-on should automatically be reflected in every aspect of your revenue operations without additional configuration required.
A strong product catalog reduces human error, increases automation, speeds up sales and improves customer satisfaction, which ultimately makes your business more profitable.

Quotes equal clean data

Dirty data in, dirty data out. Too many manual steps in the quote-to-cash process produce unreliable data that your organization wastes time on cleaning and verifying. At scale, this becomes very labor-intensive and slows down operations.
Structured quotes ensure clean data from the start and enables you to automate everything related to subscriptions. Clean data is the foundation that automates subscription changes, ensures tenant compliance, simplifies revenue recognition and generate accurate analytics.

Know your metrics

Truly understanding your metrics and operating by them is key to growing a healthy subscription business. Executives, board members and investors all want to understand your key metrics on an ongoing basis: MRR, net/gross retention rate, churn rate, renewal rate, ARCP, ASP, cohorts etc. Break this down by region, sales team and product, and you have your work cut out for you.
When data is siloed in various systems, producing metrics can be challenging. The process of cleaning and verifying data can be manual, error-prone and slow. Having a single source of truth for your revenue metrics is key to reliable, real-time revenue metrics that can help you make the right decisions faster.

Decouple platform and pricing

Many SaaS companies let their platform handle the logic that controls which features are available in each plan. The downside of this coupling is that code changes are required when plans change. It also makes it impossible to create custom plans for certain customers.
The platform should be completely unaware of how features are associated with plans and pricing. When the RevOps solution owns how features map to plans, you have more flexible to change plans, introduce new ones and come up with custom plans for creative deals that drive more revenue.

Self-service everything

The reality is that most customers don’t want to talk to salespeople unless they absolutely have to. On the other hand, developing personal customer relationships means bigger deals and longer contracts.
Companies become customers in via different channels: selfservice, direct sales efforts or partners. Even though six- and seven-figure deals require salespeople, you want to empower customers to make small, incremental purchases by themselves.
Not only does it increase customer satisfaction, it also reduces sales cost

Embrace mobile

The enterprise is still less mobile than the consumer world. However, more and more business is conducted on mobile devices and if you creates obstacles for customers to conduct business with you on mobile, your growth will suffer.
Any customer interaction needs to embrace the mobile experience. Viewing and accepting quotes, paying invoices, changing plans, changing quantities etc, all need to be possible on mobile.
Given the fast-paced nature of today’s world, make it easier for customers to transact with you has a direct impact on your growth.

For more information, contact sales@bunny.com

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