Revenue Risk & Performance Diagnostics are the foundation for revenue improvement and growth.  They provide an understanding of what is working, what is not and most importantly - why not.  And they provide the baselines from which to measure the impacts of tactical changes to revenue processes or to the marketing and / or sales mix.  Good doctors diagnose before prescribing the most appropriate treatment.  We do the same.

Organisational Heatmaps &
Scorecards
Behavioural & Psychometric Profiling
Behavioural & Psychometric Profiling
Capability & Skills
Assessments
Data Analysis & 
Benchmarking
Talent, Competency & Capability Mapping
DOCUMENT DOWNLOADS & VIEWS
Diagnostic Overview
Diagnostic Deliverables
& Process
Sample Diagnostic
Report of Findings
 

RPMG's revenue yield management programs are based on detailed Blueprints describing in detail the who, what, when, where and how of implementing Marginal Gain Theory into specific client environments.  We build those Blueprints in Revenue School, which is a structured, collaborative and proven program of sequential modular workshops that combine to result in detailed, highly actionable Blueprints.

Revenue School is an intensive, highly compressed process for revenue yield improvement where our experienced consultants work with our clients' marketing and sales leadership teams to collaboratively apply our framework to their unique circumstances and business conditions.

Revenue School Overview
Google's thoughts on their Revenue School process
Hostworks CEO Will Berryman shares his Revenue School experience
Succession Plus CEO Craig West on Revenue School
 

Armed with the priority "one percents" from the Diagnostics, the Blueprint phase is where we help build detailed plans for how to activate those one percent actions and improvements.  What core elements and tactical measures and actions need to be designed, built and deployed to bring those one percent increments to life, and in what order, in what timeframe, using what resources and most importantly - at what cost.

Blueprint Overview
Google's Head of Marketing talks about creating their Demand Generation Blueprint
Hostworks Head of Analytics, talks about the value of Revenue School and their DG
Blueprint
 

Marketing and sales alignment is really about the customer.  We have to look at everything we do through the eyes of the customer. Most organisations still believe in the perfect sales and marketing delineation: This is where marketing generates leads for sales, sales development reps then qualify these leads, to create opportunities that salespeople hopefully turn into revenue.

Quite simply, that’s not how it works in sales today. Why? Because the buyer has changed more in the past 10 years than in the past 100. The buyer is in control. The modern buyer is digitally driven, socially connected, mobile, and empowered, with nearly unlimited access to information and people.  The new reality is that sales and marketing are continuously and increasingly integrated. Marketing needs to know more about sales, sales needs to know more about marketing, and we all need to know more about the customer!

It's almost impossible to align marketing to sales, or sales to marketing.  The two disciplines are different in so many respects it's impossible to list them all out here.  But marketing can be - and should be, aligned to the customer, or more correctly to the customer's buying journey.  Similarly sales can and should also be aligned to the same customer's buying journey.  And by aligning them both to the buyer's journey, you align them to each other.  

 

After nearly 13 years deploying and optimising Marketing Automation ("MA") systems all over the world, our clients (on average) have seen 104% improvement in lead conversion rates, 43% higher average deal sizes, 35% shorter sales cycles, and a whopping 243% improvement in quota achievement by rep's.

So the jury is well and truly in. Marketing automation is a core competitive advantage for any forward thinking organization – providing it's deployed and used properly.  The technology itself - while very clever and relatively simple, is at the end of the day still just ones and zeros and it only does what you ask it to.  It can play an important role in elevating a whole host of revenue-related metrics, but only as part of an optimised process.  By itself it's just another piece of disappointing technology.

Marketing Automation is key for tracking and measuring interaction and engagement across all of your digital channels to enable your sales and marketing teams to convert more prospects into customers.

RPMG is one of the most experienced, independent MA advisors in the world.  We have used seven of the leading MA solutions ourselves and implemented hundreds of systems for our clients.  We were Eloqua's first major customer in Australia and one of their first anywhere in the world. 

Unlike implementation partners who are tied to specific vendors, RPMG is completely independent.  We have no commercial or strategic relationships with any vendor.  We act for our clients - not the vendors.  That's the first thing that makes us special.  The second is that we implement and deploy MA as part of an optimised revenue process, where the job of marketing in generating and nurturing leads, is to drive demand to sales.  It's about optimising marketing's role and place in the process, including integration with CRM and downstream processes.

We can help you with:

  • Lead Nurturing Consulting

  • Creating and Deploying Lead Nurture Programs

  • Lead Scoring, Prioritisation and Routing

  • Metrics and Reporting

  • Platform Re-deployment and Rescue

  • CRM and Financial Systems Integration

  • MA System Evaluation and Selection

 

Search Engine Optimisation ("SEO") is a critical cog in any successful revenue process.  A well-optimised website provides a solid platform for all digital marketing campaigns and programs, and high rankings in search has powerful brand building effects.  Solid SEO provides potent competitive advantage.

RPMG offers a broad range of SEO services that can get your website running like a well-tuned organic search machine.

SEO advisory services include:

1.  SEO Strategy Development

2.  On-Page SEO Audits

3.  Keyword Research

4.  Competitive Analysis & Benchmarking

5.  Website Re-design

6.  Link Building

7.  Mobile SEO and Mobile Acceleration

8.  Training and Internal Capability Development

 

Attracting visitors to your website is nice.  Attracting revenue - and more importantly profit, is much better.

Pretty websites don't necessarily get results.

Like every other element in your revenue creation process, your website has an important role to play.  The problem we see a lot, is people aren't always clear on what that role is - or should be.  Even experienced marketing exec's.

Ultimately, the purpose of your website is to help convert raw prospects (which visitors to your website generally are)  into what we like to call Marketing Qualified Leads ("MQL"), and then from MQL's into SQL's - Sales Qualified Leads.  And it should, over time, accelerate the velocity at which those conversions take place.  Discussion of how your site can / could / should go about doing that will take up more space and time than we've got here.  But suffice to say that gone are the days when "gut instinct" or "marketing intuition" were sufficient to guide website design, deployment or mode of operation.  It's all about process and there is a wealth (possibly too much!) of qualitative and quantitative data and insights available to enable the right strategic and tactical decisions.  The trick, as with everything, is knowing where to look and how to interpret what the data is telling you.

We can help you with:

1.  Landing Page Optimisation

2.  Email Optimisation

3.  UX Design

4.  User Testing

1.  Conversion Diagnostics

2.  UX Diagnostics

3.  Email and Content Diagnostics

4.  Landing Page Diagnostics

1.  A/B Testing

2.  Multivariate Analysis & Testing

3.  Correlation Assessments

4.  Simulation & Modelling

 

Content marketing is about getting the right information to the right audience at the right time.  Great content enhances brands, engages new buyers in valuable conversations and is a key platform in any optimised revenue process.   Truly effective content marketing promotes bi-directional engagement with prospective buyers and accelerates recruitment, progression and conversion.

Unfortunately much of what passes for "content marketing" today is actually little more than advertisers and marketers using new technologies and digital channels to do what they've always done - which is to unilaterally bombard their audiences with loud messages, shouted through YouTube or whatever social channel happens to be the flavour of the month.

Like every other component of RPMG's model, we help clients develop content in the form of high-value, thought leadership, specifically designed to positively affect buyer progression and / or velocity through the revenue process.  The right messages, through the right channels, at the right tone and volume, at the right time, in the right manner.  Not massive blasts of irrelevant noise that only serve to turn buyers off or encourage them to simply tune out.

Sample white papers developed

for our clients

GSA Insurance - Oct 2016

54% Open-To-Download

Magellan Logistics- Aug 2016

34% Open-To-Download

RWW Group - May 2017

58% Open-To-Download

Everlight Radiology - Feb 2018

28% Open-To-Download

Some sample case studies

IBM

IBM

Everlight Radiology

Royal Bank of Scotland

 

Using the most powerful CRM and marketing automation tools and platforms in the industry, we craft workflow-driven marketing campaigns that create high-opportunity audiences for loyalty and conquest marketing and communications supporting a customer’s brand journey.

Process and data foundations

Your client’s data profile holds thousands of data points; their product interest, purchasing patterns, service or repair history, engagement with your brand online and in the brick-and-mortar world.  Understanding all of the data you have available is critical to crafting compelling and effective campaigns.  RPMG works with your business and agency partners to visualise not only what is available, but what is possible.  

The Blueprint conceptualises the journey

Your client’s data profile holds thousands of data points; their product interest, purchasing patterns, service or repair history, engagement with your brand online and in the brick-and-mortar world.  Understanding all of the data you have available is critical to crafting compelling and effective campaigns.  RPMG works with your business and agency partners to visualise not only what is available, but what is possible.  

Performance execution

Our analysts have extensive knowledge of marketing campaign design across multiple enterprise platforms, including those from IBM (including Unica and IBM Campaign), SAP, Adobe Marketing Cloud, Salesforce, Aprimo, Marketo and others.  Paired with their extensive experience in the automotive, financial and retail sectors, they build efficient ad-hoc and scheduled campaigns across multiple channels, targeting the right audience at the right time with the right call to action or offer.  Using sophisticated workflows that create segmented and personalized consumer collections, then applying only legally-required suppressions but best practices in effective consumer communications, the team will build highly defined audience collections that can then be delivered, based on your platform, in real-time or through established and secure file exchanges.

Measurement and metrics: "In God We Trust - All Others Bring Data"

After your campaigns it is critical to measure how they performed and use that knowledge to refine and renew your marketing and CRM strategy.  We have experience in reporting and visualisation tools such as SAP Business Objects and Tableau and understand how to design programs and campaign data that make comparison of multiple programs logical and measurable.

"Highly structured, specifically targeted marketing and sales campaigns across multiple channels, targeting the right buyers at the right time with the right call to action or offer.  And every one with a defined and measurable ROI - up front!"