Fiscal Year Planning: Marketing Modeling

Rev Ops Revolution

Fiscal Year Planning: Marketing Insights

Welcome to today's episode, where we're diving into one of the hottest topics in Revenue Operations: Marketing Insights.

Why Marketing Insights Matter

Marketing Insights are essential for understanding and optimizing the interplay between marketing and sales. By integrating Marketing Ops into Revenue Ops, we bridge the gap between these two crucial functions, ensuring that our strategies are synchronized and effective.

A Few Key Questions to Answer:

• What questions are we trying to address with our marketing insights?
• How do we measure ROI and determine which areas are influencing revenue?
• Are our marketing efforts improving, and where should we invest more?

Key Components to Be Looking at:

Marketing Lifecycle:

• Key Stages: MQL (Marketing Qualified Lead), SQL (Sales Qualified Lead), Meeting Scheduled, Closed Won/Lost
• Methodologies: True Funnel vs. Snapshot Approach
• Challenges with long sales cycles and managing conversion rates

Pipeline and Lead Source Attribution:

• Understanding different types: Original Source vs. Most Recent
• Automating data capture and setting up objects, fields, and data schema
• Campaign Attribution and ROI Methodologies: Split credit vs. Weighted credit

ROI & Costs:

• Deciding what costs to include, such as salaries and large one-time events
• Importance of granularity and the challenge of short-term fiscal measurements

Pitfalls to Avoid:

• Avoiding the illusion of perfect data and industry benchmarks
• The risks of over-spending early and changing methodologies mid-year
• Focusing too much on data quality frustrations rather than on continuous improvement

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