Expected duration: 1 day or less I am on paternal vacation and I do not have enough time to address this. I am the Business Operations Manager at X Corp., a 100-person SaaS software company, supporting the sales, customer success, and customer support teams. I need this exercise to be delivered to me no later than this Friday, July 30th at 5 PM Pacific Standard Time (I am located in California, USA).
Question 1: The Chief Customer Officer (CCO) has just come to me with an issue: They need to be able to quantitatively back up their product improvement requests based on feature requests from customers, and are currently unable to do so. All of X Corp. customer data is currently stored in Salesforce, which is used by the Customer Success, Support, and Sales teams. Please put together a short document to address the following: What would the build-out include? How would you communicate this change for all the relevant teams? How would you guide the relevant teams on how to make use of this?
Question 2: After meeting with the Chief Revenue Officer (CRO) I discovered that X Corp. is way behind with new sales (new $ARR, annual recurring revenue). Leads are up, closed deals are up, revenue is up; yet X Corp. is still behind plan and the investors are not happy. I decided to look closely at the funnel data (demonstrated in the attached excel file) to understand how X Corp. is so far behind plan.
Based on the data attached, please send a written summary of the following: What insights do you have about the actual revenue performance of the team as compared to plan? Which part of the funnel would you recommend the company focus their efforts on? How would you work to create alignment surrounding a plan to get X Corp. back to a $2M New ARR per quarter performance, yet still be fiscally responsible with CAC (customer acquisition costs)? *In data, MQL is a marketing qualified lead that is much more likely to buy than just a plain lead. SAL is a sales accepted lead that is in the place where the handoff occurs between marketing and sales. SQL is a sales qualified lead that has shown definite interest in something we can provide. ASP is average sales price.
