Using Revenue intelligence to increasing sales efficiency — Mona Akmal // Falkon

Quotes

• "We think about revenue intelligence as a solution that looks at NRR (net revenue retention), including intelligence on how we create new revenue, find expansion revenue, and avoid lost revenue." - Mona Akmal

• "Predominantly revenue intelligence is about what accounts to focus on, which users and contacts to reach out to in those accounts, and what the personalized outreach should be that helps them pick up the phone and take our call. And then having solid execution from your sales and marketing team with all the activities, including attribution, can get those customers through the funnel, whether that is a renewal funnel, expansion funnel, or churn funnel." - Mona Akmal

• "In non-PLG companies, expansion revenue and churn are close because both rely on sales marketing and product usage data." - Mona Akmal

• "Where we see people goofing up are one, they expect that data must be perfect for it to be useful. The second place I see people goofing up is trying to build everything in-house and not understanding the cost of the modern data stack." - Mona Akmal

• "There are two types of product data. When working with developer companies, their data is not product usage data. It is more complicated to get to because it's just logging and API logs. So there is technical complexity, and it's massive." - Mona Akmal