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

The need for revenue intelligence to drive sales efficiency can't be overstated, but there is no clarity on revenue intelligence. As a result, forecasting tools are rebranding as revenue intelligence tools. What does revenue intelligence mean, and how do you measure and leverage it? Listen to Mona Akmal, the CEO of Falkon, as she discusses using revenue intelligence to increase sales efficiency.
About the speaker

Mona Akmal

Falkon

 - Falkon

Mona Akmal is CEO and Co-Founder at Falkon

Show Notes

  • 01:43
    What is revenue intelligence, and which brands compete in that category?
    Players like Clari, which are sales forecasting tools, are rebranding as revenue intelligence tools, but theyre not. They only do a subset of revenue intelligence. Revenue intelligence is a solution that looks at NRR (net revenue retention), including intelligence on how we create new revenue, find expansion revenue, and avoid lost revenue.
  • 04:24
    Balancing expansion revenue and churn
    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.
  • 07:40
    Mistakes companies are making with revenue intelligence
    Where we see people goofing up are one, they expect that data must be perfect for it to be useful.

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

About the speaker

Mona Akmal

Falkon

 - Falkon

Mona Akmal is CEO and Co-Founder at Falkon

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