Video Spotlight: What is Revenue Performance Management?

  • Marco

Recently, the fantastic folks at Software Advice had a wonderful whiteboard session with Jon Miller, VP and co-founder of Marketo, wherein he talked about a hot and timely topic which is Revenue Performance Management (aka RPM). They filmed the sessions and posted them on their marketing automation blog. The result was a nice three-part video series delving on RPM, Marketo’s ‘Secret Sauce’, and the relevance of having Sales Development Reps (SDRs).

The best part was that they were kind enough to give us a heads up on the footage and asked us to share what we thought about it all. You see, it’s obvious for us to be excited about these things because these are the stuff that we love to sink our teeth into. We’re sure that all of you out there are definitely no strangers to RPM. In an information driven age, RPM represents the next frontier where having a systematic and methodical approach to identifying the drivers and impediments to revenue can transform the way Marketing and Sales work together to create an effective and efficient revenue cycle.

The videos are helpful nuggets of insight that brilliantly sheds some light as to why RPM is such a fabulous idea. That is really not surprising since its Jon Miller who is talking about a topic that is near and dear to every one of us. So, without further ado, here are the three videos. Enjoy!

1.) Part 1 generally talks about Revenue Performance Management and how this systematic strategy changes the way Marketing and Sales work together which will eventually lead to a significant and rapid revenue growth.

2.) Part 2 is about Marketo’s Secret Sauce and how applying their own practices to their own revenue processes has been instrumental to Marketo’s impressive growth and success.

3.) Part 3 discusses the relevance of Sales Development Reps and how they figure importantly to a company’s sales funnel and how they contribute to the better alignment of Marketing and Sales teams.

We hope that you enjoyed the videos as much as we did. Thanks again to Software Advice for sharing all of these.

So, what do you think about RPM? Do you share the enormous and overwhelming enthusiasm that our industry’s thought leaders feel about it? Feel free to share your thoughts below.


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April 14, 2011

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Thanks for useful post.