Funnel IQ Product Update #3 - Using Signals for Data-Driven Action 🕵️
A customer story from our pilot program
In our last update, we introduced Signals, which allows you to monitor inputs throughout your revenue engine and get notifications in Slack when it’s time to run one of your team’s playbooks. Today we’ll share a story of how one of our early customers is putting Funnel IQ Signals into action.
Meet Ada, VP of Revenue Operations at a growing B2B SaaS company
Ada's team is focused on improving Pipeline Health during this quarter. First, they want to do some housekeeping to make sure the opportunities that are open in their pipeline are truly active and real. Then, they want to get notified proactively when opportunities show signs of becoming stale and inactive, so they can take action before it's too late. Rather than setting up a static SFDC report that Ada has to monitor, Funnel IQ Signals can help—when a deal in the pipeline has no recent activity or has been sitting in a particular stage longer then expected, the deal owner gets a Slack message nudging them to reach out to the customer and perform certain actions.
Funnel IQ Signals allows Ada to leverage insights they've learned from Funnel IQ, too. For example, using the "decay rate" widget, Ada and her team have noted that 80% of deals in the pipeline close within 30 days of being opened, and after that there is a very long tail. So, Ada created a 30-day "Aging Opportunity" alert that allows reps to make a final push before closing an opportunity and diverting energy to more promising prospects.
Throughout the revenue organization, Funnel IQ Signals can lend a hand. Marketing has set up an alert to let them know when a channel or campaign is showing signs of poor full-funnel conversion. No sense spending marketing dollars to bring in leads that are less likely to become customers. When a channel is surging, the team will get alerted and learn that right away, too.
Last but not least, Ada set up an alert in the SDR team channel to track key outbound activities, things like call volume and new prospects sequenced, and progress towards the team's weekly goal. Every morning, the team gets an update on team goal progress, with a leaderboard for a little friendly coopetition.
From marketing and prospecting to pipeline health and conversion, Ada is able to see key data points throughout the revenue engine and use existing communications channels to deliver just the right nudges at just the right time. Ada expects Funnel IQ Signals to promote visibility and increase effectiveness throughout the revenue engine, allowing the team to drive more efficient and effective revenue growth for their business.
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