[6sense for 6sense] Actioning the Data

Saima

Hi - Saima here 👋

Once you’ve got your KPIs and dashboards in place, you want to make sure you’re leveraging those datapoints into insights, and taking action on them. I often say, I could build the most perfect dashboard in the world, but if no one uses it, what’s the point. Critical to this is making sure we have the following in place:

• Transparency of the data – do all revenue teams understand what KPIs we measure their performance against, and do they have an easy way to get at the data (accurate, relevant, timely, and in context to goals) and is that data available at multiple levels of granularity for them to dig deeper into?
• Cadence – what is our review cadence? Do we have a Management Operating Rhythm where the dashboards and KPIs are brought front and center? Do we bring results from decisions made in these forums back to the group to iterate and refine?
• Audience – who is involved in the review cadence? Are different teams represented (Marketing, Sales, Rev Ops? Is there enough seniority in the room to make decisions then and there?
• Plays: what actions need to be taken based on what we are a united revenue team are seeing? We like to “find the red” early – areas of underperformance, where we may be lagging vs previous performance or vs our plan so that we can take corrective measures quickly. For example, if we’re experiencing challenges early in the funnel, we may decide on ads, events or content demand gen campaigns to invest in. Mid/late funnel challenges may require us to review and invest in campaigns impacting discovery and qualification stages. Sales focused challenges are often mitigated with spiffs, or additional areas of enablement