Zhenya (Yauheni) Bankouski

As a Sales and Revenue Operations leader, I’ve worked with several startups on deploying and optimizing their revenue engines. But, what is a Revenue Engine? > It is the combination of teams, processes, and systems that drives the conversion of prospects to customers and maximizes customer lifetime value. Great companies do not perform in silos and revenue teams (Marketing, Sales, CS) have to work as a synced machine. So I strongly believe that strong integrated operations is the backbone of any successful team and business, since building on the weak foundations gets you nowhere. My expertise lives in 4 key domains that every successful B2B startup should have: 🏠 RevOps Foundation. Typical requests would be: ✅ How should my Revenue team org chart should look like? ✅ Who do I hire when in Revenue teams? ✅ My current processes or teams are not keeping up with scale. ✅ How to manage RevOps teams effectively and set up right metrics, OKRs ✅ My Sales & Marketing teams are not synchronized. 🎯 Go-to-Market. Typical questions here are: ✅ How do we define our ICP and Buyer Personas? ✅ How to build optimal Lead-to-Quote or Lead-to-Invoice funnels? ✅ What does the customer journey look like? ✅ How do we communicate the product value? ✅ Are we utilizing all channels available to us? 🔧 Systems and Implementations. ✅ Are you leveraging the best tools at the right time? ✅ We have too many tools. ✅ We have not adopted tools properly. ✅ It feels like we are missing out on new tech e.g. AI. 4. Data & Insights. Typical questions here are:
 ✅ I don’t know if we have enough pipeline now to be on your revenue targets 2 quarters from now. ✅ We do not trust our data and make gut-feel decisions. ✅ We have too many dashboards and reports. ✅ How to align commercial and product data streams for growth. If these or similar topics are on your mind as a Founder or Sales/Revenue Leader, feel free to book a session with me. Hope I will be able to help!

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  Conversion rate optimisation

  Not all Leads are equal, MQLs & SQLs mean nothing if they do not add to pipeline and do not convert to Closed Won. This makes the alignment of the goals, visibility and processes setup key across the revenue teams.

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  Customer success

  In SaaS model NRR is everything and while many think that the deal is closed when Sales moves the opportunity to Won, it is very far from what the reality should be. There is high chance your Customer Success is one of the most neglected revenue centers that should be aligned with your Sales and Marketing for optimal performance.

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  Go to market strategy

  Do you know your prospects? Are you targeting the right prospects? Are you charging enough for your product? Are you leveraging your channels? A successful GTM strategy starts by understanding your market, Ideal Customers Profiles (ICP) and Buying Personas. Once you know these you need to align your product positioning, value proposition and enable teams so everyone pulls in the same direction.

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  Marketing automation

  Understanding true marketing costs and pipeline generated, enhancing and tracking lead generation, building nurturing campaigns and analytics (lead-to-revenue), crucial for businesses aiming to optimize their marketing funnel.

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  Pricing strategy

  Pricing is more of an art than science :) and it takes lots of experiments to get it right. It also helps if you have data and processes in place. I helped a company to triple the prices for select segments in healthcare without compromising the win rate of the deals.

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  Sales

  I have over 8 years experience in Sales and Revenue Operations. Seeing and building performance reports, comp plans, analytics, enablement etc I know how challenging it can be to get the sales right. My experience is shaped by the time and efforts spent on the back end of the revenue teams in digital, data, SaaS and subscription businesses. This includes start ups, scale ups and international expansion roles.

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  Zoominfo

  9 years of experience

  Nothing specific here but is an ok tool to find demo-, firmographics and some intent data. Very non-transparrrent pricing so I would recommend to exercise caution when purchasing it.

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  Hubspot

  9 years of experience

  Hubspot Sales and Marketing clouds are great tools both for young and mature companies. Hubspot has caught up a lot recently on the functionality and use cases and offers quite some revenue tools under one roof. Be it marketing, sales or customer service Hubspot can get you quite some value.

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  LinkedIn

  7 years of experience

  I've used Linkedin as a brand building tool for the last 2 years and as a lead generation tool for 5+ years and can help with lead sourcing tactics that work, LinkedIn tooling and content creation.

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  Looker

  6 years of experience

  Particularly useful for businesses focused on real-time data analysis and embedded analytics. Less sophisticated than Tableau visualization-wise. Particularly useful for businesses focused on real-time data analysis and embedded analytics. My projects with Looker have included developing custom reports for real-time decision making and integrating analytics directly into user applications. It is quite easy to integrate with databases and cloud data services. Also easy to collaborate and share.

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  Pardot

  5 years of experience

  Very powerful although sometimes intimidating. Best setup is when you have an FTE to manage it so it work better for larger orgs who have resources and more sophisticated marketing campaign requiring better tracking. I've implemented Pardot (Account Engagement) twice as well as managed an inherited system to automate lead nurturing processes, score leads based on their interaction with content, and create targeted email campaigns that align with the sales funnel and goals. Works great with SFDC.

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  Pipedrive

  7 years of experience

  Can be a good option for smaller teams who have not developed lots of complexity yet. Revenue funnel and conversions tracking, leads gen, email campaigns tracking, outbound and more.

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  Salesforce

  9 years of experience

  Robust CRM+ for companies that reached specific level of maturity in terms of revenue, team and goals. It can be a great tool and it can be an endless pit that takes resources. Good architecture, implementation and adoption are key for the productive Salesforce setup.

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  Tableau

  7 years of experience

  Amazing tool for data analytics although a bit pricey and with steeper learning curve. Tableau is ideal for companies aiming to connect datasets across teams (like product +. commercial) data and get better insights. I've used it for creating dashboards, forecasting trends for RevOps, Marketing, and FP&A teams. Key considerations are its learning curve, integration capabilities with existing systems, and the investment in licensing fees.

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  Zapier

  8 years of experience

  Swiss army knife :) I've used Zapier to connect CRMs, marketing automation platforms, email marketing tools, webinars etc using both standard tools as well as webhooks. Ultimately you want to replace it with native integrations as you mature but it is not always possible.

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  Zoho

  10 years of experience

  Jack of all trades. I recommend Zoho One for smaller teams as it is an affordable and great option tool if you get started. It not only includes CRM but some other tools such as Invoicing, Signatures, Marketing Hub, Expense tracking and more. It does come with some trade-offs.

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  Professional Services

  Sales Operations & Revenue Operations consulting, combining strategic and operational advisory and mentoring focusing on revenue funnel building and optimization, demand generation, revenue modeling as well as organizational setup of RevOps, team building and strategic goals setting.

• https://www.linkedin.com/posts/yauhenibankouski_revenuoperations-saas-activity-7130177553863974912-uCKS?utm_source=share&utm_medium=member_desktop
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• https://www.linkedin.com/posts/yauhenibankouski_a-recent-report-from-revops-co-op-indicates-activity-7097192061463846912-Tais?utm_source=share&utm_medium=member_desktop