Episode 33. #CEO: Relying on repeat business? Replace your sales & marketing with Revenue Operations with Erwin De Baetselier

Never miss a new episode: https://sendfox.com/lp/mnyll3If repeat / recurring business is important for your company, maybe it’s time to drop your sales and marketing teams. Let me explain. If you are like most B2B companies I know, majority of your business will come from 10-20% of you best (repeat) customers. And if this is the case for you too, maybe it’s time to replace individual marketing, sales and customer success teams with a single revenue operation team. Today I spoke with Erwin De Baetselier, the CEO of Luceda Photonics who shares this vision — and has made it a reality. You’ll learn: * How to get the people who are used to working in silos - to switch to revenue operations* Why you should reconsider how you incentivise your sales reps * The main KPIs and who should have a leading role: head of sales, marketing or the client success officer?* The main pitfalls of implementing an integrated revenue operations team* How to (not to) approach a B2B CEO if you’re selling complex products or services?This short 22 minute interview is packed with unique insights. Erwin De Baetselier on LinkedIn: https://www.linkedin.com/in/erwindebaetselier/Luceda Photonics: https://lucedaphotonics.com