Can I Re-Engage Closed Lost Opportunities?

Hi Joe,

I’m curious if there’s ever a time when it makes sense to reach out to closed lost opportunities.

Our team just launched some new features, and it seems like a waste not to reach out to people that we’ve engaged with in the past.

What do you think?

Thank you,

Intrigued Ivan

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Ivan, you hit the nail on the head.

Sales and marketing teams put a lot of effort into acquiring leads and this isn’t a cheap process.

Collecting all that information, categorizing it, and maintaining those records takes time and resources.

The main thing to remember with closed lost opportunities: just because a prospect isn’t interested today doesn’t mean they won’t need your product down the line.

Ignoring your closed lost opportunities means leaving out a big part of your audience when you have a new feature or flash sale to promote.

 

Categorize your opportunities

There are many reasons a prospect might drop out of the sales process:

  • no need for your product/service at the time
  • budget limitations, or
  • a desire for features you don’t offer yet.

A good practice is to sort these closed lost opps based on the constraints that stop them from making a purchase.

Once you have your subcategories, you create a customized re-engagement approach for each type.

With more focused communications and programming, you’ll have a more meaningful way to reach your prospects, which can go a long way to closing the deal.

 

Dos and don’ts

When re-engaging a closed lost opportunity, you want to ensure they have a net new experience with your brand.

Don’t do this:

You do not want them ending up in the same campaigns, reading the same materials, or hearing the same sales pitch they didn’t respond to the first time.

Do this:

There was a reason they were closed lost before. Make sure that the content and information they’re receiving are fresh and new (to them).

  • Make sure the marketing team knows how to treat these returning leads. They should have distinct nurture campaigns with content focused on a recent product feature or the low-cost nature of the product.
  • Make sure the sales team knows that the lead has been a closed lost in the past. Learn why they dropped off and what could bring them back. This information should be available on your CRM system.

Don’t do this:

Rely on only one channel to re-engage a closed lost opportunity.

Do this:

Some people prefer email because it is less intrusive. Other people prefer phone calls for efficiency.

The benefit of phone calls is that you create a human connection, which can go a long way.

The benefit of email is that you can take a customized approach and incorporate insights from past engagements.

You can also pair email with a paid media strategy. Run social or search ads that reach people who have engaged with your brand without converting.

 

Bottom line: Re-engage

These tactics will take some time to set up properly. Once you have them in place, your team will be proactive and targetted as they reach out to closed lost opportunity.

Need some help setting up the groundwork? Give us a call or email (whichever you prefer).

And remember, you’ve got this,

Joe Pulse

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Is It Worth Learning CSS and HTML?

Hi Joe,

I keep finding myself in situations where I wish I were proficient in CSS and HTML.

Instead of waiting for one of our developers to change something on a form or a landing page, I wish I could do it myself.

As a MOPs professional, do you think it’s worth learning these basic programming skills?

Thanks,

Technically-Inclined Thomas

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What a great question, Thomas!

The short answer is: yes, it’s absolutely worth learning basic programming languages like HTML, CSS, and JavaScript.

Now let me tell you why. 

With the rise in popularity of AI programs, it may seem pointless to learn — there are even tutorials for building a website using ChatGPT.

But today’s MOPs professionals wear all sorts of hats — which means there’s value in having a robust toolkit at your disposal.

When it comes to building a MOPs skillset, I’m a big proponent of learning as much as one can about the things that happen in MOPs.

The reason? It’s a great way to comprehensively understand what’s happening at each stage of a process and why it happens. This way, if something breaks, you’ll also know ways to fix it.

 

3 reasons to learn CSS & HTML

Learning CSS and HTML can greatly improve your standing as a MOPs professional and make you more efficient. Here are three reasons to support that.

1. Reduces your reliance on IT

In most companies, since CSS documents are used to make changes to website colors, fonts, and other design elements, it’s usually owned by the IT or website maintenance team.

So if you’re looking to implement a fancy form in a landing page, you’d likely depend on this team to make those changes.

For big companies with many competing priorities for the website, this could mean a long wait time for a simple form.

With enough CSS knowledge, you can make the changes yourself without requiring the help of another team. 

2. Increases your technical knowledge

Most people know that an engine powers a car, so if the car’s not working, there’s likely something wrong with the engine.

But a deeper understanding of the engine’s workings and various components can help uncover the problem.

The same is true with CSS and HTML.

The more you know about these programming languages, the better positioned you are to take a look under the hood and find the issue that needs to be solved.  

As a bonus, you get satisfaction from adjusting the website and having it work the way you want.

3. Sets you apart

Having CSS knowledge — or even a certification — will be a big differentiator when you’re looking for your next role.

MOPs recruiters understand the value of this skill set, and they’ll be interested in bringing someone in that can reduce the time spent bringing something to life on the company website. 

 

Teach yourself to code

These three benefits are just some ways that increasing your technical understanding can help advance your career.

The best part? You can get started right now.

There’s a wealth of materials you can take advantage of and guide your learning.

For example, W3schools has free online tutorials with great examples and practical exercises to help you consolidate your knowledge.

Other resources include:

You can leverage these options to learn in the way that makes the most sense to you.

You’ve got this,

Joe Pulse

Is My Agency Charging Me Too Much for Emails?

Hey Joe,

My team and I have been working with an agency to create our emails — but I’m worried we may be paying too much.

Every time we send a request, it takes weeks to deliver. That makes it a challenge to get to market as quickly as we need to.

How much should agencies charge for an email? And how long should it take to create them?

Thanks,

Cost-conscious Caroline

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Hi Caroline,

Thanks so much for bringing up this question.

Email is an important marketing tool for B2C and B2B businesses. It’s tough to feel that your partners aren’t doing the most they can to make your campaigns both efficient and effective.

Trust me, you’re not alone.

 

The truth is, it depends.

I know this may sound like a wishy-washy answer, but bear with me.

When it comes to how an agency scopes out an email project, it depends on:

  • the size of the campaign you’re giving them
  • how many other clients they’re dealing with, and
  • how long they’ve been in the space.

These are all things that can dictate the price tag on an email campaign — as well as how much time it takes the agency to deliver the end product.

 

Hold your agency accountable

You likely first engaged your agency because you lacked the right resources and skills to create emails in-house. And that’s totally fine. It’s the same with many marketing teams.

That said, you still have options to hold your agency accountable or find ways to reduce how much of your budget goes to email. Here are three ways.

 

1. Have open discussions

Have frequent and frank discussions with your agency partners to set key performance indicators.

This can include the:

  • cost per email
  • time spent to develop each email, and
  • performance-related metrics.

 

2. Ask questions

Ask your agency questions so they can let you in on their process and build a stronger relationship with you.

Here are a few examples:

  • How are they building your emails?
  • What tools are they using?
  • Why does it take them two weeks to deliver one email?

 

3. Know that there’s an alternative

You do have the option to bring email in-house — and that doesn’t have to be scary.

With a platform like Knak, for example, you can build emails in 20 minutes and be sure that they’ll reach the right people, render properly, and offer an on-brand experience to your readers.

And you don’t need a whole team to do it.

This last one doesn’t mean you have to say goodbye to your agency partners.

 

Leverage your agency

Agencies are built on bold, creative thinking, so tap into that.

You can work with your agency team to build the next standout marketing campaign in your industry.

And if you feel you still need help with email, Revenue Pulse has an exclusive partnership with Knak — and they’d be happy to help you use the digital platform to its fullest potential.

You’ll be set up for success whichever way you choose to go.

You’ve got this,

Joe Pulse

P.S. Have a question? Contact us here.

I Need to Build a RevOps Function—Where Do I Start?

Hi Jo,

I’m hoping you can help me.

My executives tasked me with building out the Revenue Operations function at our company, and I’m not quite sure where to start.

Should I be talking to my peers across sales and marketing? Or should I be doing a lot of external research?

I’m not even sure that all my colleagues know what RevOps is—and I really want to make sure they’re bought into the changes that will come down the line.

What should I do first?

Thank you,

Directionless Dana

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Hi, Dana. This is really exciting!

You’ve got the chance to define what RevOps looks like at your company and build out the capabilities that make the most sense for your teams.

How cool is that?

But you’re right, being successful will require thoughtful engagement and planning before you can make any changes. Checking in and asking for advice is already a great first step.

To help you make the most of that momentum, here are three other strategies you can use to set a solid foundation for your RevOps team.

 

1. Define RevOps

You mentioned that your executive team has tasked you with this initiative—but are you all on the same page regarding what RevOps is and what it looks like?

Setting a definition that everyone can agree on will help ensure alignment and prevent any confusion (and headaches!) down the road.

Let’s define RevOps: Revenue operations is a business function that’s built to maximize an organization’s revenue potential across the funnel. Instead of having your revenue operations capabilities live under sales, marketing, and customer success, you can have them operate as a single cohesive unit with accountability throughout the full customer journey. This centralized approach helps build a culture that’s intentionally focused on operationalizing revenue—rather than having it be a byproduct of other important work.

Once you’ve defined RevOps within the context of your organization, you can move on to the next step in the planning process. Read our post ‘How to Explain RevOps to Your MOPs Team‘ for more advice.

 

2. Identify your capabilities

Identify where your RevOps capabilities are—and where they aren’t.

It’s more than likely that your company already has some revenue operations capabilities distributed across your sales, marketing, and customer success teams.

Your job will be to:

  • look at these teams
  • identify where the work is happening, and
  • create a roadmap for how those siloed functions can move into your new RevOps structure.

This is also an opportunity to understand how tasks are currently completed. Our posts on finding the right reporting tools for your RevOps team and how to optimize content can help.

Ask questions like these to get started:

  • What tools are your teams using?
  • Are two teams using different tools for the same tasks?
  • How are your peers talking about revenue operations in each vertical?
  • What data are they looking at and how are they using it to make decisions?

 

With a clear picture of the current state, you’ll have an easier time mapping out the necessary changes to centralize your activities and align incentives across the board.

 

3. Build your RevOps network

Like with any big initiative that requires a lot of change, you will need stakeholders on your side.

My advice? Have one-on-one conversations with leaders across sales, marketing, and customer success to talk about the value of RevOps.

Talk to them about what they’ll get out of this new team, and paint them a picture of what the organization could look like over the next one to five years.

Don’t forget: you’re running a very strategic project.

You’re reshaping how your company thinks about revenue and creating a resource for making the data you collect more impactful.

So don’t be afraid to ask for help when you need it and have important conversations with other leaders at your organization.

You’ve got this,

Jo Pulse

How Can I Avoid Having Dirty Data?

Hi Jo,

I keep hearing about the cost and risk of having dirty data in your MOPs systems, but I don’t know how to check if my company’s data is up to snuff.

Do you have any advice on rooting out dirty data and preventing it from happening?

Thanks,

Data-driven Dave

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This is a great question, Dave!

It’s one we should all be talking about.

Let me start by making sure we’re on the same page about dirty data (sometimes called rogue data).

The short version is that dirty data is any data with erroneous information.

The slightly longer version is that there are different types of dirty data, including:

  • duplicates
  • errors and typos
  • outdated information
  • prospects that don’t align with your target persona, and
  • incomplete entries (e.g., without an email address).

Examples of dirty data:

For example, you could have an entry from someone who no longer works at a company — so any email sent to them will bounce back.

Or you could have an entry with a typo, like an email address ending in “.con” instead of “.com.”

Duplicate (or triplicate) entries are another common data problem. I’ve worked with companies with thousands of duplicates in their database, which is not sustainable or practical.

 

Dirty data is a mess

Dirty data can indeed be costly.

Email reputation

Bad email reputation is a huge issue.

For instance, if you’re sending marketing emails to people who shouldn’t be in your database and they mark your email as spam, that counts as a ding against your email sender reputation.

Your sender reputation is a measure that internet service providers take to determine whether they will deliver your emails to the inboxes of the people on their network.

The lower your score, the lower the chance your email reaches your audience. It can be really hard to recover from a low score.

Database costs

Some martech databases will charge per the number of entries in your database.

For companies with thousands of duplicates, that can mean they’re spending way more than they should—which isn’t great.

The costs also add up when you have to spend on tools that clean that data.

Having that many duplicates also gives you a false understanding of how many people are actually in your audience. It can lead you to make decisions that don’t necessarily make sense for your business.

 

Steps to avoid dirty data

So, how do you stay ahead of dirty data?

You can do it in-house, but it does require some heavy lifting (which we can help with).

Here are my suggestions.

Create a data hygiene plan

Bloated, inaccurate databases cause all kinds of problems.

Data hygiene is a company-wide project that gets your entire team on the same page.

It will standardize how people collect and handle data across systems and conduct periodic audits to check the quality of your data and sources.

We wrote a Tough Talks Made Easy article outlining the steps you’ll want to take.

Build habits into your processes

Every six to 12 months, you should perform checks on your database to identify and remove any dirty data.

This process goes beyond just looking for duplicates and errors.

It requires a concerted effort to identify the people who:

  • no longer fit within your target persona, or
  • haven’t engaged with your content for a particular period.

Take proactive steps

Dealing with dirty data shouldn’t just be a corrective action.

There are also things you can do to avoid creating those errors in the first place.

For example, duplicate entries tend to happen when teams import lists from multiple sources (e.g., Marketo and Salesforce) without checking for repeat entries.

If you’re importing data, ensure there’s a check in place to flag duplicates.

You should also clean up any list (e.g., check if there’s a missing email address) before it gets migrated.

Lastly, building a process to identify and delete common bogus email addresses (like test@test.com or abc@xyz.com) can help keep your data clean.

Normalize your data

You’ve probably seen that some companies and teams use full country names, like Canada, while others use country codes, like CA.

The best way to keep your data clean is to normalize your entries so there aren’t discrepancies in your data set.

These might sound like small changes, but they’re important ones. Trust me, once you start doing these things, you’ll be able to have a lot more trust in your data.

You’ve got this, and if you need more advice, let us know.

Jo Pulse

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Does It Make Sense to Build an International MOPs Team?

Hi Jo,

I’ve been trying to decide whether I should take a different approach to hire for our marketing operations team.

I’ve spoken to recruiter friends, and many are taking a remote-first approach and considering international candidates.

Does that make sense?

Thanks,

Hiring Henry

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Hi, Henry. Thanks for raising this question.

The way I see it, you can’t afford not to make your MOPs team remote first. This statement may sound bold but bear with me.

The global MOPs talent pool is small. There are some pretty big gaps between the number of people companies need to run marketing operations and the people available to take on the jobs.

As MOPs recruiters, we really need to think about how we can find, attract and retain the right people. A flexible, collaborative work environment can go a long way to achieving that.

 

Change your hiring approach

There are many benefits to hiring a multi-location, remote-first team, including:

  • a broader hiring pool so that you can better find the right people for the job
  • access to better MOPs candidates, many talented MOPs professionals prefer to work remotely
  • cost savings from hiring people that live in places with a lower cost of living, and
  • more flexibility means your team can hand off responsibilities and address issues across time zones.

The reality is that MOPs professionals can perform their roles entirely online. You can track an employee’s performance regardless of whether they’re in the office or not. Plus, many professionals in this space prefer to have their own space for problem-solving and optimizing their marketing automation efforts. You need to be able to give them that option if you want them to accept your job offer.

 

Putting it into practice

Building a remote team may seem like a daunting task. But it relies on many of the same best practices you’re already using to hire people.

Think about how you communicate the role to people.

  • Are you highlighting that it’s a remote opportunity?
  • Have you thought about compensation and whether it’s dependent on the person’s location?
  • Are you targeting people that live outside of your company’s headquarters?

These questions will help you tell MOPs professionals that you’re open to building a team that makes sense to them.

Consider how you can set these people up for success.

  • Are your current professional development and reporting structures appropriate for a remote-first environment?
  • Do you have tactics for identifying the people who might be struggling and recognizing the people that are succeeding — even if they’re at a distance?
  • Showing your team members that the company supports them will encourage trust.

Ensure that your remote team has the right tools for collaboration and communication.

Even if they prefer working remotely, people still appreciate having points of connection with their peers so that they can get the work done effectively — and build a strong team culture at the same time.

Have you and your leaders thought about how you can standardize your company culture in both in-person and virtual instances? This will be an important consideration for many potential hires.

Remember: Recruitment isn’t just about getting people through the door, you also have to set them up for success. You can’t just hire people remotely, you have to be able to retain people remotely as well.

 

I know this is a lot to think about — but you’ve got this.

Jo Pulse

How Can I Show My Leaders the Strategic Value of MOPs?

Hi Joe,

I love my job in marketing ops, but I constantly feel that my time is spent on tactical tasks and putting out fires rather than more strategic initiatives.

I know I have a lot to offer, but unless we hire more people to run our marketing ops efforts, I’m not sure I’ll be able to share those insights.

What are the conversations I need to have to ensure that MOPs is seen as more than just a tactical function and brought into the fold more strategically?

 

Thanks,

Strategic Stacey

 

I have to tell you, Stacey, you’re not alone.

So often, marketing ops folks are seen as doers instead of thinkers. Since they’re left to focus on executing tasks, they don’t have the bandwidth to play a more strategic role in their organization.

This decision is to the detriment of the company.

 

The strategic value of MOPs

As a MOPs professional, you have a unique perspective on the organization and any gaps it might have.

You can add valuable insights that inform:

  • how your business moves forward
  • what tools to invest in, and
  • who to hire.

But that hardly matters if you don’t have the time and space to think about these things.

In our latest article, Joe Pulse offers three steps on how to enhance the value of your MOPs team.

 

Follow these steps

What are the steps you can take to maximize your MOPs team’s efforts and showcase your strategic value?

I’ve thought of three that you can consider.

 

1. Get buy-in from your manager 

If your direct lead isn’t a marketing ops professional, they might not realize all the ways you can add value.

Start by getting them to approve a certain amount of time a week that you can spend on strategic thinking for your team.

This strategic thinking time can be spent:

  • mapping out the future structure for MOPs at your organization
  • redesigning a process between MOPs and sales that could be more efficient, or
  • having conversations with other technology owners (e.g. Salesforce) to better learn how they integrate with your marketing automation tools.

Once you can think more strategically, you can approach your manager with specific recommendations on how they can boost the role of operations at the organization—and the resulting value of doing that.

Here’s a tip: remember to delegate.

A big part of showing that you’re ready to take on more strategic thinking is removing some of the more tactical elements from your plate and upskilling other members of your team to take them on.

This leads me to my next point.

 

2. Make sure your MOPs team is the right size

For your MOPs team to really deliver on its potential, you need to have a team of people you can rely on.

Beyond the standard daily tasks, there needs to be room for when things go wrong and for thinking about the future.

Day-to-day projects shouldn’t fill 100% of your team’s time.

This is an important consideration that you should bring up when you’re talking to your leadership team.

I know this is a tough one. It can be hard to make the argument that things could be better when they’re already running well.

After all, people don’t notice when MOPs is running properly, only if it’s broken.

But you shouldn’t let that stop you from having the conversation.

Map out where your team is spending time now—and then talk about where you could offload some work to better spend your time by driving more value for the organization. That’ll get their attention.

 

3. Set real metrics for MOPs

You know this, the performance metrics your marketing and sales teams use aren’t the right way to evaluate MOPs performance.

You need a specific set of metrics that are tailored to what your team is doing and how it truly provides value to the business.

To get this right—and better show your value to the rest of the organization—take the time to collaborate with the teams you work with to set up a framework that makes sense.

 

You’ve got this (and if you need more help, let us know),

Joe Pulse

How Can I Figure Out the Martech World?

Hi Joe,

I want to understand more about marketing technology, but I don’t know where to start.

The tools we use at my company, like Salesforce and Marketo, have so many functionalities and data that I feel like I might break something if I start playing around.

The martech space moves fast and it’s hard to get a handle on where the industry is going.

I’d feel more confident in my job if I knew how to get the best out of the tools we use, and understood the outlook of martech as a whole.

How can I start to build that knowledge? Where do I find the time?

Thanks,

Martech Mark.

That drive you have to learn is a great thing, Martech Mark.

When I first started using Marketo, I wanted to be productive from day one. At first, I thought that meant sticking just to what we knew at our company. Like you, I thought experimenting would lead to “breaking” things beyond repair.

I’m happy to say that wasn’t the case.

 

Understanding martech

Tools like Marketo don’t have the easiest learning curve, so you might not get it right away. That’s not the end of the world.

Take a few hours each week to read up, play around with tools, post in communities, or whatever grabs your interest. Here are some places to start:

 

Free trials and versions

Many tools out there have free versions (e.g. Hubspot, Salesforce Lightning Platform) or at least free trials (e.g. SAP Marketing Cloud) to experiment with.

So if you’ve got a certain piece of tech in mind, check out what build you can get on the house.

 

Online courses

LinkedIn, edX, Coursera, and other learning platforms have a mix of free and paid courses to try out, covering a breadth of technologies.

 

Product spaces

Official company spaces provide a range of free resources, from the videos and courses on Marketo University to the forums in Salesforce’s Trailblazer Community.

 

Online communities

Chances are, the tool you’re learning has active communities on Github or Reddit—and dedicated MOPs communities can help you steer your course.

 

News and blogs

Sources like MarketingTech and ChiefMartec publish news and analysis of the latest movements in the martech world.

 

Use resources as sandboxes

You’ve got free reign to mess around. It’s all about trial and error.

Once you get going, document all the things you do and hear that are useful to your learning including:

  • your observations
  • how a tool benefits your work (does it make a process faster? Improve analysis?)
  • where a tool falls short of helping you meet certain goals.

These notes are lessons that can help the whole team learn.

As you say, the martech space moves quickly. Trends rise and level out, upstart tools get acquired, and if you’re exploring a new capability area, there’s no guarantee the tool you learn will be one the industry settles on.

For that reason, don’t stress about where the market’s heading. Focus on the tech that interests you and helps you achieve your goals.

You’ll pick up transferable skills that apply across technologies. Like learning a language, it gets easier after the first one. Just keep going.

You’ve got this — if you need any help, drop us a line.

Joe.

How Can I Choose the Right Marketing Technology Stack?

Hi Joe,

My boss has asked me to figure out what type of tools we should add to our martech stack going forward.

Our company is relatively small at the moment, but we’re growing quickly year-over-year.

With so many tech options out there, how can I be sure we’re making the right choices with our investment?

Thanks,

Technical Tammy

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Hi Tammy, this is an excellent question.

Scaling up your martech stack at a rate that aligns with your company’s growing needs can be quite difficult.

You’ll want to avoid as much tech bloat as possible, while also ensuring your team has the proper tools they need to grow operations efficiently.

It can be a tricky balance, but I have some tips that will set you on the right path.

 

Size is your primary benchmark, not time

When looking to invest in new software tools, the most important consideration is the size – and future growth- of your company.

You might be thinking: when will we get use from this tool? One year from now? Three years from now?

This is okay, as long as size is the primary benchmark for these time-based predictions. For example, let’s say you have 25 clients now. How long will it take you to get to 50 clients, 100 clients, and so on?

Think of buying clothes for a child. You could buy the next 10 shirt sizes for them, but those shirts could be sitting in a closet for the next five years before they fit. Or, they might fit much sooner than expected and you need to go shopping again.

Similarly, it’s your responsibility to track the progression and maturity of your martech stack so you can keep developing it to meet your continuously growing needs. Doing so will require continual communication with leadership.

For example, they might have information about revenue projections for the next two to five years, certain KPI targets that have been set, and so on. All of these factors go into understanding your current and future needs, which will direct how you invest in your tools.

 

Tech for now or for later?

Now that you’ve established a reference point for what you’ll need and when you’ll need it, I recommend you future-proof your tech the best you can.

In my experience, it’s better to invest in tools that will last as long as possible to avoid the costly process of ripping out the entire system later.

For example, one option might be to spend $100,000 on a tool that you won’t fully use for another few years. But the alternative could be spending $50,000 on something you need right now, only to spend another $300,000 in a few years ripping out the entire system because it needs replacing.

This “rip and replace” process, however, will be a bigger deal for some tools compared to others.

To simplify things, think of your tech in two categories:

  1. Backbone tools, and
  2. Peripheral tools.

Backbone tools are the core of your martech stack, including your essential marketing automation tool such as Marketo, Hubspot, etc. These tools will be much more painful and costly to “rip and replace,” so you’ll want to grow with them over the long term.

In some cases, depending on your current budget and needs, you can invest in the baseline offering of a certain tool now.

Then, later on, you can upgrade and layer in added services and functions as necessary. These add-ons, which can be applied dynamically, are your peripheral tools – in addition to other things like data enrichment software.

As you can probably tell, there is no one-size-fits-all solution when it comes to choosing the right tech.

Your needs will depend on many factors including your company’s structure, size, and projected growth. But as long as you’re constantly synchronized with leadership, and you plan ahead to future-proof your backbone tools with room for peripheral upgrades, I’m confident you’ll have an efficiently designed martech stack that can grow alongside you and your team.

 

Next steps

Once you’ve worked out which tools to invest in, make sure you’re absolutely clear with your boss about what a tech overhaul will involve. It’s going to take an ongoing time investment, thorough evaluation of your tools, and behavioral change from team members as they adapt to the new tech.

Effectively communicating all of this to your VP and CMO will increase the likelihood that they support your proposed changes. You can read more about how to explain your tech stack overhaul to your boss here.

You’ve got this — and if you need any help bringing in new technology, drop us a line.

Joe.

 

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Will I Offend Anyone if I Start Asking Questions?

Hi Jo,

I’ve been feeling a little isolated in my marketing ops role lately.

It often feels like I’m left to my own devices, and I don’t always have visibility into what other teams are doing and how they’re doing it.

I think there could be a lot of value in connecting the dots between marketing ops and marketing more, but I’m not sure how to best go about it. Will people get offended if I just start asking questions?

Thanks,

Questioning Quinn

pink separation line

Hi, Quinn. You have no idea how much I resonate with how you’re feeling.

When I first started in marketing ops, it was because I raised my hand to run Marketo at my company. Like you, I was pretty much left to my own devices—not even my boss knew what I was doing, really.

It’s an unfortunate reality for a lot of MOps professionals. Depending on the size of the business, a MOps “team” might be a single person wearing way too many hats.

Plus, if a company hasn’t figured out where MOps lives yet, it may not even be clear if you report to Sales, Marketing, or RevOps. The lines of communication with each of those teams might be tenuous, at best.

With this amount of uncertainty in the role, it’s no wonder you have questions!

My advice? Ask away.

When you touch as many parts of the revenue production process as marketing operations inevitably does, you need to have awareness and visibility into what other people are doing. Then, and only then, can your company truly optimize revenue.

Not quite sure where to start? Don’t worry. Here are my three tips that should help you get the ball rolling.

 

Take initiative—with some help

Whether you’re new to the role or have been there a while, it’s always valuable to build relationships with people in other teams.

That said, depending on your company’s culture, asking for their time or for more visibility into the work they’re doing might feel like you’re overstepping.

If that’s the case, talk to your boss first.

Talk them through why it’d be valuable for you to build these bridges, and ask for their support in making it happen.

 

Connect the dots between your systems

Most people that are in charge of a technology platform will understand that it’s worth talking about how their system and your system share data.

For instance, if you’re running Marketo, set up a chat with the Salesforce admin at your company.

By sharing knowledge about each platform, you’ll be able to collaboratively identify any redundancies. If there’s a task that can be better done with one platform versus the other.

 

Set the standard for collaboration

If teams operate in silos, it’s because they don’t know not to.

If you start talking to people and making it a normal activity to share information and collaborate, then others are more likely to see the value and follow that behavior.

From one MOps professional to another, I’m sure you’re a proactive individual. So I know you won’t shy away from reshaping how your teams talk to each other.

Trust me, you only stand to win.

Even if nothing changes and you still have issues getting the right information from other teams, you’ll have shown initiative and added some skills to your tool belt. And that will look really nice on your resume when the time comes to move up or move on.

You’ve got this,

Jo Pulse