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YELLOWBRIX
Reducing Time to Market & Revenue
Creating workflows that get products to market faster and help turn that speed into revenue.
YellowBrix Roles & Responsibilities Matrix
DETAILED AND OPTIMIZED CROSS-FUNCTIONAL COORDINATION
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Open This Example and Check Out the Details in This Workflow
The Roles and Responsibilities Matrix for YellowBrix maps the full revenue lifecycle, showing exactly who does what, when, where, why, and how at every major handoff and transition. This level of detail is what makes it work so well. It acts as a shared, highly detailed "game plan" that coordinates diverse teams (like Sales, Marketing, Legal, and Implementation) into a single synchronized unit.
Seriously, open the process in full view (just click on it) and look at the detail. Across the top are the stages; along the left-hand side, in light blue, are all the functional areas or activities and stage dates that provide guardrails in the process.
We mapped this process methodically, adding detail in multiple iterations as we road-tested and improved it through continuous process improvement practices.
A companion to this process was a traditional BPM swim lane workflow SOP that provided visual cues and clarity on how people, product, process, and handoffs move through the revenue cycle, from lead generation to payment collection.
Reasons Why I Like It
It Elevates the Objective Above the Individual
It Maps the "Whitespace"
It Builds "Esprit de Corps"
Provides Accountability & Zero Finger-Pointing
Compresses Time-to-Revenue
Compels Cross-Departmental Collaboration
Absolute CRM Data Hygiene
Improves Employee Engagement & Morale
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Reducing Time-to-Market
GO-TO-MARKET DISCIPLINE THROUGH BPM OPTIMIZATION AND CROSS-FUNCTIONAL COORDINATION
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*click to open original document
Context
YellowBrix, a content aggregation company, needed to align its functional areas around fast product launches in emerging markets, plus a combined sales and marketing process to generate and retain the revenue that followed.
Task
Develop a repeatable go-to-market motion, complete with KPIs and OKRs, that aligns functional areas on launch strategy, tactics, and resources, with a sales motion built in to capture and retain that revenue.
Outcomes
Developed a cross-functional sales process to coordinate the projects, people, and resources needed for a new product launch, and used it as the foundation for more efficient day-to-day marketing operations to drive communications cadence.
Deliverables
Standardized product launch and sales campaign processes, cutting time-to-market and wasted resources while increasing customer acquisition.
Aligned every department around the day-to-day tactics needed to generate, sustain, and retain revenue, letting the company move on new opportunities before the window closed.
Used customer and competitor feedback to guide product enhancements and redirect sales toward the highest-potential opportunities.
Reducing Time-to-Revenue
SALES MOTION DISCIPLINE THROUGH BPM OPTIMIZATION AND “REVENUE FIRST” CULTURE
*click to open original document
*click to open original document
Context
YellowBrix, a content aggregation company, needed to align its functional areas around sales motions to create a “revenue first” culture to generate and retain revenue
Task
Develop a repeatable go-to-market motion, complete with KPIs and OKRs, that aligns functional areas on launch strategy, tactics, and resources, with a sales motion built in to capture and retain that revenue.
Outcomes
Developed a cross-functional sales process to coordinate the projects, people, and resources needed for a new product launch and used it as the foundation for more efficient day-to-day sales and marketing operations to drive revenue growth.
Deliverables
Standardized product launch and sales campaign processes, cutting time-to-market and wasted resources.
Aligned every department around the daily tactics needed to generate, sustain, and retain revenue.
Used customer and competitor feedback to guide product enhancements and sales focus.