RevDynamiks™ is a methodology developed by Jameson Strategies after extensive experience working with businesses to scale their Go-To-Market processes. It embraces similarities between the science of 'fluid dynamics' and Go-To-Market pipelines to holistically understand every facet of a businesses interaction with their buyers and finds ways to optimize for revenue generation and specifically helps to identify opportunities to change for net positive impact.
The RevDynamiks™ methodology is divided into four distinct phases:
The Map phase of the RevDynamiks™ methodology is the first step in improving the pipeline. To do this, the entire Go-to-Market process must be mapped out and visually represented. The objective here is to understand how data moves and resides in the current process. If successful, this enables everyone to mutually understand the pipeline and all of the facets of it.
The Layer phase is meant to add layers of detail to the result of the Map phase. It is done by bringing stakeholders together to discuss and debate each section of the map. The objective is to further the mutual understanding of the pipeline but more importantly to root out nuance and capture specific details that describe the pipeline's performance. During this phase conversion rates are established.
The Analysis phase is the most impactful part of the RevDynamiks™ methodology as it uncovers the areas for improvement. The analysis looks at the following areas:
- Velocity - What factors increase the speed of deals through the pipeline? Which factors slow down deals?
- Gauge - What factors increase the number of deals entering the pipeline? Which factors lower it?
- Pressure - What factors put strain on the pipeline or reduce conversions? Which factors improve it?
The Optimize phase is the enactment of changes identified from the Analysis phase. The core objective is to seek net positive improvements first and then tweak other factors to suit the businesses current needs. All optimizations are then monitored for impacts back in the Analysis phase again.