The Pain Test

The Pain Test

Ever tell you about my pain test?

When I’m qualifying or in the early stages of a new engagement, an easy way to understand an org's RevOps maturity is through a simple question: 𝗵𝗼𝘄 𝗽𝗮𝗶𝗻𝗳𝘂𝗹 𝗶𝘀 𝗶𝘁 𝘁𝗼 𝗽𝘂𝗹𝗹 𝗿𝗲𝘃𝗲𝗻𝘂𝗲 𝗿𝗲𝗽𝗼𝗿𝘁𝘀 𝗳𝗼𝗿 𝘁𝗵𝗲 𝗯𝗼𝗮𝗿𝗱 𝗲𝘃𝗲𝗿𝘆 𝗺𝗼𝗻𝘁𝗵?

The test is both on how long it takes and how difficult it is to get the data out.

I’ll ask them to walk me through their process following up with questions like what if we need to make changes to which fields the reports use or how easy (🙃) it is to create and update different reporting segments like customer tier, product grouping, account size, rep ownership...

From there we can talk through their main pain points which typically include:
😓 needing to connect to different data sources without a connection point
😰 source data being improperly formatted
🤬 missing dates or class information
😵 incessant back and forth with platform vendors to make changes/understand where the data is coming from.

These discussions could be perceived as negative, especially early on, because they focus on what brings them the most pain.

But for us, it reveals exactly where we can make the most impact fastest and where to focus on before we even begin implementation. And sometimes, it leads into amazing tangents where we can discuss very concrete ways they can improve their entire tech stack and processes.

After all, ARRow was specifically created to alleviate the pains around reporting on and calculating recurring metrics.

So don’t be afraid to lean into the hard questions, uncovering all the things in the current state that they are unhappy with.

Find the pain, find the problem, and make sure you’re the right solution. 💊