#207: Optimizing Operations to Help Businesses Drive Revenue with Matt Bolian, USMA ‘11

<p style="text-align: center;"><em><span style= "font-weight: 400;">“Almost 80% of the buyers' journey is not attributable. We focus on the 20% that is. Our recommendation is also to focus on the dark funnel, where that 80% are feeding and getting their thought leadership from.”</span></em></p> <p style="text-align: center;"><span style="font-weight: 400;">- Matt Bolian (USMA ‘11)</span></p> <p><span style="font-weight: 400;">Matt Bolian is the Co-Founder of RevPartners, a company that designs, builds and executes revenue operations to support holistic go to market strategies for scaling companies. RevPartners</span> <span style= "font-weight: 400;">weaponizes data to drive a predictable, repeatable revenue engine through a proven growth operations framework while providing customers with less risk and better value when it comes to driving both strategy and execution. Matt has led teams as large as 250 people and thousands of projects in the United States and abroad for hundreds of clients across multiple functional areas in the military and in the private sector. He thrives under pressure and breaks rules when it makes sense.</span></p> <p><span style="font-weight: 400;">In this episode, we discuss:</span></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">How RevPartners’ revenue engine diagnostic and ops analysis works</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why data is essential to operations optimization and deal velocity</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What customer life cycles look like and how to identify market qualified leads</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Tips on how to stay top of mind as consumer patterns shift</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">What dark funnels are and why they are important</span></li> </ul> <p><span style="font-weight: 400;">Matt also shares some tips on how to know when to hire someone to lead your sales