REVOPS

Research
Consulting
Advisory

Informed decisions. Improve outcomes.

Koopmans Arrow Dantzig is a US-based firm that generates and applies behavioral insights to inform executive reporting and improve data utility. 

Using artificial intelligence, as well as techniques in applied psychology, behavioral economics, and marketing, the purpose of our organisation is to influence corporate thinking and decision making in order to improve commercial output and thereby decrease costs related to inaction.

While most organizations take a consultative approach, our difference is that we begin with a forensic understanding of how organizations collect, maintain, and act on data after which we can begin to steer behavior to influence financial performance. 

 

 

Increased Flexibility to Scale your Revenue Operations

Lead Management: Identify, target, and convert leads faster by getting them to the right person at the right time.

Customer Upsell/Cross Sell: Identify and move customers with a positive expansion experience.

Customer Nurture & Churn Reduction: Grow NRR by giving focused attention to your customer who need it.

Sales Personalization: Make outreach more personal and authentic by knowing your buyer with prospect 360.

Multi-CRM Integrations: Eliminate data silos across subsidiaries and serial M&A activity.

Revenue Impact Reporting: Get the complete customer picture that you need for more accurate and trustworthy reporting.

Outbound Automation: Eliminate repetitive sales tasks with personalized and segmented data.

AI Enablement: Koopmans Arrow Dantzig is here to help B2B companies get the most out of their AI investment.

Refine your RevOps, Data, and Digital Strategy

We work with you to map out your business needs and uncover areas for improvement. Then, we match you with technology solutions that help you realise your strategy. This includes documenting processes and needs, proposing a solution architecture, assessing vendors and technology options, and creating a detailed delivery roadmap.


 
Assessment
Uncover the gaps in revenue by letting us do the heavy lifting. We manage the tedious business minutiae, so you don’t have to. Using our assessment methodology, we discover the gaps between your go-to-market teams in your process, data and technology and map them against best practice, so your business is never left behind. 

Programmatic & AI Solutioning
We design effective processes to help your customer growth. Think RevOps creates the blueprint so you have a turn-by-turn playbook of consistent processes; this means a business that is aligned from the ground up. Remove friction between teams and create room to focus on delivery, acquisition, and growth.

Business Blueprint
We ideate and create programmatic solutions based on requirements that align the business with your market and customer journey. As part of this, we identify the internal technical, operational, and user requirements to ensure that employee experience is also aligned.

Vendor Selection
We have experience working with the vast majority of CRMs and revenue technology vendors on the market and can help you understand and compare their offerings and use the ones that best suit your needs.

Roadmap
Our Delivery experts help you build a realistic delivery roadmap while keeping sufficient room for flexibility throughout the delivery process. They can also help calculate the total cost of delivering your project.

Scale in an impactful, consistent, and sustainable way

Our team of process, data, and automation experts will support you in creating strong foundations and best practices to ensure sustainable and lasting change in your organisation. Our fully transparent approach prioritises continuity and makes sure you get a scalable solution you can build upon for many years to come.

 

Revenue Operations

Our revenue operations experts help you implement a RevOps strategy that integrates and drives alignments between your go-to-market teams to power your revenue engine.

Data & Insights 

We help you unlock key business insights quickly and build critical business reports with confidence.

Digital Automation

When processes in your customer journey need to be robust and scale automatically, our digital automation experts certified in classic and broader revenue technologies step in to do the heavy lifting. 

Delivery Management  

Our highly experienced Delivery Leads are with you every step of the way, helping liaise with key stakeholders, organise consultant and business personnel, control project risks, manage cost, and generally ensure that the project is a major success.

Scale your ops team in weeks. Without the overhead, hassle, and risk.

We believe the best way to empower people is to train them so they can be self-sufficient. We provide your team members with the right support so that they can help you achieve your goals, faster.

 

Training - Adoption is key to the smooth integration and success of your business. We provide training, documentation and support for your go-to-market teams to embrace the change, recognise the value and are up-skilled and empowered.

InSourcing - Our RevOps as a Service (ROaaS) helps businesses who are not ready to get a full-time in-house team to still get all the benefits of having expert-level RevOps strategy as well as day-to-day Salesforce stack management.

Focus on more signals, less noise

Customer Lifecycle

Awareness to Evaluation

  • Are you losing potential customers because your awareness strategies aren't converting them to evaluation?
  • Is your messaging failing to push prospects from mere awareness into genuine interest?
  • Are you struggling to identify where the drop-off occurs between awareness and evaluation?

Evaluation to Purchase

  • Are your competitors winning customers at the evaluation stage while you struggle to close deals?
  • Do you find that your prospects often stall at the evaluation stage and never progress to purchase?
  • Are your evaluation processes too complicated, causing customers to abandon their journey to purchase?

Purchase to Expansion & Advocacy

  • Are you missing out on upsell opportunities after the initial purchase?
  • Is your customer base growing, but you’re not turning them into advocates?
  • Are you failing to convert satisfied customers into promoters who drive new business?

Data & Insights

Conversion Rates, Pipeline Generation

  • Are your conversion rates stagnating despite efforts to optimize your pipeline?
  • Do you find it difficult to pinpoint where your pipeline is leaking potential deals?
  • Is your sales team struggling to turn a healthy pipeline into actual closed deals?

Bookings ARR, Win Rates, Loss Analysis

  • Are you unsure why your win rates aren’t improving even with high bookings ARR?
  • Is your loss analysis failing to uncover the real reasons behind missed opportunities?
  • Are your revenue projections consistently off due to unreliable win/loss data?

Net Retention, Churn Pipeline, NPS, and Expansion

  • Are you seeing high churn rates despite strong customer satisfaction scores?
  • Do you struggle to retain high-value customers and expand their accounts over time?
  • Is your NPS not translating into actual customer loyalty and retention?

Process & Strategy

Lead Handoffs, Segmentation & Account Targeting, SLAs

  • Are lead handoffs between marketing and sales causing friction and lost opportunities?
  • Is your segmentation strategy too broad, leading to ineffective account targeting?
  • Are you missing SLAs regularly, putting key deals at risk?

Forecasting, TAM, Pipeline Management, Deal Desk

  • Are your forecasts consistently off, leading to missed targets and frustrated stakeholders?
  • Is your Total Addressable Market (TAM) poorly defined, causing pipeline issues?
  • Is your deal desk bogged down with inefficiencies that slow down the sales cycle?

Renewals, Client Health, Upsell Strategies

  • Are renewals slipping through the cracks due to poor client health monitoring?
  • Do you lack a clear upsell strategy, leaving money on the table with existing clients?
  • Is your renewal process reactive rather than proactive, risking client churn?

Enablement

Curriculum Dev, Onboarding, Rep Playbooks

  • Are your onboarding programs failing to prepare reps for real-world challenges?
  • Is your curriculum development outdated, causing reps to underperform?
  • Are your playbooks ignored because they don't reflect current market realities?

Objection Handling, Call Coaching, Content Library

  • Are your reps struggling with objections because they haven’t been coached effectively?
  • Is your call coaching sporadic, leaving reps unprepared for tough conversations?
  • Is your content library a disorganized mess, making it hard for reps to find what they need?

Performance, CSM Playbooks

  • Are you unsure if your CSM playbooks are driving the desired performance outcomes?
  • Are your performance metrics failing to capture the true impact of your enablement efforts?
  • Are your CSMs underperforming because they lack the right tools and guidance?

Systems

Marketing Automation, Data Enrichment, Prospecting Tools

  • Are your marketing automation tools underutilized, leaving potential leads untapped?
  • Is your data enrichment process leading to inaccuracies that hurt your prospecting efforts?
  • Are your prospecting tools outdated, causing your team to miss valuable opportunities?

CRM, Sales Engagement Analytics, Gong

  • Is your CRM cluttered with outdated data, making it hard to trust your sales analytics?
  • Are you underutilizing sales engagement analytics, leading to missed insights?
  • Is your team failing to leverage tools like Gong to improve sales performance?

CRM, Support Tickets, Product Usage Data

  • Is your CRM disconnected from your support system, causing customer dissatisfaction?
  • Are support tickets piling up because of inefficient CRM integration?
  • Are you ignoring product usage data that could inform better customer interactions?

Build and maintain best-in-class systems

Data & System Integrity

Data Integrity

  • Are your data sources reliable, or are inaccuracies causing issues across departments?
  • Is data duplication or corruption compromising your decision-making processes?
  • Do you have processes in place to regularly audit and clean your data?

CRM Administration

  • Is your CRM cluttered with outdated data, making it hard to trust your sales analytics?
  • Are users across your organization properly trained to use the CRM effectively?
  • Are you struggling with CRM customization, leading to inefficiencies in sales processes?

Marketing Automation

  • Are your marketing automation tools underutilized, leaving potential leads untapped?
  • Is your automation strategy failing to nurture leads effectively, causing a drop in conversions?
  • Are your campaigns lacking personalization, resulting in lower engagement rates?

Technology Procurement

  • Are you facing delays in acquiring the necessary technology to support your operations?
  • Is your procurement process too complex, leading to missed opportunities for efficiency gains?
  • Are you struggling to justify the ROI on technology investments to stakeholders?

Reporting & Analytics

  • Are your reporting tools providing actionable insights, or are they just adding noise?
  • Do you have trouble consolidating data from various sources into coherent reports?
  • Is your team able to access the analytics they need to make informed decisions?

Client Segmentation

  • Is your segmentation strategy too broad, leading to ineffective targeting and wasted resources?
  • Are you able to dynamically adjust segments based on evolving client data?
  • Is there a disconnect between your segmentation strategy and your actual customer behavior?

Sales Operations & Management

Pipeline Management

  • Are you finding it difficult to identify and prioritize the most effective channels for pipeline growth?
  • Is your sales team spending too much time on unqualified leads, leaving your pipeline thin and underperforming?
  • Are your conversion rates stagnating despite efforts to optimize your pipeline?

TAM/Territory Management

  • Is your Total Addressable Market (TAM) poorly defined, causing pipeline issues?
  • Are your territories allocated effectively, or are you seeing imbalances in workload or opportunity?
  • Are you struggling to identify new territories with high growth potential?

Competitive Intelligence

  • Are your win rates lower than industry benchmarks, indicating potential weaknesses in your sales strategies?
  • Is your team frequently losing deals to competitors, despite offering competitive solutions?
  • Do you have access to up-to-date competitive intelligence that informs your sales tactics?

Forecasting & Review

  • Are your forecasts consistently off, leading to missed targets and frustrated stakeholders?
  • Do you struggle with understanding the factors that drive forecast accuracy?
  • Are you regularly reviewing your forecasting model to adapt to changing market conditions?

Deal Desk

  • Is your deal desk bogged down with inefficiencies that slow down the sales cycle?
  • Are your contract negotiations consistently yielding lower Total Contract Value (TCV) than expected?
  • Do you find it challenging to maintain pricing consistency across deals?

Pricing Strategy

  • Are your pricing models outdated, leading to lost deals or reduced profitability?
  • Is your sales team struggling to communicate the value of your pricing to prospects?
  • Are you missing opportunities to implement dynamic pricing strategies based on market conditions?

Revenue & Performance Optimization

Compensation Management

  • Is your compensation plan aligned with your revenue goals, or are there misalignments causing frustration?
  • Are your sales reps clear on how their compensation is calculated, or is there confusion?
  • Do you regularly review and update your compensation strategy to reflect market changes?

Performance Management

  • Are you unsure if your CSM playbooks are driving the desired performance outcomes?
  • Are your performance metrics failing to capture the true impact of your enablement efforts?
  • Is your team underperforming because they lack the right tools and guidance?

Revenue Planning

  • Are your revenue projections consistently off due to unreliable data or forecasting methods?
  • Do you have a clear strategy for balancing short-term revenue goals with long-term growth?
  • Are you missing out on revenue opportunities due to a lack of forward-thinking planning?

Renewal Management

  • Are renewals slipping through the cracks due to poor client health monitoring?
  • Do you lack a clear upsell strategy, leaving money on the table with existing clients?
  • Is your renewal process reactive rather than proactive, risking client churn?

Contract Management

  • Is your contract management process leading to delays in closing deals?
  • Are you finding it difficult to track and enforce contract terms, leading to revenue leakage?
  • Do you struggle with automating contract management to reduce administrative burden?

Client Success & Enablement

Training & Onboarding

  • Is your onboarding process failing to get new sales reps up to speed quickly, resulting in prolonged ramp times?
  • Do you lack a structured training program that effectively accelerates the ramp-up period for new hires?
  • Are your onboarding programs failing to prepare reps for real-world challenges?

Lead Management

  • Are lead handoffs between marketing and sales causing friction and lost opportunities?
  • Is your lead management process too manual, resulting in delays or errors?
  • Are you struggling to manage and prioritize leads effectively, leading to missed opportunities?

Client Health

  • Are renewals slipping through the cracks due to poor client health monitoring?
  • Do you have a proactive strategy for monitoring client health and addressing issues before they escalate?
  • Is your team equipped with the tools they need to maintain and improve client health?

Product Adoption & Usage

  • Are your customers fully utilizing the products or services they’ve purchased?
  • Is your product adoption strategy leading to increased customer satisfaction and retention?
  • Are you tracking product usage data to identify areas for improvement or upsell opportunities?

Feedback Management

  • Are you struggling to turn customer feedback into actionable improvements that drive higher satisfaction?
  • Is there a disconnect between what your customers expect and what your team delivers, as reflected in your scores?
  • Are you missing opportunities to gather and act on feedback during key stages of the customer journey?

Strategic Initiatives & Collaboration

Team Handoffs

  • Are lead handoffs between marketing and sales causing friction and lost opportunities?
  • Is your handoff process between different teams smooth, or are there gaps that lead to dropped balls?
  • Are you struggling with ensuring that all necessary information is transferred during team handoffs?

M&A

  • Are your mergers and acquisitions leading to the intended growth and synergy, or are they causing operational disruptions?
  • Is your post-merger integration process smooth, or are there significant challenges in combining teams and systems?
  • Are you effectively managing the cultural and operational integration during M&A processes?

Client Segmentation

  • Is your segmentation strategy too broad, leading to ineffective targeting and wasted resources?
  • Are you able to dynamically adjust segments based on evolving client data?
  • Is there a disconnect between your segmentation strategy and your actual customer behavior?

Competitive Intelligence

  • Are your competitors winning customers at the evaluation stage while you struggle to close deals?
  • Do you have access to up-to-date competitive intelligence that informs your sales tactics?
  • Are you struggling to identify and address the reasons behind your lost deals, resulting in stagnant win rates?

Act as champions of change and innovation

Pipeline & Conversion

Pipeline Generation

  • Are your current strategies struggling to consistently fill the sales pipeline with high-quality leads?
  • Is your sales team spending too much time on unqualified leads, leaving your pipeline thin and underperforming?
  • Are you finding it difficult to identify and prioritize the most effective channels for pipeline growth?
  • Is there a disconnect between your marketing efforts and the sales pipeline, resulting in missed opportunities?

Conversion Rates

  • Are you frustrated by the low percentage of leads converting into paying customers despite strong initial interest?
  • Do you notice significant drop-offs at key stages of your sales funnel, indicating potential roadblocks in the conversion process?
  • Is your team consistently failing to close deals even after successful demos or trials?
  • Are you struggling to pinpoint the exact reasons why promising leads aren’t converting at expected rates?

Rep/CX Ramp Rates & Deal Size

Rep/CX Ramp Rates

  • Is your onboarding process failing to get new sales reps up to speed quickly, resulting in prolonged ramp times?
  • Are your Customer Experience (CX) teams taking too long to reach full productivity, impacting overall customer satisfaction?
  • Do you lack a structured training program that effectively accelerates the ramp-up period for new hires?
  • Are extended ramp rates causing delays in meeting sales targets or customer service goals?

Average Deal Size

  • Are your sales teams consistently closing deals that are smaller than your targets, impacting overall revenue growth?
  • Is there a noticeable trend of shrinking deal sizes despite high engagement and interest from prospects?
  • Do you struggle to upsell or cross-sell during negotiations, leading to lower average deal sizes?
  • Are you missing out on opportunities to increase deal size due to lack of negotiation training or tools?

Win Rate & Bookings

Win Rate

  • Are your win rates lower than industry benchmarks, indicating potential weaknesses in your sales strategies?
  • Is your team frequently losing deals to competitors, despite offering competitive solutions?
  • Do you find it challenging to maintain a high win rate, especially in competitive or saturated markets?
  • Are you struggling to understand and address the reasons behind your lost deals, resulting in stagnant win rates?

Bookings / ARR

  • Is your team failing to meet Annual Recurring Revenue (ARR) targets, despite consistent sales efforts?
  • Are fluctuations in bookings causing uncertainty in revenue forecasting and business planning?
  • Do you struggle to maintain steady growth in ARR due to inconsistent sales performance or customer churn?
  • Are you missing opportunities to secure long-term contracts that could stabilize and grow your ARR?

Total Contract Value (TCV)

  • Are your contract negotiations consistently yielding lower Total Contract Value (TCV) than expected?
  • Is there a gap between the potential value of deals and the actual TCV achieved, indicating missed opportunities?
  • Are you finding it difficult to secure long-term commitments that could significantly boost your TCV?
  • Is your team lacking the skills or tools to effectively negotiate and maximize TCV during sales processes?

Customer Retention & Loyalty

NPS / CSAT

  • Are your Net Promoter Score (NPS) and Customer Satisfaction (CSAT) scores stagnant or declining, signaling deeper customer issues?
  • Do you struggle to turn customer feedback into actionable improvements that drive higher NPS and CSAT?
  • Are low NPS and CSAT scores impacting customer retention and word-of-mouth referrals?
  • Is there a disconnect between what your customers expect and what your team delivers, as reflected in your scores?

Churn

  • Are you seeing a high churn rate that’s eroding your customer base faster than you can acquire new clients?
  • Do you struggle to identify and address the root causes of customer churn, leading to ongoing retention issues?
  • Is your customer retention strategy reactive rather than proactive, resulting in preventable churn?
  • Are you losing high-value customers due to poor post-sale engagement and support?

Net Retention

  • Is your Net Retention Rate lower than expected, indicating challenges in retaining and expanding existing accounts?
  • Are you finding it difficult to upsell or cross-sell to existing customers, resulting in flat or negative net retention?
  • Do you struggle to maintain customer loyalty, causing revenue from existing clients to decline over time?
  • Is your team failing to implement strategies that effectively increase net retention and overall customer lifetime value?

Connect the dots between departmental initiatives

Marketing

  • Is your marketing team struggling to generate quality leads that align with sales goals?
  • Are your campaigns failing to resonate with your target audience, resulting in low engagement?
  • Do you find it challenging to measure the true ROI of your marketing efforts?
  • Is there a disconnect between your marketing messaging and the actual customer experience?

Sales

  • Are your sales reps finding it difficult to close deals due to misalignment with marketing efforts?
  • Do sales processes lack the support and tools needed to drive consistent performance?
  • Is your sales team struggling to prioritize and follow up on leads, leading to missed opportunities?
  • Are you seeing a gap between sales targets and actual performance, causing revenue shortfalls?

Implementation

  • Are delays in the implementation process causing client dissatisfaction and lost revenue?
  • Do you struggle to manage resources effectively during project implementation, leading to cost overruns?
  • Is your implementation team finding it difficult to align with client expectations and timelines?
  • Are inefficient implementation processes leading to poor customer onboarding and slow product adoption?

Client Success

  • Is your Client Success team struggling to maintain strong relationships, leading to increased churn?
  • Do you lack a clear strategy for proactively identifying and addressing client health issues?
  • Is your team finding it difficult to upsell or expand within existing accounts due to poor client engagement?
  • Are client success metrics not translating into meaningful improvements in customer satisfaction and retention?

Client Support

  • Are support tickets piling up due to slow response times and lack of effective resolution processes?
  • Is your Client Support team struggling to handle complex issues, leading to escalated dissatisfaction?
  • Do you lack the tools and training needed to empower your support team to resolve issues quickly?
  • Are communication gaps between support and other departments leading to inconsistent customer experiences?

Finance

  • Is your finance team finding it difficult to manage cash flow and revenue forecasts due to unpredictable sales cycles?
  • Are budget constraints limiting your ability to invest in growth and innovation?
  • Do you struggle to align financial planning with the strategic goals of the company?
  • Is your team facing challenges in managing and optimizing the cost structures associated with scaling operations?

Product

  • Is your product team struggling to keep up with customer demands and feature requests?
  • Do you lack a clear process for prioritizing product development based on customer feedback and market needs?
  • Is there a disconnect between the product team and other departments, leading to misaligned objectives?
  • Are product adoption rates lower than expected, indicating potential issues with usability or feature relevance?

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