Learn how we helped this FinTech startup reduce CAC and drive efficiency through self-serve automation.
The Challenge
Our client, a fintech startup, wanted to optimize their sales process for high-velocity eSMB deals by moving to a self-serve motion.
Despite the clear goal, their Revenue Operations team was already at full capacity managing the day-to-day operations of the existing sales process.
With a non-negotiable two-month deadline to develop, deploy & operationalize the self-serve motion, the team found themselves in a tight spot without the capacity or technical expertise to create and implement this new process.
The Solution
Understanding the urgency and operational constraints faced by our client, Lean Layer stepped in to own the project, from working with their product team to understand the desired UX end state, to translating their idea into a plan that outlined that necessary processes and integration required.
We then implemented our plan and successfully integrated their self serve portal with their existing CRM systems and utilizing custom coding to ensure a smooth and efficient process. This allowed their RevOps team to continue to focus on running day to day operations.
"Lean Layer does great work. They are a pleasure to work with, provide great transparency, and are ready to roll up their sleeves and jump in wherever needed - whether it be in strategy/planning, data maintenance, CRM dev. LL can do it all! They are always focused on increasing productivity and impact. Rather than just a consultant, Lean Layer is truly a RevOps partner and they feel like a part of your team.
They helped us maintain super high productivity with a very small team internally. They have worked with nearly every corner of our business, and are an invaluable partner in planning and executing on our GTM efforts."
- Head of RevOps at FinTech Startup
The Approach
Our strategy was multifaceted, addressing both the technological and operational needs of the client:
- Collaborative Design: Partnered with the client's product team during the UX design phase to ensure the self-serve portal met both user experience expectations and technical requirements.
- System Scoping: Conducted thorough system scoping to align the portal's functionality with the existing Salesforce and HubSpot infrastructure, ensuring a seamless fit within the technical ecosystem.
- Workflow Optimization: Proposed and implemented an efficient workflow for application processing, encompassing user and sales rep interactions, and system automations.
- RevOps Infrastructure Development: Engineered and established the RevOps framework supporting the self-serve portal, ensuring efficient application processing and integration across user and sales activities.
- Agile Implementation and Testing: Employed an agile approach for rapid deployment and iterative refinements, adapting to changing requirements and ensuring seamless integration.
- Post-Deployment Support: Conducted comprehensive monitoring and fine-tuning post-launch to ensure the system operated at peak efficiency.
The Results
Our collaboration with the client culminated in the successful deployment of the self-serve portal within a tight two-month timeframe, in alignment with their strategic goals for 2024.
This transformation led to:
Sales Process Efficiency: Approximately 20-30% of applications were processed through the new portal without any sales intervention, showcasing the effectiveness of the automation and self-service capabilities.
Capacity for Growth at a Lower CAC: This start up is now positioned to scale their marketing efforts and cater to a larger audience without being constrained by sales capacity, setting the stage for substantial growth and market penetration.
Request a free consultation to see how we can help you increase your pipeline too!
