Renat Zubarov

And then we replace our services with software as we build software along the way.

Oh, that's basically very simple.

It's like, what is the most precious problem we actually wanted to solve now?

And what are the KPIs you want to see that the problem is successfully solved?

And then we try to build the software and also build the systems and infrastructure to deliver the solution as fast as possible.

And then make sure the solution can be productified.

So it's not like one-off or one customer, but really like a repetitive product sale.

Oh, very good question.

So many people like asking us, okay, how can we sell more?

How can we increase efficiency and effectiveness in our sales, customer success, and account management processes?

How can we make sure that our salespeople know exactly what to do with the customer at hand, with the deal at hand, with the lead at hand, and with the existing customer for customer success?

And what are the best possible actions they should do now with that particular customer to make sure that either opportunity is close won or customer does not churn or customer buys more of our stuff?

Um, mixture of like outreach.

So, um, LinkedIn, um, LinkedIn network, um, some of the automations like, you know, like Apollo, I think is very good tool.

Uh, we use it a lot.

HubSpot is also very good hub support as well as the content actually.

So we, um, we actually did a lot of interviews in the beginning of RevOps and based on those interviews, we created a, like, um, a spreadsheet for customer health scoring.

I'm not sure if you're familiar with the concept.

It's like how to score the customer relationship, like in numbers.

And this customer health scoring spreadsheet is now the most widely used customer health score model on the internet.