"It all comes from strategy and that strategy is informed with data," is Jeff’s mantra when it comes to targeting ideal accounts and businesses in the market. In this episode of The Data Heroes Podcast, Jeff Ignacio, Head of Revenue and Growth Operations at UpKeep talks about RevOps, and the successful alignment of strategy and execution to dominate the maintenance market.

"We started to take a look at the existing customer base for patterns". To expand and refine their customer base, Jeff and his RevOps team began analysing existing data sets to determine more ideal accounts to go after. With ICPs defined, territories were appropriately divided up amongst reps, and strategies decided upon for executing successful campaigns for their diverse customer spectrum. UpKeep specifically developed organic content to engage customers and build communities, improving user experiences, brand image, and company trust. “It's not enough to just win a customer, but do they stick around?” Utilizing RevOps capabilities, Jeff ensures that alignment on strategy is always retained to meet objectives and improve business outcomes.

Jeff and host John Kosturos also examine data management tools, ICPs, SLAs and MQLs.