In RevOps, we’re told to focus on driving revenue by improving the customer journey. But in reality, we spend most of our time fixing misalignment issues.
It feels like Groundhog Day.
- We watch sales leaders get caught off guard by missed forecasts. Again.
- We hear marketing ask why leads aren’t being worked. Again.
- We see customer success struggle to prioritize upsell accounts. Again.
We’ve lived this. We’ve spent hours and hours on reactive busywork, trying to troubleshoot these issues. But the root cause was rarely addressed.
For most teams, misalignment happens when:
- Rules of engagement aren’t clearly defined
- Reps and marketers lack structured guidance
- There’s no real-time visibility into process adherence
Without clear expectations and automated execution, things fall apart.
That’s why we’re launching AccountAim Workflows.
AccountAim Workflows create structured, automated GTM processes that ensure teams know exactly what to do, when to do it, and why it matters.
How We Solve GTM Misalignment
Define and track rules of engagement (ROEs)
AccountAim Worfklows set enforceable ROEs based on real performance data, finally giving Sales, Marketing, and CS teams a process they can follow and buy into, driving the ideal customer journey.
We know from experience that getting reps to follow any process is tough. The only way to win them over is by showing them the performance data that proves these ROEs are there to help them.
Automate execution and alerts
AccountAim Workflows trigger the right actions at the right time—directly in Salesforce, email, or Slack—so reps don’t have to dig through numerous dashboards or wait for direction during 1x1s just to figure out what they are supposed to do next.
By meeting reps where they already work, we make it easier for them to stay on track.
Gain full visibility into execution
AccountAim tracks ROE adherence, monitors engagement, and gives managers real-time insights to keep teams accountable.
We’ve seen ROEs fall apart because managers are juggling a hundred other things. By providing proactive alerts to all seniority levels, we make sure rep compliance isn’t overlooked. This automatically enables RevOps to be a proactive driver of the revenue process.
AccountAim Workflows work so well because of our data capabilities. Workflows enable effective and automated RevOps processes by:
- Handling complex data relationships – We solve structural CRM challenges, like snapshot limits and related object constraints, to create workflows tailored to your business.
- Integrating third-party data – We bring in all relevant external data to create a complete GTM data model for customers.
- Providing context – We don’t just tell teams what to do. We tell them why. Contextual alerts help drive buy-in and ensure the right actions happen.
- Escalating non-compliance – We track when ROEs aren’t followed and alert managers so processes actually become engrained.
- Grouping notifications – We batch alerts by number, time, or quantity to avoid overwhelming reps with noise.
- Facilitating process feedback – We give reps a way to flag alerts that aren’t helpful, so we gain their qualitative insight and continuously improve your processes over time.
The Impact of Automated RevOps Processes
The benefits of automated RevOps processes are clear:
- Data clarity – AccountAim creates a source of truth that you can trust to drive your GTM engine. Trigger workflows based on trustworthy performance data and real-time prospect activity.
- Eliminated bottlenecks – RevOps is no longer the blocker for telling GTM where to focus. Key data is tracked in real-time and end users are proactively alerted with required actions, all without any RevOps time spent.
- Improved efficiency – Reps and marketers can now easily focus on their highest ROI activities rather than wasting cycles determining where to spend their time, creating lift in the metrics that matter for your business.
95% Coverage of Top Accounts for Mosaic
Mosaic’s 10-rep BDR team had a goal of putting activity on their top accounts every 21 days. But with thousands of accounts per rep and multiple data points to track, hitting this goal was a challenge.
Before AccountAim, only 60% of accounts were in compliance with their ROEs as reps spent too much time in analysis paralysis and tracking account info across systems like Salesforce, Outreach, LinkedIn, and ZoomInfo.
With Workflows, we removed the guesswork and automated RevOps processes related to account prioritization. We analyzed Mosaic’s GTM data and identified each rep’s top accounts that needed activity each day. Our workflows then automatically alerted reps—with full context—so they knew exactly where to focus.
The results speak for themselves:
- 1.5 hours saved per rep per day on account research
- 95% SLA coverage of top accounts
- Stronger process adoption as BDRs now stick to Mosaic’s ideal customer journey
“AccountAim has played a big part in our BDR team’s success. It helps them focus on their best accounts and gives us the data to know where reps should spend their time. It saves reps hours of account research each day and has helped new hires ramp up quickly.”
– George Fullerton, Head of Revenue and RevOps at Mosaic
Ready to Move from Reactive to Proactive?
Workflows puts RevOps in the driver’s seat. We help GTM leaders address problems before they happen, drive revenue outcomes, and free up time for strategic work.
Want to see how Workflows can help your team? Let’s chat.
