Digital Marketing Company for Sale

Howard Brown Creates Revenue.IO To Optimize Digital Sales, Marketing And Service

Howard Brown Creates Revenue.IO To Optimize Digital Sales, Marketing And Service
Written by publishing team

The Revenue Empowerment Institute mentions it in its 21 . issueSt The Century Commercial Model Report, “Digital technology and the rise of advanced analytics and artificial intelligence – offers huge potential to improve productivity, engagement, speed, and visibility for sales teams. While we’ve seen sales and marketing technology generate real value for revenue teams, overall, it has never delivered on its massive promise.”

This is about to change. A combination of customer, demographic, financial, and market forces will eventually force companies to take digital sales transformation seriously. Over the next five years, a massive rise in digital interactions between buyers and suppliers will break traditional sales models, with 85% of B2B sales occurring through digital channels, according to Gartner.

One company helping to drive this transformation is Revenue.io (formerly ringDNA). Founded in 2012 by CEO Howard Brown, Revenue.io is a revenue operations platform that captures customer interaction data from live delegate conversations, CRM, and digital touchpoints and uses this information to help sales and service reps automate selling tasks, prioritize opportunities, and recommend follow-up Actions and content.

After selling one of his previous companies, Brown was advising companies like Marketo, Salesforce and Workday to help them integrate their sales and marketing platforms to deliver better experiences and help reps perform better based on data. Then the idea of ​​ringDNA [now revenue.io] I was really born out of it. We were at the Dreamforce conference in 2011, and my developer and I did a hackathon where together we hacked the Salesforce SDK with a new Twilio API, Google Analytics and AdWords API, and created a distributed call center on the iPad. We won first place in that hackathon. The good news and the bad news was that we won $20,000, which is pretty cool. The bad news is the following year, they donated $1 million in cash,” Brown says.

Brown and his small team got involved with their invention as they worked on consulting and building it as a product on the side. “In 2013 we really started to focus on it and build what we felt was a great opportunity because it wasn’t just a use case for indoors. There was a company at the time, Inside sales.com, and I did a bunch of implementations of this thing. And it was awful. Telephoning was awful. The integration was awful. And I thought, OK, well, we have an inbound use case to provide context and help with an internal use case. I worked with Salesforce. “I saw that the outbound use case was increasing and there was an opportunity there,” Brown says.

Keep building and iterating the platform based on feedback from the few customers that they have. Then, in 2015, the company created Hewlett Packard Enterprise, then AWS and Twilio. “We’ve had some really great clients that we can learn from. And one of the things that became really clear to me. This whole thing for me was a data exercise. I wanted to study the successful ads that had the best results. I wanted to know the actors, how they were performing, and what they were saying, and what they were doing. I study everything from marketing to the first touch to conversation, to SMS, to the rhythm of how things are done. Then we began to realize that we need to give managers a better view of what they do. It’s not just the activities. It’s their performance in Those activities. So, we started building tools for managers to listen to calls,” Brown says of ringDNA evolution.

For Brown, the job was more than just helping sales reps or support teams provide a better buying experience. He was helping fix what he saw as a breakdown in how people communicate based on his training and experience as a clinical psychologist.

“We sit on phones all day. We don’t really communicate. The missing art of having an actual conversation to understand what builds trust, what builds relationship, how you connect with people, that’s what we’re really studying. And we happen to use it in marketing sales support that will drive Against that. But I study language. It’s a vital piece of data, but what makes it amazing are the results. You can tell the results through changes in personality. Was the meeting booked? Did the opportunity advance? So, you tweak all those variables and then see what works and what It doesn’t work,” says Brown.

According to Brown, his platform has a proven track record of helping companies increase their revenue and improve sales productivity for companies like CVENT, SAP Concur, Nutanix, and Autodesk, as well as retain their original customers. Today, the company is growing rapidly, it has about 120 employees and more than 300 customers, most of whom are large companies.

While the company has attracted $32 million in project funding, it has not requested any new funding since 2018. “We are focused on growing a strong business. We are capital efficient, focused on research and development, focused on product, focused on customer retention and expansion. I want more options for myself and the investors who have been with me through a few companies as well. I also want to keep shareholder value, which means that every employee I have owns shares. And what people don’t realize is that if you keep taking more and more money, you weaken your employees. It also makes it impossible for them to get their payday,” says Brown.

Brown grew up in Beverly Hills, California where his father was a mayor. “I grew up in a very interesting way. My first job in sales was to walk door to door with my parents, ask people what they thought of the services the city provided them, and introduce them to my dad. I was basically doing sales. I would ask them what they needed, what Which can be helpful,” Brown says.

He went to the University of Arizona to get his degree in political science to follow in his father’s footsteps. He became a speechwriter and campaign manager in Los Angeles for a few years, but he felt less than fulfilled. He started volunteering with the homeless. One of the guys at the volunteer organization said, ‘I’m going to get a master’s degree in clinical psychology. You should try it “Of course my parents thought I was crazy because I had a beautiful house on the beach. I was driving a nice car, everything. I ended up with a passion for helping people. And I think that’s what we do here. [at revenue.io]Brown says.

After graduation, Brown went on to earn a master’s degree in clinical psychology and began a private practice as a licensed marriage and family therapist. He then founded his first company, 4Therapy.com Network in 1998, which was acquired by CRC Health Group in 2005. He then established the nation’s leading aged care referral service, Senior Transitions, which was acquired by RealPage in 2013. He did some consulting and founded Another company DemandResults prior to founding ringDNA (now .io revenue).

Brown credits his entrepreneurial drive to watching his father succeed. My father was a brilliant businessman. He was very successful in real estate in Los Angeles. I think what I got from him was the perseverance gene. It never really stopped. The thing that drives me every day is that I love solving problems that people say can’t be solved. Whether it’s treating an irreversible patient or solving a technical problem. I did not design myself to be a CEO. I learned on the job. I have worked with wonderful people. I surround myself with people who constantly push me to do better. “I’m constantly learning,” Brown says.

As for the future? “I believe that every company in order to thrive needs to put the customer at the center of their revenue engine. I think they no longer need to talk about revenue operations, but actually set up the governance, the organization, the data, the tools to deliver the results that customers need. And that is Where we focus squarely. And I think every company that wants to thrive and see hyper-growth needs to focus that way,” concludes Brown.

.

About the author

publishing team