Platts’ Formula for Revenue Growth

In 2010, Eloqua interviewed Mark McCary, senior director of global marketing at Platts, to discuss the company’s revenue performance management (RPM) strategy. Platts is a division of The McGraw-Hill Companies and is the leading global provider of energy information in the physical and futures markets. Through its global RPM strategy, the company is optimising its entire revenue cycle – increased revenue growth and efficient investment of resources - through better sales and marketing visibility and alignment.

Customer Q&A

 Mark, why did Platts start down the RPM road? Who initiated the project and what were the drivers?

That’s a great question, because RPM is a journey, not a destination. A mixture of marketing, sales and finance started the journey as a six sigma programme over two years ago. Now we actually have a specific sales and marketing team that meets bi-weekly to discuss ways to improve our lead management processes. That team has worked on optimizing our sales and marketing dashboards, with metrics being tweaked, added, and subtracted over time. There were several things that prompted us to build out our sales and marketing dashboard.