Bloomfire is the knowledge management platform to grow your collective intelligence. Bloomfire’s knowledge management software gives you one central, searchable place for information and insights so you and your team members can do your best work, no matter where, when, or how you’re working.
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Bloomfire’s sales leader was self-managing their sales tools and technology. He had a whole stack of tools, including Salesforce, Salesloft, Clari, Clearbit, and Chilipiper. Not only was it sucking up his time, but he was also out of his depth technically.

Bloomfire needed some help supporting the tools and optimizing their Revenue Operations (RevOps) processes for this growing sales team, but it wasn’t yet a full-time need.

Realizing their sales leader needed time back but was not ready to budget for an in-house Sales Ops Manager or Salesforce Admin, they were looking for someone to help on a fractional basis and free up the sales leader’s time.

Bloomfire partnered with Operatus for RevOps as a Service, which provided them with a dedicated team of experienced RevOps professionals. The Operatus team tackled a diverse set of needs, including:

• Salesforce Classic to Lightning Migration: The first step was to get them up to date with the latest Salesforce Sales Cloud version so they could build a solid foundation to scale from. They completed a full classic-to-lightning migration, implementing the Cloudingo dedupe tool to clean data along the way. The new system also helped match leads to accounts and an account tiering process.
  
  
• Improved Marketing > SDR > AE handoff process in Salesforce: Operatus took the migration as an opportunity to optimize the sales process and opportunity stages within Salesforce. An overhaul of lead routing rules and automation connected the journey from Hubspot to Chilipiper to Salesforce as deals flowed through the pipeline.  
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• Building their outbound sales motion: Creating an outbound sales motion, which included account segmentation, adding SDRs to the sales process, and optimizing Salesloft cadences. This included technical setup and ongoing management of an outsourced SDR firm, as well as integrations with chat tools.

With Operatus, Bloomfire was able to tackle several improvement projects that would have been difficult to manage otherwise.

• Prepared the team for scale: Operatus helped scale Bloomfire’s business by creating processes across the customer journey, involving handoffs between multiple teams (Marketing, SDRs, AEs, Renewals) and several technology platforms.
  
  
• Build a foundation for RevOps independence: After over a year of working together, the Bloomfire team decided to take RevOps responsibilities in-house by hiring a Sales Ops Manager and a Salesforce Admin. The Operatus team completed a smooth handoff to the new hires.

Operatus became an extension of the Bloomfire team, and RevOps as a Service gave them the flexibility they needed to reach the next stage of growth.