I have a picture sitting on my desk with the quote “Success is a journey, not the destination.”  It’s a good mantra for revenue marketers.  I always tell large companies that implementing a marketing automation system and processes for the first time is at least a 3 year journey before you are really going to feel comfortable that you know what you are doing.  Setting up a revenue marketing team isn’t easy and it isn’t just a set of to-do items you can mark off.

There are four basic steps to becoming a revenue marketing team:

  1. Figure out your strategy and get the right processes in place.
  2. Get the right technology in place to support those processes.
  3. Get the right people in place to support both the processes and technology.
  4. Continual improvement.

While the first three steps are by no means easy, it seems to be that last step that is the big gotcha.  Once you slog through many months of strategy and process meetings, documentation, a big technology implementation and a big disruption in your department by either a people shake-up or some serious retraining, it’s really hard not to just sit back and relax.  But in reality, that’s when all the really hard work sets in.

Being a revenue marketer is all about measuring and improving through a series of iterations.  You will constantly be on the lookout for new ideas and testing out new channels and messages.  You will build out countless nurture, drip and multichannel marketing programs.  You will work tirelessly on your inbound marketing channels to drive traffic and build your house list.  There are incremental achievements that you can point to along the way to show the success of what you are doing.  But there is no end point.  There is no point you can reach where you can say “I have built a revenue marketing team and I am done.”

So here’s to all the revenue marketers out there who will work tirelessly for a successful marketing campaign, only to work harder to improve it the next time.  While your journey will never be done, you can also take solace in knowing that you will always continue to make a difference with the work you do.

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