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Revenue Operations
September 7, 2021

Headcount Planning: Building a Model

This article covers the second step of the headcount process: building headcount models. We’ll cover why and how people should build more than one model.

Read More →
Revenue Operations
August 24, 2021

Headcount Planning: Choosing a Revenue Goal

This article covers the first step of any headcount plan: revenue goal development. We’ll determine which strategy a headcount plan should be based on.

Read More →
Revenue Operations
August 17, 2021

The 2021 Rev-Ops Co-op CRM Product Review

We signed up for some freebies (and are enduring endless calls from salespeople) to give our community a comprehensive analysis of the most common CRMs.

Read More →
Revenue Operations
July 27, 2021

Back to Basics: Opportunity Best Practices

CRMs are meant to be customized, but going too far off the rails can result in unforeseen consequences—such as integration and reporting issues.

Read More →
Revenue Operations
July 13, 2021

Back to Basics: Configuring Campaigns for Optimal Analytics

Marketing analytics are a pain in the backside, but we need data to improve Campaign performance and prove marketing ROI. Here’s how.

Read More →
Revenue Operations
July 9, 2021

How To Dodge Death by Lead Score

While small orgs may know their ideal prospect, they often make a fatal error when developing a demographic lead score to gate lead delivery to sales.

Read More →
Revenue Operations
June 29, 2021

12 Common CRM and MAP Disasters

Be on the lookout for these common catastrophes (and avoid the companywide sh*t list).

Read More →
Revenue Operations
June 22, 2021

Influencing Without Authority

Many of us in Ops are given initiatives that touch multiple organizations without the title authority to motivate people to get on board with the program.

Read More →
Revenue Operations
June 16, 2021

Boost Marketing Productivity With Analytics

Marketing is swimming in data, but they don’t always have the right infrastructure or people in place to translate that data into actionable insights.

Read More →
Revenue Operations
June 10, 2021

4 Tricky AE Comp Policies to Define ASAP

Anyone who has managed commissions knows that standing in the way of an AE and more commission is a miserable place to be especially if there aren’t clear rules in place. Avoid the four most common areas of conflict by defining some ground rules today. In this article, we will discuss the four most common areas of conflict that need crystal clear compensation policies.

Read More →
Revenue Operations
June 1, 2021

Why and How to Build a Business Case

Getting involved from the outset of a project allows you to build a business case for (or against) changes. It gives leadership concrete reasons why they should back the project. Last but not least, it gives you a preview of who will fight the change so you can determine whether their objections are reasonable or stemming from a natural resistance to change. In this article, we will discuss when and how to develop a business case to address the issue and find the best solution for your business.

Read More →
Revenue Operations
May 27, 2021

9 Best Practices for Better Change Management

No one likes change. Okay, maybe a disproportionate amount of RevOps professionals thrive on challenge and change, but that doesn’t mean the people we support enjoy it, especially when it comes to your CRM. More often than not, they view your CRM as something that steals time away from their real jobs. Like selling more product. In this article we will discuss steps you can take to stack the deck in your favor.

Read More →
Revenue Operations
May 18, 2021

Executing a Territory Plan

Whether you’re implementing a round-robin inbound rotation, a zip-code-based territory system, named accounts, or a combination of all three, you’re in for some system challenges and touchy salespeople. To be fair, they have every right to be wary. Territory changes can have a substantial impact on their ability to hit quota. Hopefully, due diligence ensures you’re giving your sales team every chance possible to succeed, but they’ve undoubtedly been burned in the past. In addition to a comprehensive analysis before rolling out your territories, you can take some additional steps to minimize new territory fallout.

Read More →
Revenue Operations
May 11, 2021

Territory Planning: Strategies & Tactics

Much like compensation planning, territory planning must align with strategic objectives above all else. This article will cover why companies split territories by different attributes and how to design territories.

Read More →
Revenue Operations
May 4, 2021

The Ins and Outs of Revenue Operations Compensation

Attracting and keeping the best talent is always a challenge for any organization. n this article, we’ll discuss various compensation options for revenue operations professionals. We’ll even arm you with logical arguments for hiring top talent, creative variable incentives, and how to attract incoming talent.

Read More →
Revenue Operations
April 27, 2021

Hiring a Revenue Operations Professional: Customer Success

Welcome to the final article in a multi-part series that will help you find the perfect fit for your revenue operations team. A customer success analyst will help you keep your company's mechanisms to support your customers in tip-top shape and help you analyze customer success performance.

Read More →
Revenue Operations
April 20, 2021

Sales Metrics: KPIs to Coaching Tools

Sales metrics come in various flavors, and we’ll be exploring some of the most common metrics by audience. Each layer of leadership needs a different level of detail, beginning with the extremely in-the-weeds front-line management report up to the more general executive reports.

Read More →
Revenue Operations
April 13, 2021

Hiring a Revenue Operations Professional: Enablement

Welcome to the fifth article in a multi-part series that will help you find the perfect enablement professional for your revenue operations team. While enablement professionals don’t have to be tenured professors to make a huge impact on a company, they need exceptional emotional intelligence, a knack for technology, and a mind for numbers. Communication and collaboration are the names of the game.

Read More →
Revenue Operations
April 5, 2021

Marketing Analytics Are About to Get (Even More) Complicated

Anyone who’s tried the DIY approach to end-to-end marketing analytics understands that it’s #complicated, and now it's getting even harder. Google has rolled out a series of announcements that are pretty ominous for anyone in marketing or revenue operations departments trying to tie advertising to revenue and ferret out performance data.

Read More →
Revenue Operations
March 22, 2021

Hiring a Revenue Operations Professional: Project Manager

Welcome to the fourth article in a multi-part series that will help you find the perfect project manager for your revenue operations team. The best PMs are clear communicators, detail-oriented, highly organized, and, honestly, a bit type A. They often lack positional power, so have to find creative ways to push people who don’t report to them into staying on schedule.

Read More →
Revenue Operations
March 15, 2021

Tackling the Operational Complexities of Usage-Based Pricing

While many direct consumers are accustomed to metered-based or usage-based services, many B2B businesses are just beginning to make a move to usage-based billing. Here, we talk to the experts on usage-based pricing for B2B software.

Read More →
Revenue Operations
March 1, 2021

Fixing the “Garbage In” Half of the Data Equation: Sales Edition

WIth the help of some industry leaders, we look at fixing your sales data problems before they start...or at least turn them around once your CRM has fallen off the rails. We’ll look at some of the latest tools that make your end-users’ lives easier while improving your data quality, methods for improving what you have without buying something new, and automation that actually works.

Read More →
Revenue Operations
February 22, 2021

Hiring a Revenue Operations Professional: Data Analyst

Welcome to the third article in a multi-part series that will help you find the perfect fit for your revenue operations team. In this post, we'll explore the role of the Data Analyst and how to find the perfect fit for your team!

Read More →
Revenue Operations
February 15, 2021

Hiring a Revenue Operations Professional: CRM Management

Welcome to the second article in a multi-part series that will help you find the perfect fit for your revenue operations team. In this article, we explore the technical and soft skills needed around CRM management, and even include example interview questions you can ask.

Read More →
Revenue Operations
February 8, 2021

Hiring a Revenue Operations Professional: Marketing Automation Systems

You want to find the perfect fit for your revenue operations team. Because revenue operations often spans a variety of different functions, it can be hard to test for a strong fit in all areas. In this article, we explore the technical and soft skills needed around marketing automation, and even include example interview questions you can ask.

Read More →
Revenue Operations
February 4, 2021

How Should Your Revenue Operations Organization Be Structured?

Who does revenue operations report to? Are they reporting to a silo, the CFO, a COO, or CRO? How aligned are sales, marketing, and customer success? This article will discuss practical limitations that influence revenue operations department structure and the ideal Rev Ops org structure barring external influences.‍

Read More →
Revenue Operations
January 25, 2021

Bypassing the Lead Object

For those of you wondering how others have bypassed the lead object in CRMs, we’re about to get nerdy. We’ll cover why the lead object exists (allegedly), the “easy fix,” and the tested fix to (nearly) eliminate the lead object.

Read More →
Revenue Operations
January 18, 2021

Your RevOps Team is the Business Version of Baseball’s Utility Player

The utility player in baseball can do it all - play infield, switching between shortstop and bases, cover the outfield, and even maintain respectable hitting stats. Breadth and versatility are key, which, when you think about the role of RevOps, sounds pretty familiar, right?

Read More →
Revenue Operations
January 11, 2021

Lead Stage vs. Lead Status

Adjust your pocket protectors and get your calculator ready, my fellow ops nerdlings, because we are about to dive deep into the realm of lead sales and marketing cycle indicators.

Read More →
Revenue Operations
January 4, 2021

What’s the Incentive? Payment Plan Options for Customer Success

Compensation plans are a great way to motivate people to stay aligned with key business objectives. If implemented incorrectly, they can also be morale killers or lead to unforeseen negative selling behavior.

Read More →
Revenue Operations
December 29, 2020

Who Should Own Renewals?

Whether you assign renewals to customer success or sales will depend on your company culture, business strategy, the complexity of the product, and the sales cycle's length. Whether or not the team succeeds depends on the infrastructure you put in place to support your objective.

Read More →
Revenue Operations
December 21, 2020

10 Gift Ideas for Your Favorite RevOps Pro

‘Tis the season for gift giving, and we’d like to remind you that your favorite revenue operations professional deserves something great. Or at least humorous. Either way, it’s a win.

Read More →
Revenue Operations
December 14, 2020

Who Should Revenue Operations Report To?

We had a question in the RevOps Co-Op Slack channel that we just couldn’t ignore:‍ “Does anyone have any strong thoughts/feelings about where RevOps should report up to?” It turns out the answer is YES. We all have strong opinions about this topic.

Read More →
Revenue Operations
December 7, 2020

Rethinking Your 2021 Revenue Forecast

We know, we know. You sat through painful Zoom meetings with finance and settled on a forecast. The last thing you want to think about right now is revising your revenue forecast...again. But if you used the same forecasting method you’ve relied on every other year, you may be missing the big picture.

Read More →
Revenue Operations
November 30, 2020

Revenue Operations’ Role in System Administration

System administration seems to become a sticky topic for companies that are well into their growth phase and are pushing beyond 150 employees. The sales organization is mature, they have enough customers to justify a large customer success team, and marketing is more focused on demand generation tactics than redesigning the corporate website (again).

Read More →
Revenue Operations
November 23, 2020

Do Demand Generation Metrics Make Sense for B2B?

We are so fixated on making the traditional demand generation metrics work for us because our systems aren't developed for B2B buyer cycles. Our technology has been limited because our systems think of buyers exclusively as people--which is fine for B2C. But it doesn’t have to be this way, and frankly, it shouldn’t be.

Read More →
Revenue Operations
November 18, 2020

Why (and How) to Investigate the Marketing-to-Sales Handoff

Investigating the marketing to sales handoff is a great way to learn the company’s systems, network with key people in the departments you’ll be working with, and thrill managers and end-users with improvements that make a real difference in how well they can do their jobs. These investigations may take some time, but they are always worth the effort.

Read More →
Revenue Operations
November 11, 2020

8 GTM Tech Stack Mistakes to Avoid - Enterprise Edition

Enterprise companies have process maturity and larger budgets on their side. That said, they are prone to clinging onto inefficient processes because “that’s how it’s always been done” and overlooking smaller, more innovative vendors by adopting systems their experienced employees have already used.

Read More →
Revenue Operations
November 3, 2020

7 GTM Tech Stack Mistakes to Avoid - Growth Edition

Your predecessor has done their best to set you up with a solid tech stack, but there are...quirks. If this sounds familiar, the company has probably busted the startup bubble and made its way into the growth phase. Wondering what to consider? We've got you covered.

Read More →
Revenue Operations
October 26, 2020

10 GTM Tech Stack Mistakes to Avoid - Startups Edition

A company’s startup phase is similar to creating a foundation for a building. With the right mindset, a little capital, and a lot of determination, revenue operations professionals can avoid a lot of pain down the road by building a strong foundation from the beginning.

Read More →
Revenue Operations
October 20, 2020

What Exactly is Revenue Operations?

To some, RevOps is the glue that holds the entire go-to-market function together. To others, it's like trying to convince your dad that a Tesla Model S is a faster, smoother, and more comfortable ride when all he wants is his tried and true ’65 Lincoln Continental.

Read More →
PreviousNext
Revenue Operations
June 22, 2021

Influencing Without Authority

Many of us in Ops are given initiatives that touch multiple organizations without the title authority to motivate people to get on board with the program.

Read More →
Revenue Operations
June 16, 2021

Boost Marketing Productivity With Analytics

Marketing is swimming in data, but they don’t always have the right infrastructure or people in place to translate that data into actionable insights.

Read More →
Revenue Operations
June 1, 2021

Why and How to Build a Business Case

Getting involved from the outset of a project allows you to build a business case for (or against) changes. It gives leadership concrete reasons why they should back the project. Last but not least, it gives you a preview of who will fight the change so you can determine whether their objections are reasonable or stemming from a natural resistance to change. In this article, we will discuss when and how to develop a business case to address the issue and find the best solution for your business.

Read More →
Revenue Operations
April 20, 2021

Sales Metrics: KPIs to Coaching Tools

Sales metrics come in various flavors, and we’ll be exploring some of the most common metrics by audience. Each layer of leadership needs a different level of detail, beginning with the extremely in-the-weeds front-line management report up to the more general executive reports.

Read More →
Revenue Operations
February 4, 2021

How Should Your Revenue Operations Organization Be Structured?

Who does revenue operations report to? Are they reporting to a silo, the CFO, a COO, or CRO? How aligned are sales, marketing, and customer success? This article will discuss practical limitations that influence revenue operations department structure and the ideal Rev Ops org structure barring external influences.‍

Read More →
Revenue Operations
January 18, 2021

Your RevOps Team is the Business Version of Baseball’s Utility Player

The utility player in baseball can do it all - play infield, switching between shortstop and bases, cover the outfield, and even maintain respectable hitting stats. Breadth and versatility are key, which, when you think about the role of RevOps, sounds pretty familiar, right?

Read More →
Revenue Operations
December 14, 2020

Who Should Revenue Operations Report To?

We had a question in the RevOps Co-Op Slack channel that we just couldn’t ignore:‍ “Does anyone have any strong thoughts/feelings about where RevOps should report up to?” It turns out the answer is YES. We all have strong opinions about this topic.

Read More →
Revenue Operations
November 23, 2020

Do Demand Generation Metrics Make Sense for B2B?

We are so fixated on making the traditional demand generation metrics work for us because our systems aren't developed for B2B buyer cycles. Our technology has been limited because our systems think of buyers exclusively as people--which is fine for B2C. But it doesn’t have to be this way, and frankly, it shouldn’t be.

Read More →
Revenue Operations
October 20, 2020

What Exactly is Revenue Operations?

To some, RevOps is the glue that holds the entire go-to-market function together. To others, it's like trying to convince your dad that a Tesla Model S is a faster, smoother, and more comfortable ride when all he wants is his tried and true ’65 Lincoln Continental.

Read More →
PreviousNext
Revenue Operations
March 15, 2021

Tackling the Operational Complexities of Usage-Based Pricing

While many direct consumers are accustomed to metered-based or usage-based services, many B2B businesses are just beginning to make a move to usage-based billing. Here, we talk to the experts on usage-based pricing for B2B software.

Read More →
PreviousNext
Revenue Operations
June 10, 2021

4 Tricky AE Comp Policies to Define ASAP

Anyone who has managed commissions knows that standing in the way of an AE and more commission is a miserable place to be especially if there aren’t clear rules in place. Avoid the four most common areas of conflict by defining some ground rules today. In this article, we will discuss the four most common areas of conflict that need crystal clear compensation policies.

Read More →
Revenue Operations
May 4, 2021

The Ins and Outs of Revenue Operations Compensation

Attracting and keeping the best talent is always a challenge for any organization. n this article, we’ll discuss various compensation options for revenue operations professionals. We’ll even arm you with logical arguments for hiring top talent, creative variable incentives, and how to attract incoming talent.

Read More →
Revenue Operations
March 15, 2021

Tackling the Operational Complexities of Usage-Based Pricing

While many direct consumers are accustomed to metered-based or usage-based services, many B2B businesses are just beginning to make a move to usage-based billing. Here, we talk to the experts on usage-based pricing for B2B software.

Read More →
Revenue Operations
January 4, 2021

What’s the Incentive? Payment Plan Options for Customer Success

Compensation plans are a great way to motivate people to stay aligned with key business objectives. If implemented incorrectly, they can also be morale killers or lead to unforeseen negative selling behavior.

Read More →
PreviousNext
Revenue Operations
August 24, 2021

Headcount Planning: Choosing a Revenue Goal

This article covers the first step of any headcount plan: revenue goal development. We’ll determine which strategy a headcount plan should be based on.

Read More →
Revenue Operations
July 13, 2021

Back to Basics: Configuring Campaigns for Optimal Analytics

Marketing analytics are a pain in the backside, but we need data to improve Campaign performance and prove marketing ROI. Here’s how.

Read More →
Revenue Operations
July 9, 2021

How To Dodge Death by Lead Score

While small orgs may know their ideal prospect, they often make a fatal error when developing a demographic lead score to gate lead delivery to sales.

Read More →
Revenue Operations
June 16, 2021

Boost Marketing Productivity With Analytics

Marketing is swimming in data, but they don’t always have the right infrastructure or people in place to translate that data into actionable insights.

Read More →
Revenue Operations
April 20, 2021

Sales Metrics: KPIs to Coaching Tools

Sales metrics come in various flavors, and we’ll be exploring some of the most common metrics by audience. Each layer of leadership needs a different level of detail, beginning with the extremely in-the-weeds front-line management report up to the more general executive reports.

Read More →
Revenue Operations
April 5, 2021

Marketing Analytics Are About to Get (Even More) Complicated

Anyone who’s tried the DIY approach to end-to-end marketing analytics understands that it’s #complicated, and now it's getting even harder. Google has rolled out a series of announcements that are pretty ominous for anyone in marketing or revenue operations departments trying to tie advertising to revenue and ferret out performance data.

Read More →
Revenue Operations
March 1, 2021

Fixing the “Garbage In” Half of the Data Equation: Sales Edition

WIth the help of some industry leaders, we look at fixing your sales data problems before they start...or at least turn them around once your CRM has fallen off the rails. We’ll look at some of the latest tools that make your end-users’ lives easier while improving your data quality, methods for improving what you have without buying something new, and automation that actually works.

Read More →
Revenue Operations
February 22, 2021

Hiring a Revenue Operations Professional: Data Analyst

Welcome to the third article in a multi-part series that will help you find the perfect fit for your revenue operations team. In this post, we'll explore the role of the Data Analyst and how to find the perfect fit for your team!

Read More →
Revenue Operations
December 7, 2020

Rethinking Your 2021 Revenue Forecast

We know, we know. You sat through painful Zoom meetings with finance and settled on a forecast. The last thing you want to think about right now is revising your revenue forecast...again. But if you used the same forecasting method you’ve relied on every other year, you may be missing the big picture.

Read More →
Revenue Operations
November 23, 2020

Do Demand Generation Metrics Make Sense for B2B?

We are so fixated on making the traditional demand generation metrics work for us because our systems aren't developed for B2B buyer cycles. Our technology has been limited because our systems think of buyers exclusively as people--which is fine for B2C. But it doesn’t have to be this way, and frankly, it shouldn’t be.

Read More →
PreviousNext
Revenue Operations
August 17, 2021

The 2021 Rev-Ops Co-op CRM Product Review

We signed up for some freebies (and are enduring endless calls from salespeople) to give our community a comprehensive analysis of the most common CRMs.

Read More →
Revenue Operations
July 27, 2021

Back to Basics: Opportunity Best Practices

CRMs are meant to be customized, but going too far off the rails can result in unforeseen consequences—such as integration and reporting issues.

Read More →
Revenue Operations
July 13, 2021

Back to Basics: Configuring Campaigns for Optimal Analytics

Marketing analytics are a pain in the backside, but we need data to improve Campaign performance and prove marketing ROI. Here’s how.

Read More →
Revenue Operations
July 9, 2021

How To Dodge Death by Lead Score

While small orgs may know their ideal prospect, they often make a fatal error when developing a demographic lead score to gate lead delivery to sales.

Read More →
Revenue Operations
June 29, 2021

12 Common CRM and MAP Disasters

Be on the lookout for these common catastrophes (and avoid the companywide sh*t list).

Read More →
Revenue Operations
May 27, 2021

9 Best Practices for Better Change Management

No one likes change. Okay, maybe a disproportionate amount of RevOps professionals thrive on challenge and change, but that doesn’t mean the people we support enjoy it, especially when it comes to your CRM. More often than not, they view your CRM as something that steals time away from their real jobs. Like selling more product. In this article we will discuss steps you can take to stack the deck in your favor.

Read More →
Revenue Operations
May 18, 2021

Executing a Territory Plan

Whether you’re implementing a round-robin inbound rotation, a zip-code-based territory system, named accounts, or a combination of all three, you’re in for some system challenges and touchy salespeople. To be fair, they have every right to be wary. Territory changes can have a substantial impact on their ability to hit quota. Hopefully, due diligence ensures you’re giving your sales team every chance possible to succeed, but they’ve undoubtedly been burned in the past. In addition to a comprehensive analysis before rolling out your territories, you can take some additional steps to minimize new territory fallout.

Read More →
Revenue Operations
May 11, 2021

Territory Planning: Strategies & Tactics

Much like compensation planning, territory planning must align with strategic objectives above all else. This article will cover why companies split territories by different attributes and how to design territories.

Read More →
Revenue Operations
January 25, 2021

Bypassing the Lead Object

For those of you wondering how others have bypassed the lead object in CRMs, we’re about to get nerdy. We’ll cover why the lead object exists (allegedly), the “easy fix,” and the tested fix to (nearly) eliminate the lead object.

Read More →
Revenue Operations
January 11, 2021

Lead Stage vs. Lead Status

Adjust your pocket protectors and get your calculator ready, my fellow ops nerdlings, because we are about to dive deep into the realm of lead sales and marketing cycle indicators.

Read More →
Revenue Operations
November 30, 2020

Revenue Operations’ Role in System Administration

System administration seems to become a sticky topic for companies that are well into their growth phase and are pushing beyond 150 employees. The sales organization is mature, they have enough customers to justify a large customer success team, and marketing is more focused on demand generation tactics than redesigning the corporate website (again).

Read More →
Revenue Operations
November 11, 2020

8 GTM Tech Stack Mistakes to Avoid - Enterprise Edition

Enterprise companies have process maturity and larger budgets on their side. That said, they are prone to clinging onto inefficient processes because “that’s how it’s always been done” and overlooking smaller, more innovative vendors by adopting systems their experienced employees have already used.

Read More →
Revenue Operations
November 3, 2020

7 GTM Tech Stack Mistakes to Avoid - Growth Edition

Your predecessor has done their best to set you up with a solid tech stack, but there are...quirks. If this sounds familiar, the company has probably busted the startup bubble and made its way into the growth phase. Wondering what to consider? We've got you covered.

Read More →
Revenue Operations
October 26, 2020

10 GTM Tech Stack Mistakes to Avoid - Startups Edition

A company’s startup phase is similar to creating a foundation for a building. With the right mindset, a little capital, and a lot of determination, revenue operations professionals can avoid a lot of pain down the road by building a strong foundation from the beginning.

Read More →
PreviousNext
Revenue Operations
September 7, 2021

Headcount Planning: Building a Model

This article covers the second step of the headcount process: building headcount models. We’ll cover why and how people should build more than one model.

Read More →
Revenue Operations
August 24, 2021

Headcount Planning: Choosing a Revenue Goal

This article covers the first step of any headcount plan: revenue goal development. We’ll determine which strategy a headcount plan should be based on.

Read More →
Revenue Operations
July 27, 2021

Back to Basics: Opportunity Best Practices

CRMs are meant to be customized, but going too far off the rails can result in unforeseen consequences—such as integration and reporting issues.

Read More →
Revenue Operations
July 13, 2021

Back to Basics: Configuring Campaigns for Optimal Analytics

Marketing analytics are a pain in the backside, but we need data to improve Campaign performance and prove marketing ROI. Here’s how.

Read More →
Revenue Operations
June 29, 2021

12 Common CRM and MAP Disasters

Be on the lookout for these common catastrophes (and avoid the companywide sh*t list).

Read More →
Revenue Operations
May 27, 2021

9 Best Practices for Better Change Management

No one likes change. Okay, maybe a disproportionate amount of RevOps professionals thrive on challenge and change, but that doesn’t mean the people we support enjoy it, especially when it comes to your CRM. More often than not, they view your CRM as something that steals time away from their real jobs. Like selling more product. In this article we will discuss steps you can take to stack the deck in your favor.

Read More →
Revenue Operations
May 18, 2021

Executing a Territory Plan

Whether you’re implementing a round-robin inbound rotation, a zip-code-based territory system, named accounts, or a combination of all three, you’re in for some system challenges and touchy salespeople. To be fair, they have every right to be wary. Territory changes can have a substantial impact on their ability to hit quota. Hopefully, due diligence ensures you’re giving your sales team every chance possible to succeed, but they’ve undoubtedly been burned in the past. In addition to a comprehensive analysis before rolling out your territories, you can take some additional steps to minimize new territory fallout.

Read More →
Revenue Operations
May 11, 2021

Territory Planning: Strategies & Tactics

Much like compensation planning, territory planning must align with strategic objectives above all else. This article will cover why companies split territories by different attributes and how to design territories.

Read More →
Revenue Operations
March 15, 2021

Tackling the Operational Complexities of Usage-Based Pricing

While many direct consumers are accustomed to metered-based or usage-based services, many B2B businesses are just beginning to make a move to usage-based billing. Here, we talk to the experts on usage-based pricing for B2B software.

Read More →
Revenue Operations
March 1, 2021

Fixing the “Garbage In” Half of the Data Equation: Sales Edition

WIth the help of some industry leaders, we look at fixing your sales data problems before they start...or at least turn them around once your CRM has fallen off the rails. We’ll look at some of the latest tools that make your end-users’ lives easier while improving your data quality, methods for improving what you have without buying something new, and automation that actually works.

Read More →
Revenue Operations
January 25, 2021

Bypassing the Lead Object

For those of you wondering how others have bypassed the lead object in CRMs, we’re about to get nerdy. We’ll cover why the lead object exists (allegedly), the “easy fix,” and the tested fix to (nearly) eliminate the lead object.

Read More →
Revenue Operations
January 11, 2021

Lead Stage vs. Lead Status

Adjust your pocket protectors and get your calculator ready, my fellow ops nerdlings, because we are about to dive deep into the realm of lead sales and marketing cycle indicators.

Read More →
Revenue Operations
December 29, 2020

Who Should Own Renewals?

Whether you assign renewals to customer success or sales will depend on your company culture, business strategy, the complexity of the product, and the sales cycle's length. Whether or not the team succeeds depends on the infrastructure you put in place to support your objective.

Read More →
Revenue Operations
November 18, 2020

Why (and How) to Investigate the Marketing-to-Sales Handoff

Investigating the marketing to sales handoff is a great way to learn the company’s systems, network with key people in the departments you’ll be working with, and thrill managers and end-users with improvements that make a real difference in how well they can do their jobs. These investigations may take some time, but they are always worth the effort.

Read More →
PreviousNext
Revenue Operations
March 1, 2021

Fixing the “Garbage In” Half of the Data Equation: Sales Edition

WIth the help of some industry leaders, we look at fixing your sales data problems before they start...or at least turn them around once your CRM has fallen off the rails. We’ll look at some of the latest tools that make your end-users’ lives easier while improving your data quality, methods for improving what you have without buying something new, and automation that actually works.

Read More →
PreviousNext
Revenue Operations
September 7, 2021

Headcount Planning: Building a Model

This article covers the second step of the headcount process: building headcount models. We’ll cover why and how people should build more than one model.

Read More →
Revenue Operations
August 24, 2021

Headcount Planning: Choosing a Revenue Goal

This article covers the first step of any headcount plan: revenue goal development. We’ll determine which strategy a headcount plan should be based on.

Read More →
Revenue Operations
May 4, 2021

The Ins and Outs of Revenue Operations Compensation

Attracting and keeping the best talent is always a challenge for any organization. n this article, we’ll discuss various compensation options for revenue operations professionals. We’ll even arm you with logical arguments for hiring top talent, creative variable incentives, and how to attract incoming talent.

Read More →
Revenue Operations
April 27, 2021

Hiring a Revenue Operations Professional: Customer Success

Welcome to the final article in a multi-part series that will help you find the perfect fit for your revenue operations team. A customer success analyst will help you keep your company's mechanisms to support your customers in tip-top shape and help you analyze customer success performance.

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Revenue Operations
April 13, 2021

Hiring a Revenue Operations Professional: Enablement

Welcome to the fifth article in a multi-part series that will help you find the perfect enablement professional for your revenue operations team. While enablement professionals don’t have to be tenured professors to make a huge impact on a company, they need exceptional emotional intelligence, a knack for technology, and a mind for numbers. Communication and collaboration are the names of the game.

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Revenue Operations
March 22, 2021

Hiring a Revenue Operations Professional: Project Manager

Welcome to the fourth article in a multi-part series that will help you find the perfect project manager for your revenue operations team. The best PMs are clear communicators, detail-oriented, highly organized, and, honestly, a bit type A. They often lack positional power, so have to find creative ways to push people who don’t report to them into staying on schedule.

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Revenue Operations
February 15, 2021

Hiring a Revenue Operations Professional: CRM Management

Welcome to the second article in a multi-part series that will help you find the perfect fit for your revenue operations team. In this article, we explore the technical and soft skills needed around CRM management, and even include example interview questions you can ask.

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Revenue Operations
February 8, 2021

Hiring a Revenue Operations Professional: Marketing Automation Systems

You want to find the perfect fit for your revenue operations team. Because revenue operations often spans a variety of different functions, it can be hard to test for a strong fit in all areas. In this article, we explore the technical and soft skills needed around marketing automation, and even include example interview questions you can ask.

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Revenue Operations
February 4, 2021

How Should Your Revenue Operations Organization Be Structured?

Who does revenue operations report to? Are they reporting to a silo, the CFO, a COO, or CRO? How aligned are sales, marketing, and customer success? This article will discuss practical limitations that influence revenue operations department structure and the ideal Rev Ops org structure barring external influences.‍

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Revenue Operations
December 14, 2020

Who Should Revenue Operations Report To?

We had a question in the RevOps Co-Op Slack channel that we just couldn’t ignore:‍ “Does anyone have any strong thoughts/feelings about where RevOps should report up to?” It turns out the answer is YES. We all have strong opinions about this topic.

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