Revenue Operations streamlines internal processes, makes established systems more usable, and keeps customer-facing departments aligned.
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.
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.
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.
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.
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.
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).
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.
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.
‘Tis the season for gift giving, and we’d like to remind you that your favorite revenue operations professional deserves something great.
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.
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.
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.
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?
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.
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.
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.
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.
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!
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.
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.
Welcome to the fourth article in a multi-part series that will help you find the perfect project manager for your revenue operations team.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
Marketing analytics are a pain in the backside, but we need data to improve Campaign performance and prove marketing ROI. Here’s how.
CRMs are meant to be customized, but going too far off the rails can result in unforeseen consequences—such as integration and reporting issues.
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.
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.
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.
A good data analyst knows how to check and double check their work. A great analyst knows how to tell a story and suggest improvements.
Marketing budgets may be passed down from executive ranks, but breaking them out, aligning and defining them is based on a number of factors.
Sales kick-offs are more than an opportunity to come together, they solidify plans and expectations while setting a tone and building on the past
B2B data is only as good as the ability to use it. Refining selection criteria and accessing deeper data creates easier navigation of the sales funnel and e
Standardizing the world of RevOps requires an appreciation of process and the need for discussions about change in order to have the best outcomes.
A day in the life of Demar Amacker includes jazz on vinyl, coaching team mates, quarterbacking projects and looking forward to team social time on Thursdays
Adding more people isn’t the key to growth. Adding them with the right systems, processes and tech is the way to grow successfully.
A Day in the Life of RevOps pro Olga Traskova includes maximizing time with her team while working remotely and managing essential data.
The best sales leaders are looking into the future. In this article, we will be covering a deep dive into setting sales goals based on revenue growth.
Marketing attribution aligned with a CRM gives marketers and RevOps professionals insight into what activities are working for which buyers.
Steven Newman, a RevOps pro who joined Logikcull a few months ago, talks about how his day is structured in a fully-remote career.
Getting the right people to apply for a RevOps role isn’t nearly as hard as narrowing those candidates down to The One. These interview questions can help.
Creating boundaries around the day to allow for creative thinking is necessary for RevOps professionals and Eric Portugal Welsh explains his methods.
The hiring process is broken, with its basis in matching and checking off laundry lists of skills. Matt Gould shares tips for your next hire in RevOps.
Flexibility and creativity. If you’ve got these skills you’ll do well. Not only in RevOps, but in a number of other areas, like ROC member Jen Bergren has.
Without a Buyer Journey Map, your buyers can get lost. Courtney from CWT Consulting shares how to build one that's thoughtful and holistic.
Global teams aren’t unusual in B2B, but one that works well together, has a great culture and makes money? Here’s how InMobi’s RevOps team does it.
Compensation planning is hard, and with inflation on the rise, it’s only getting harder. This SDR compensation calculator will help you build a plan, fast.
Getting a sales team up to speed is essential to any company. We asked community members what Sales Enablement means to them. Here are their answers!
Accelerating deals is the bread and butter of sales. But, what do we do when there’s too many tools to make sense of? Real-time enablement is one answer.
Within Operations, there’s a lot of talent turnover. Here’s 3 takeaways from Demandbase’s Marketing Operations Talent study, so you can walk away informed.
When CAC is high, there’s certain areas you might not think to look within your revenue organization. Here’s some questions to get you started.
Hiring SDRs isn’t easy! We got Denial Kleinowski to share his SDR Hiring Guide. Use this to move one step towards the sales team of your dreams.
Understanding the roles of growth and success teams is important to any organization to help create stronger funnels for increased revenue.
This week we highlight our education partner, Jeff Ignacio, and his framework for creating process for revenue operations.
Marketers aren’t often seen as loving analytics and systems, but Jasmine Powers isn’t your ordinary marketer. She helps startups get the big picture.
The US may be a little ahead of Europe in RevOps traction, but Ramy Atassi is up to speed with keen insights to create growth from his base in Paris.
Paid parental leave policies are now the standard in tech. But what about reps on sales comp plans? Can they bounce back? Read on.
How Creator Guild member Demar Amacker positioned Business Operations at the center of the company vision by influencing book club selection.
While a bad quarter might send your team into a tailspin, Camela Thompson of CaliberMind explains how missed targets can have silver linings.
In this article, Jeff Ignacio shares his insights on territory management, a key component of a successful sales operation.
Mike Ciulla discusses the role of RevOps in maximizing the investment made by businesses in the GTM team and various models for managing their operations.
In this latest article by Mike Ciulla, he drills into the role of SDRs and what they should be focusing on to drive sales success for the company.
Learn how US tech companies can adapt to a tough economy with PLG & PLS strategies in this article by Creator Guild member Stephen Moock.
Is your marketing team STRESSED about budget cuts and fewer resources? Read on to see how a few Marketing Operations pros are tackling this head-on.
Are you starting your job as the only RevOps professional in your organization? Don't panic! Learn how to turn chaos into a plan with our roadmap.
The RevOps professionals who start experimenting with ChatGPT now will have a competitive advantage over those who adopt the tool when they are forced.
Specific to B2B SaaS, this post covers validation rules, contact roles, ERP integrations, tracking MRR metrics and more.
In a soft market, it’s important to put your best foot forward, and that means regularly refining your LinkedIn profile...even if you’re in RevOps 😉
Here’s how to align the sales team’s actions with what the business requires.
Today’s job market is very different from the hiring craze of 2021. What are revenue operations managers looking for in a candidate, and why has it changed?
Hiring an enablement department has the potential to unlock the ability to scale an organization. Let’s talk about how to prove your program works.
Climbing the RevOps ladder can seem like a game of chance. It’s not. Strategy plus communication multiplied by networking equals a faster trajectory.
Salesforce administrators are often given the responsibility of driving CRM adoption. Is enforcing data entry really in the best interest of the company?
You own the assessment and implementation of go-to-market technologies, so use these learnings and our checklist to help you in the process.
Building out a deal desk function? Learn what to expect and what to avoid to achieve peak performance!
Find your perfect fit and weigh the pros and cons of freelancing, agency work, and contracting, with practical insights to thrive in the RevOps space.
Learn how to fix some of the most common problems we see in the market to help you keep your GTM stack up-to-date as your organization continues to evolve.
Daniel Cohen, RevOps Manager at Proton.ai, discusses being a team of one in revenue operations, managing priorities, and thriving in a startup.
David Hogan, a People Ops pro, shares resume best practices. Learn what’s considered creative and what will get someone excluded from consideration.
After a post speaking to the “impossible” task of selling to revenue operations, we caved to the temptation to point out when selling to RevOps makes sense.
Wondering how to break into revenue operations? Look no further! Eric Steeves breaks down the top skills necessary for this career path.