The Blog

April 21, 2025

Be More Strategic: The Key to Growth in RevOps

What does “be more strategic” actually mean in RevOps? Learn how to connect your work to business impact and get leadership to pay attention.

Revenue Operations

April 14, 2025

The MQL Is Dead. Or Is It?

For years, marketers have argued over the value of the MQL. Some say it’s outdated, a relic from a lead-gen playbook that no longer fits today’s journey.

Revenue Operations

April 6, 2025

Your 2025 RevOps Tech Stack, Simplified

Build a lean, scalable RevOps tech stack in 2025. Learn what’s essential, what to skip, and how to avoid costly mistakes.

Revenue Operations

March 31, 2025

How to Hire a RevOps Consultant (Without Getting Stuck With the B-Team)

Hiring a RevOps consultant? Avoid the bait-and-switch. Here’s how to vet agencies, scope projects, and pick a partner who won’t leave you hanging.

Revenue Operations

March 17, 2025

How to Align Product and Sales Without Killing Productivity

A little product ops can go a long way! Learn how RevOps can shape product forecasts, streamline feedback, and prevent data entry from killing sales morale.

Revenue Operations

March 3, 2025

GenAI + Marketing Analytics: What RevOps Needs to Know

There has been a lot of talk in the marketing community about the impact GenAI will have on marketing analytics. Here’s what RevOps needs to know.

Revenue Operations

February 17, 2025

Unrealistic Annual Plan? How RevOps Can Get Ahead of the Gaps

Unrealistic revenue goals? Discover how savvy RevOps pros use data-driven KPIs and early-warning tactics to pivot, manage up, and keep your plan on track

Revenue Operations

February 3, 2025

Looking for a new CRM? Start Here.

Our opinion about which CRM to choose when has changed dramatically over the last 10 years. Instead of focusing on “what,” pay attention to “how.”

Revenue Operations

January 27, 2025

Managing the Sales to Customer Success Handoff

Fixing team handoffs isn’t sexy, but it’s critical. Discover 5 common sales to customer success handoff fails and how to fix them.

Revenue Operations

January 21, 2025

How to Manage Cancellations and Downgrades in Your CRM

There isn’t one way to account for cancellations and downgrades in your CRM, but there are common traps. Here are some common considerations.

Revenue Operations

January 13, 2025

Growing RevOps from a Team of 1 to 5

The day has finally come for you to post your first job description and hire someone! Here's what you need to know before making that first hire.

Revenue Operations

January 6, 2025

How to Structure Parent-Child Account Relationships in Your CRM

Parent-child relationships in CRMs have serious limitations. Find out the right and wrong ways to report on your account hierarchies.

Revenue Operations

December 15, 2024

Why and how to embrace the Marketing Qualified Account model

In B2B, we sell to accounts. Shouldn’t our go-to-market metrics, like qualified “leads,” reflect how we think about account acquisition and retention?

Revenue Operations

November 11, 2024

Audience is Everything: How to Build B2B SaaS Reports For Every Level of Management

If I could ask revenue operators to change one behavior, it would be this: stop sending out reports fill requirements and get prescriptive.

Revenue Operations

October 21, 2024

Buy or DIY an Analytics Solution?

Learn the signs that you’ve outgrown your CRM reports and you’re ready for a more robust reporting solution. Should you buy or DIY an analytics tool?

Revenue Operations

October 7, 2024

Unconscious Bias Still Holds Women Back: Here’s How You Can Help

Technical women still experience unconscious bias and microaggressions in the workplace. Here are eight ways you can support women in your organization.

Revenue Operations

September 23, 2024

The 5 RevOps Career Tracks: Finding Your Perfect Role

Wondering how your unique skills can help youIf you love data, process, and efficiency, the RevOps org chart has a role for you, no matter your personality.

Revenue Operations

July 8, 2024

Do SaaS Territories Make Sense?

Today’s territory design in SaaS is too focused on equally dividing total opportunity and not focused enough on improving efficiency.

Revenue Operations

June 24, 2024

A Case for Automation: GTM Document Management

Revenue operations is well-equipped to identify seller inefficiencies and any needs for customer-facing documentation. Here's how to automate it!

Revenue Operations

June 17, 2024

Moving to a New Company With a Different CRM

The truth is that the most important CRM admin skills are transferrable across platforms. So why limit opportunities if the company has the "wrong" tech?

Revenue Operations

June 10, 2024

Beyond KPIs: The Art of Storytelling With Data

When writing fiction, every story should have a beginning, middle, and end. When in executive data reviews, your presentation starts with the punchline!

Revenue Operations

May 20, 2024

How to Design Sales Territories

Well-designed territories can help salespeople focus on the highest-value prospects, introduce fair account distribution, and encourage specialization.

Revenue Operations

May 13, 2024

A Guide to Inside Sales Compensation Plans

This article examines compensation, career planning, and the importance of proper enablement. Did we mention the compensation calculator?

Revenue Operations

May 6, 2024

Taking Advantage of a Missed Company Number

While a bad quarter might send your team into a tailspin, Camela Thompson explains how missed targets can have silver linings.

Revenue Operations

April 22, 2024

What I Wish I Knew: Sales Sequencing Software

We asked, and you answered! RevOps Co-op community members weighed in on sales engagement systems and what they wished they knew before implementation.

Revenue Operations

April 15, 2024

What’s the Definition of Revenue Operations?

Revenue Operations streamlines internal processes, makes established systems more usable, and keeps customer-facing departments aligned.

Revenue Operations

April 8, 2024

How to Create Sales Enablement They’ll Use

While sales enablement is rarely part of a RevOps job description, we all know that a great deal of time is spent helping salespeople learn the systems.

Revenue Operations

April 1, 2024

What CRM Admins Should Know About Marketing Automation

Combining the support teams behind sales, marketing, and customer success into RevOps should mean that our systems are optimized. Here’s how.

Revenue Operations

March 18, 2024

"Common Sense" Rules for IRL Work Interactions

Etiquette training is now a thing in the business world! So, let's talk about what is expected during an interview, at an office, and at a company event.

Revenue Operations

March 11, 2024

How to Report on Sales Meetings

Tracking a meeting sounds straightforward. It either happened or it didn’t, right? The problem is, that’s not how our systems work.

Revenue Operations

February 26, 2024

3 Lead Flow Mistakes Your Company Is Probably Making

We’ve all heard marketing and sales fight over lead quality. But are we pouring gasoline on the argument by enabling them in RevOps?

Revenue Operations

February 19, 2024

The Correct Definition of an Account

Accounts are a touchy subject because the definition can make or break a salesperson’s argument to receive partial credit on deals and complicate your CRM.

Revenue Operations

February 12, 2024

RevOps Do’s and Don’ts By Company Stage

The grass isn’t always greener. Startups can be hectic, but other company stages have problems too. See what our community had to say.

Revenue Operations

February 5, 2024

The Correct Definition of a Lead

There are few topics that cause more arguments in B2B than “How do we define an account?” or “How do we define a lead?” Squash arguments before they start.

Revenue Operations

January 30, 2024

HubSpot vs. Salesforce from an Admin's Perspective

There are diehard CRM fans out there in either camp who will battle over which CRM to use. Don’t fall into the trap! A flexible admin is a valued resource.

Revenue Operations

January 22, 2024

Creating Sales Insights Without a Budget

When used properly, this sales report can help you spot issues and unlock the context you’re missing about the sales rep behind the numbers.

Revenue Operations

January 7, 2024

5 Predictions for RevOps in 2024

Join us as we look at what the data is telling us about 2023 to make some predictions about how we’ll need to adjust in the coming months and years.

Revenue Operations

December 21, 2023

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.

Revenue Operations

December 18, 2023

Attribution Will Never Be Right (And That's OK)

Attribution is a subject many love to hate, but it’s one of the only ways we have to understand the full breadth of what marketers influence. That’s why it’

Revenue Operations

December 11, 2023

Designing Lead Stages for B2B

Lead lifecycle management is one of the most popular topics in RevOps because it’s hard to do well! Read to learn what to avoid and what to embrace.

Revenue Operations

December 3, 2023

Leads & Contacts: Bypass the Lead or Keep It?

Dynamics and SFDC have a Lead object. Unfortunately, splitting out activities across Lead and Contact objects create a reporting nightmare.

Revenue Operations

November 26, 2023

Fighting Burnout in RevOps? A Pro’s Quest for Work-Life Balance

Steven Newman, Founder of RevOps Wizards & Director of Global RevOps at TrackTik, shared how he manages work-life balance in the hectic world of RevOps.

Revenue Operations

November 20, 2023

It’s Time to Catch Up, RevOps: Your Cold Prospecting Motion Is Broken

Email deliverability has gone through the floor, and it’s time for RevOps to pay attention. Learn about domain best practices and how to protect your brand.

Revenue Operations

November 13, 2023

How & Why to Hire a RevOps Enablement Professional

Hiring an enablement professional or considering making a career switch? Check out the article for a sample job description, interview questions, and more.

Revenue Operations

November 5, 2023

Aligning Marketing & Sales: Is It Even Possible?

If you've been in B2B SaaS for more than a month or two, you've noticed that marketing and sales don’t get along. This is what RevOps can do to fix it.

Revenue Operations

October 29, 2023

It’s Time for Some Tough Love: RevOps Needs to Prove Itself

It’s time for some tough love, RevOps pros. Accept that proving your worth is expected in corporate and develop the skill sets necessary to do so.

Revenue Operations

October 22, 2023

4 Ways RevOps Pros Can Excel in a Downturn

RevOps veteran, Camela Thompson, shares when and how she experienced the most growth and which tough projects gave her more visibility with the C-Suite.

Revenue Operations

October 15, 2023

Scale Faster With a Healthier Marketing-to-Sales Handoff

Uncover more pipeline faster and wow your leadership team with a better marketing-to-sales lead handoff.

Revenue Operations

October 8, 2023

A RevOps Revenue Goal Building Example

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.

Revenue Operations

October 2, 2023

Why & How to Map the Buyer Journey

The buyer journey maps out the process a customer goes through from first learning they have a problem to finding and buying your brand’s solution.

Revenue Operations

September 26, 2023

Navigating the Interview Process: A Recruiter's Guide

Job hunting can be tough - especially when you don’t know the unspoken rules. David Hogan of Throne Consulting shared how you can pass the screening call.

Revenue Operations

September 18, 2023

A Framework to Improve RevOps Team Dynamics

Wondering how to lead your RevOps team while fighting burnout and department silos? Jen Igartua, CEO of Go Nimbly, shares her formula for team building.

Revenue Operations

September 11, 2023

Breaking into RevOps: Key Skills to Accelerate Your Career Path

Wondering how to break into revenue operations? Look no further! Eric Steeves breaks down the top skills necessary for this career path.

Revenue Operations

September 5, 2023

Why Is RevOps So Hard to Sell To?

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.

Revenue Operations

August 28, 2023

Crafting the Perfect Resume: Dos and Don'ts

David Hogan, a People Ops pro, shares resume best practices. Learn what’s considered creative and what will get someone excluded from consideration.

Revenue Operations

August 21, 2023

Thriving in RevOps as a Team of One

Daniel Cohen, RevOps Manager at Proton.ai, discusses being a team of one in revenue operations, managing priorities, and thriving in a startup.

Revenue Operations

August 14, 2023

12 Common Tech Stack Issues & How to Fix Them

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.

Revenue Operations

August 7, 2023

Thinking of Consulting in RevOps? Start Here.

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.

Revenue Operations

July 31, 2023

Building a Deal Desk Function in B2B

Building out a deal desk function? Learn what to expect and what to avoid to achieve peak performance!

Revenue Operations

July 24, 2023

5 Best Practices for Purchasing Software

You own the assessment and implementation of go-to-market technologies, so use these learnings and our checklist to help you in the process.

Revenue Operations

July 17, 2023

It’s Time To Stop Thinking of a CRM as a Selling Tool

Salesforce administrators are often given the responsibility of driving CRM adoption. Is enforcing data entry really in the best interest of the company?

Revenue Operations

July 10, 2023

Want Career Growth in RevOps? Here's a Formula for Success.

Climbing the RevOps ladder can seem like a game of chance. It’s not. Strategy plus communication multiplied by networking equals a faster trajectory.

Revenue Operations

July 3, 2023

Measuring the Impact of Enablement

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.

Revenue Operations

June 26, 2023

Job Hunting? 6 Interview Tips for RevOps Pros

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?

Revenue Operations

June 19, 2023

5 Steps to Better Forecasting in Salesforce

Here’s how to align the sales team’s actions with what the business requires.

Revenue Operations

June 6, 2023

Career Motivated in RevOps? Here are 10 LinkedIn Pro-Tips For You

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 😉

Revenue Operations

June 1, 2023

Opportunity Object Best Practices in B2B SaaS

Specific to B2B SaaS, this post covers validation rules, contact roles, ERP integrations, tracking MRR metrics and more.

Revenue Operations

May 22, 2023

Can ChatGPT Increase Efficiency for RevOps?

The RevOps professionals who start experimenting with ChatGPT now will have a competitive advantage over those who adopt the tool when they are forced.

Revenue Operations

May 3, 2023

How to Tackle Your First 90 Days in a New RevOps Role

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.

Revenue Operations

March 30, 2023

5 Ways to Help Marketers Do More With Less

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.

Revenue Operations

March 14, 2023

How Product-Led Sales can Improve your Revenue During an Economic Downturn

Learn how US tech companies can adapt to a tough economy with PLG & PLS strategies in this article by Creator Guild member Stephen Moock.

Revenue Operations

January 4, 2023

RevOps is Having a Moment, But Does Anyone Really Know What it is or How it Should be Structured?

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.

Revenue Operations

December 7, 2022

Sales Operations: Designing Territories

In this article, Jeff Ignacio shares his insights on territory management, a key component of a successful sales operation.

November 23, 2022

The CEO Perspective on What RevOps Brings to the Table

RevOps may not be a CEO’s sole focus, but a great CEO will see RevOps as part of the leadership team. Here’s how AJ Bruno views RevOps at QuotaPath.

Revenue Operations

October 19, 2022

Shaping Operational Vision Through an Executive Book Club

How Creator Guild member Demar Amacker positioned Business Operations at the center of the company vision by influencing book club selection.

Revenue Operations

September 22, 2022

How to Adjust Your Sales Comp Plans for Expecting Parents

Paid parental leave policies are now the standard in tech. But what about reps on sales comp plans? Can they bounce back? Read on.

Revenue Operations

September 16, 2022

RevOps in Europe is Gaining Ground

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.

Revenue Operations

August 31, 2022

Reduce the Crazy and Increase the Growth with RevOps

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.

Revenue Operations

August 19, 2022

The Process of Building Process

This week we highlight our education partner, Jeff Ignacio, and his framework for creating process for revenue operations.

Revenue Operations

July 29, 2022

Building a Better Funnel for Growth and Success Teams

Understanding the roles of growth and success teams is important to any organization to help create stronger funnels for increased revenue.

Revenue Operations

June 30, 2022

How to Hire Your Next SDR

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.

Revenue Operations

June 23, 2022

Questions to Ask When CAC is High

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.

Revenue Operations

June 15, 2022

3 Takeaways from Demandbase’s MOPs Talent Study

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.

Revenue Operations

June 9, 2022

The Shift to Real-Time Enablement

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.

Revenue Operations

May 26, 2022

Community Q&A: Sales Enablement 101

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!

Revenue Operations

May 12, 2022

Running a Global RevOps Team with Unicorn-Level Culture

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.

Revenue Operations

April 26, 2022

How to Build a Buyer Journey That Delights Customers & Aligns your Team

Without a Buyer Journey Map, your buyers can get lost. Courtney from CWT Consulting shares how to build one that's thoughtful and holistic.

Revenue Operations

April 21, 2022

Creativity Can Bring Fun & Flexibility to 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.

Revenue Operations

March 30, 2022

When it Comes to Hiring, Traits Outweigh Experience

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.

Revenue Operations

March 16, 2022

Creating Boundaries Can Refresh RevOps Thinking

Creating boundaries around the day to allow for creative thinking is necessary for RevOps professionals and Eric Portugal Welsh explains his methods.

Revenue Operations

March 9, 2022

Hiring for Revenue Operations? Ask These Interview Questions

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.

Revenue Operations

February 10, 2022

Marketing Without Attribution is Like Taking a Road Trip Without a Map

Marketing attribution aligned with a CRM gives marketers and RevOps professionals insight into what activities are working for which buyers.

Revenue Operations

February 2, 2022

The Sales Forecasting Spreadsheet

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.

Revenue Operations

January 27, 2022

Healthcare and Tigers and Time Zones, Oh My!

A Day in the Life of RevOps pro Olga Traskova includes maximizing time with her team while working remotely and managing essential data.

Revenue Operations

January 6, 2022

Build Solid Legs on your 3-Legged Stool Before Hiring for Growth

Adding more people isn’t the key to growth. Adding them with the right systems, processes and tech is the way to grow successfully.

Revenue Operations

December 30, 2021

Vinyl Sets the Tone for this RevOps Professional

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

Revenue Operations

December 22, 2021

Bringing Standardization to RevOps through Systems, People and a Dash of Psychology.

Standardizing the world of RevOps requires an appreciation of process and the need for discussions about change in order to have the best outcomes.

Revenue Operations

December 1, 2021

Better B2B Data for Intelligent Movement Across the Revenue Stack

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

Revenue Operations

November 18, 2021

The Trick to Getting More Out of Sales Kick-Off in RevOps

While many of us pull together the slides used at the big event, RevOps is rarely allowed time to train sales at SKO. So what’s in it for us?

Revenue Operations

October 21, 2021

Art & Science Blend with Educated Guesswork in a Marketing Budget

Marketing budgets may be passed down from executive ranks, but breaking them out, aligning and defining them is based on a number of factors.

Previous Next

Revenue Operations

April 21, 2025

Be More Strategic: The Key to Growth in RevOps

What does “be more strategic” actually mean in RevOps? Learn how to connect your work to business impact and get leadership to pay attention.

Revenue Operations

November 11, 2024

Audience is Everything: How to Build B2B SaaS Reports For Every Level of Management

If I could ask revenue operators to change one behavior, it would be this: stop sending out reports fill requirements and get prescriptive.

Revenue Operations

October 7, 2024

Unconscious Bias Still Holds Women Back: Here’s How You Can Help

Technical women still experience unconscious bias and microaggressions in the workplace. Here are eight ways you can support women in your organization.

Revenue Operations

September 23, 2024

The 5 RevOps Career Tracks: Finding Your Perfect Role

Wondering how your unique skills can help youIf you love data, process, and efficiency, the RevOps org chart has a role for you, no matter your personality.

Revenue Operations

June 17, 2024

Moving to a New Company With a Different CRM

The truth is that the most important CRM admin skills are transferrable across platforms. So why limit opportunities if the company has the "wrong" tech?

Revenue Operations

June 10, 2024

Beyond KPIs: The Art of Storytelling With Data

When writing fiction, every story should have a beginning, middle, and end. When in executive data reviews, your presentation starts with the punchline!

Revenue Operations

May 6, 2024

Taking Advantage of a Missed Company Number

While a bad quarter might send your team into a tailspin, Camela Thompson explains how missed targets can have silver linings.

Revenue Operations

April 15, 2024

What’s the Definition of Revenue Operations?

Revenue Operations streamlines internal processes, makes established systems more usable, and keeps customer-facing departments aligned.

Revenue Operations

January 7, 2024

5 Predictions for RevOps in 2024

Join us as we look at what the data is telling us about 2023 to make some predictions about how we’ll need to adjust in the coming months and years.

Revenue Operations

November 26, 2023

Fighting Burnout in RevOps? A Pro’s Quest for Work-Life Balance

Steven Newman, Founder of RevOps Wizards & Director of Global RevOps at TrackTik, shared how he manages work-life balance in the hectic world of RevOps.

Revenue Operations

November 20, 2023

It’s Time to Catch Up, RevOps: Your Cold Prospecting Motion Is Broken

Email deliverability has gone through the floor, and it’s time for RevOps to pay attention. Learn about domain best practices and how to protect your brand.

Revenue Operations

November 5, 2023

Aligning Marketing & Sales: Is It Even Possible?

If you've been in B2B SaaS for more than a month or two, you've noticed that marketing and sales don’t get along. This is what RevOps can do to fix it.

Revenue Operations

October 29, 2023

It’s Time for Some Tough Love: RevOps Needs to Prove Itself

It’s time for some tough love, RevOps pros. Accept that proving your worth is expected in corporate and develop the skill sets necessary to do so.

Revenue Operations

October 22, 2023

4 Ways RevOps Pros Can Excel in a Downturn

RevOps veteran, Camela Thompson, shares when and how she experienced the most growth and which tough projects gave her more visibility with the C-Suite.

Revenue Operations

September 18, 2023

A Framework to Improve RevOps Team Dynamics

Wondering how to lead your RevOps team while fighting burnout and department silos? Jen Igartua, CEO of Go Nimbly, shares her formula for team building.

Revenue Operations

September 11, 2023

Breaking into RevOps: Key Skills to Accelerate Your Career Path

Wondering how to break into revenue operations? Look no further! Eric Steeves breaks down the top skills necessary for this career path.

Revenue Operations

September 5, 2023

Why Is RevOps So Hard to Sell To?

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.

Revenue Operations

August 21, 2023

Thriving in RevOps as a Team of One

Daniel Cohen, RevOps Manager at Proton.ai, discusses being a team of one in revenue operations, managing priorities, and thriving in a startup.

Revenue Operations

July 10, 2023

Want Career Growth in RevOps? Here's a Formula for Success.

Climbing the RevOps ladder can seem like a game of chance. It’s not. Strategy plus communication multiplied by networking equals a faster trajectory.

Revenue Operations

May 22, 2023

Can ChatGPT Increase Efficiency for RevOps?

The RevOps professionals who start experimenting with ChatGPT now will have a competitive advantage over those who adopt the tool when they are forced.

Revenue Operations

May 3, 2023

How to Tackle Your First 90 Days in a New RevOps Role

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.

Revenue Operations

March 30, 2023

5 Ways to Help Marketers Do More With Less

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.

Revenue Operations

March 14, 2023

How Product-Led Sales can Improve your Revenue During an Economic Downturn

Learn how US tech companies can adapt to a tough economy with PLG & PLS strategies in this article by Creator Guild member Stephen Moock.

Revenue Operations

January 4, 2023

RevOps is Having a Moment, But Does Anyone Really Know What it is or How it Should be Structured?

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.

Revenue Operations

October 19, 2022

Shaping Operational Vision Through an Executive Book Club

How Creator Guild member Demar Amacker positioned Business Operations at the center of the company vision by influencing book club selection.

Revenue Operations

September 16, 2022

RevOps in Europe is Gaining Ground

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.

Revenue Operations

August 31, 2022

Reduce the Crazy and Increase the Growth with RevOps

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.

Revenue Operations

August 19, 2022

The Process of Building Process

This week we highlight our education partner, Jeff Ignacio, and his framework for creating process for revenue operations.

Revenue Operations

July 29, 2022

Building a Better Funnel for Growth and Success Teams

Understanding the roles of growth and success teams is important to any organization to help create stronger funnels for increased revenue.

Revenue Operations

June 30, 2022

How to Hire Your Next SDR

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.

Revenue Operations

June 23, 2022

Questions to Ask When CAC is High

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.

Revenue Operations

June 15, 2022

3 Takeaways from Demandbase’s MOPs Talent Study

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.

Revenue Operations

June 9, 2022

The Shift to Real-Time Enablement

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.

Revenue Operations

May 26, 2022

Community Q&A: Sales Enablement 101

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!

Revenue Operations

May 12, 2022

Running a Global RevOps Team with Unicorn-Level Culture

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.

Revenue Operations

April 26, 2022

How to Build a Buyer Journey That Delights Customers & Aligns your Team

Without a Buyer Journey Map, your buyers can get lost. Courtney from CWT Consulting shares how to build one that's thoughtful and holistic.

Revenue Operations

April 21, 2022

Creativity Can Bring Fun & Flexibility to 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.

Revenue Operations

March 30, 2022

When it Comes to Hiring, Traits Outweigh Experience

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.

Revenue Operations

March 16, 2022

Creating Boundaries Can Refresh RevOps Thinking

Creating boundaries around the day to allow for creative thinking is necessary for RevOps professionals and Eric Portugal Welsh explains his methods.

Revenue Operations

March 9, 2022

Hiring for Revenue Operations? Ask These Interview Questions

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.

Revenue Operations

February 2, 2022

The Sales Forecasting Spreadsheet

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.

Revenue Operations

January 27, 2022

Healthcare and Tigers and Time Zones, Oh My!

A Day in the Life of RevOps pro Olga Traskova includes maximizing time with her team while working remotely and managing essential data.

Revenue Operations

December 30, 2021

Vinyl Sets the Tone for this RevOps Professional

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

Revenue Operations

December 22, 2021

Bringing Standardization to RevOps through Systems, People and a Dash of Psychology.

Standardizing the world of RevOps requires an appreciation of process and the need for discussions about change in order to have the best outcomes.

Revenue Operations

December 1, 2021

Better B2B Data for Intelligent Movement Across the Revenue Stack

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

Revenue Operations

November 18, 2021

The Trick to Getting More Out of Sales Kick-Off in RevOps

While many of us pull together the slides used at the big event, RevOps is rarely allowed time to train sales at SKO. So what’s in it for us?

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.

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.

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.

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.

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.‍

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?

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.

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.

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Revenue Operations

June 23, 2022

Questions to Ask When CAC is High

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.

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 usage-based billing.

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Revenue Operations

February 17, 2025

Unrealistic Annual Plan? How RevOps Can Get Ahead of the Gaps

Unrealistic revenue goals? Discover how savvy RevOps pros use data-driven KPIs and early-warning tactics to pivot, manage up, and keep your plan on track

Revenue Operations

July 8, 2024

Do SaaS Territories Make Sense?

Today’s territory design in SaaS is too focused on equally dividing total opportunity and not focused enough on improving efficiency.

Revenue Operations

May 13, 2024

A Guide to Inside Sales Compensation Plans

This article examines compensation, career planning, and the importance of proper enablement. Did we mention the compensation calculator?

Revenue Operations

September 22, 2022

How to Adjust Your Sales Comp Plans for Expecting Parents

Paid parental leave policies are now the standard in tech. But what about reps on sales comp plans? Can they bounce back? Read on.

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.

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.

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 usage-based billing.

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.

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Revenue Operations

April 14, 2025

The MQL Is Dead. Or Is It?

For years, marketers have argued over the value of the MQL. Some say it’s outdated, a relic from a lead-gen playbook that no longer fits today’s journey.

Revenue Operations

March 3, 2025

GenAI + Marketing Analytics: What RevOps Needs to Know

There has been a lot of talk in the marketing community about the impact GenAI will have on marketing analytics. Here’s what RevOps needs to know.

Revenue Operations

February 17, 2025

Unrealistic Annual Plan? How RevOps Can Get Ahead of the Gaps

Unrealistic revenue goals? Discover how savvy RevOps pros use data-driven KPIs and early-warning tactics to pivot, manage up, and keep your plan on track

Revenue Operations

February 3, 2025

Looking for a new CRM? Start Here.

Our opinion about which CRM to choose when has changed dramatically over the last 10 years. Instead of focusing on “what,” pay attention to “how.”

Revenue Operations

January 21, 2025

How to Manage Cancellations and Downgrades in Your CRM

There isn’t one way to account for cancellations and downgrades in your CRM, but there are common traps. Here are some common considerations.

Revenue Operations

January 6, 2025

How to Structure Parent-Child Account Relationships in Your CRM

Parent-child relationships in CRMs have serious limitations. Find out the right and wrong ways to report on your account hierarchies.

Revenue Operations

December 15, 2024

Why and how to embrace the Marketing Qualified Account model

In B2B, we sell to accounts. Shouldn’t our go-to-market metrics, like qualified “leads,” reflect how we think about account acquisition and retention?

Revenue Operations

November 11, 2024

Audience is Everything: How to Build B2B SaaS Reports For Every Level of Management

If I could ask revenue operators to change one behavior, it would be this: stop sending out reports fill requirements and get prescriptive.

Revenue Operations

October 21, 2024

Buy or DIY an Analytics Solution?

Learn the signs that you’ve outgrown your CRM reports and you’re ready for a more robust reporting solution. Should you buy or DIY an analytics tool?

Revenue Operations

June 10, 2024

Beyond KPIs: The Art of Storytelling With Data

When writing fiction, every story should have a beginning, middle, and end. When in executive data reviews, your presentation starts with the punchline!

Revenue Operations

May 6, 2024

Taking Advantage of a Missed Company Number

While a bad quarter might send your team into a tailspin, Camela Thompson explains how missed targets can have silver linings.

Revenue Operations

April 1, 2024

What CRM Admins Should Know About Marketing Automation

Combining the support teams behind sales, marketing, and customer success into RevOps should mean that our systems are optimized. Here’s how.

Revenue Operations

March 11, 2024

How to Report on Sales Meetings

Tracking a meeting sounds straightforward. It either happened or it didn’t, right? The problem is, that’s not how our systems work.

Revenue Operations

February 5, 2024

The Correct Definition of a Lead

There are few topics that cause more arguments in B2B than “How do we define an account?” or “How do we define a lead?” Squash arguments before they start.

Revenue Operations

January 22, 2024

Creating Sales Insights Without a Budget

When used properly, this sales report can help you spot issues and unlock the context you’re missing about the sales rep behind the numbers.

Revenue Operations

December 18, 2023

Attribution Will Never Be Right (And That's OK)

Attribution is a subject many love to hate, but it’s one of the only ways we have to understand the full breadth of what marketers influence. That’s why it’

Revenue Operations

October 22, 2023

4 Ways RevOps Pros Can Excel in a Downturn

RevOps veteran, Camela Thompson, shares when and how she experienced the most growth and which tough projects gave her more visibility with the C-Suite.

Revenue Operations

October 8, 2023

A RevOps Revenue Goal Building Example

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.

Revenue Operations

July 17, 2023

It’s Time To Stop Thinking of a CRM as a Selling Tool

Salesforce administrators are often given the responsibility of driving CRM adoption. Is enforcing data entry really in the best interest of the company?

Revenue Operations

July 3, 2023

Measuring the Impact of Enablement

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.

Revenue Operations

June 23, 2022

Questions to Ask When CAC is High

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.

Revenue Operations

February 10, 2022

Marketing Without Attribution is Like Taking a Road Trip Without a Map

Marketing attribution aligned with a CRM gives marketers and RevOps professionals insight into what activities are working for which buyers.

Revenue Operations

December 1, 2021

Better B2B Data for Intelligent Movement Across the Revenue Stack

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

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.

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.

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.

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.

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.

Revenue Operations

March 1, 2021

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

The latest tools that make your end-users’ lives easier, methods for improving what you have, and automation that actually works.

Revenue Operations

February 22, 2021

Hiring a Revenue Operations Professional: Data Analyst

Explore the role of the Data Analyst and how to find the perfect fit for your team!

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.

Revenue Operations

November 23, 2020

Do Demand Generation Metrics Make Sense for B2B?

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Revenue Operations

April 6, 2025

Your 2025 RevOps Tech Stack, Simplified

Build a lean, scalable RevOps tech stack in 2025. Learn what’s essential, what to skip, and how to avoid costly mistakes.

Revenue Operations

March 31, 2025

How to Hire a RevOps Consultant (Without Getting Stuck With the B-Team)

Hiring a RevOps consultant? Avoid the bait-and-switch. Here’s how to vet agencies, scope projects, and pick a partner who won’t leave you hanging.

Revenue Operations

March 17, 2025

How to Align Product and Sales Without Killing Productivity

A little product ops can go a long way! Learn how RevOps can shape product forecasts, streamline feedback, and prevent data entry from killing sales morale.

Revenue Operations

March 3, 2025

GenAI + Marketing Analytics: What RevOps Needs to Know

There has been a lot of talk in the marketing community about the impact GenAI will have on marketing analytics. Here’s what RevOps needs to know.

Revenue Operations

February 3, 2025

Looking for a new CRM? Start Here.

Our opinion about which CRM to choose when has changed dramatically over the last 10 years. Instead of focusing on “what,” pay attention to “how.”

Revenue Operations

January 27, 2025

Managing the Sales to Customer Success Handoff

Fixing team handoffs isn’t sexy, but it’s critical. Discover 5 common sales to customer success handoff fails and how to fix them.

Revenue Operations

January 21, 2025

How to Manage Cancellations and Downgrades in Your CRM

There isn’t one way to account for cancellations and downgrades in your CRM, but there are common traps. Here are some common considerations.

Revenue Operations

January 6, 2025

How to Structure Parent-Child Account Relationships in Your CRM

Parent-child relationships in CRMs have serious limitations. Find out the right and wrong ways to report on your account hierarchies.

Revenue Operations

December 15, 2024

Why and how to embrace the Marketing Qualified Account model

In B2B, we sell to accounts. Shouldn’t our go-to-market metrics, like qualified “leads,” reflect how we think about account acquisition and retention?

Revenue Operations

October 21, 2024

Buy or DIY an Analytics Solution?

Learn the signs that you’ve outgrown your CRM reports and you’re ready for a more robust reporting solution. Should you buy or DIY an analytics tool?

Revenue Operations

July 8, 2024

Do SaaS Territories Make Sense?

Today’s territory design in SaaS is too focused on equally dividing total opportunity and not focused enough on improving efficiency.

Revenue Operations

June 24, 2024

A Case for Automation: GTM Document Management

Revenue operations is well-equipped to identify seller inefficiencies and any needs for customer-facing documentation. Here's how to automate it!

Revenue Operations

June 17, 2024

Moving to a New Company With a Different CRM

The truth is that the most important CRM admin skills are transferrable across platforms. So why limit opportunities if the company has the "wrong" tech?

Revenue Operations

May 20, 2024

How to Design Sales Territories

Well-designed territories can help salespeople focus on the highest-value prospects, introduce fair account distribution, and encourage specialization.

Revenue Operations

May 6, 2024

Taking Advantage of a Missed Company Number

While a bad quarter might send your team into a tailspin, Camela Thompson explains how missed targets can have silver linings.

Revenue Operations

April 22, 2024

What I Wish I Knew: Sales Sequencing Software

We asked, and you answered! RevOps Co-op community members weighed in on sales engagement systems and what they wished they knew before implementation.

Revenue Operations

April 1, 2024

What CRM Admins Should Know About Marketing Automation

Combining the support teams behind sales, marketing, and customer success into RevOps should mean that our systems are optimized. Here’s how.

Revenue Operations

March 11, 2024

How to Report on Sales Meetings

Tracking a meeting sounds straightforward. It either happened or it didn’t, right? The problem is, that’s not how our systems work.

Revenue Operations

February 26, 2024

3 Lead Flow Mistakes Your Company Is Probably Making

We’ve all heard marketing and sales fight over lead quality. But are we pouring gasoline on the argument by enabling them in RevOps?

Revenue Operations

February 19, 2024

The Correct Definition of an Account

Accounts are a touchy subject because the definition can make or break a salesperson’s argument to receive partial credit on deals and complicate your CRM.

Revenue Operations

February 12, 2024

RevOps Do’s and Don’ts By Company Stage

The grass isn’t always greener. Startups can be hectic, but other company stages have problems too. See what our community had to say.

Revenue Operations

February 5, 2024

The Correct Definition of a Lead

There are few topics that cause more arguments in B2B than “How do we define an account?” or “How do we define a lead?” Squash arguments before they start.

Revenue Operations

January 30, 2024

HubSpot vs. Salesforce from an Admin's Perspective

There are diehard CRM fans out there in either camp who will battle over which CRM to use. Don’t fall into the trap! A flexible admin is a valued resource.

Revenue Operations

December 18, 2023

Attribution Will Never Be Right (And That's OK)

Attribution is a subject many love to hate, but it’s one of the only ways we have to understand the full breadth of what marketers influence. That’s why it’

Revenue Operations

December 11, 2023

Designing Lead Stages for B2B

Lead lifecycle management is one of the most popular topics in RevOps because it’s hard to do well! Read to learn what to avoid and what to embrace.

Revenue Operations

December 3, 2023

Leads & Contacts: Bypass the Lead or Keep It?

Dynamics and SFDC have a Lead object. Unfortunately, splitting out activities across Lead and Contact objects create a reporting nightmare.

Revenue Operations

November 20, 2023

It’s Time to Catch Up, RevOps: Your Cold Prospecting Motion Is Broken

Email deliverability has gone through the floor, and it’s time for RevOps to pay attention. Learn about domain best practices and how to protect your brand.

Revenue Operations

October 22, 2023

4 Ways RevOps Pros Can Excel in a Downturn

RevOps veteran, Camela Thompson, shares when and how she experienced the most growth and which tough projects gave her more visibility with the C-Suite.

Revenue Operations

October 15, 2023

Scale Faster With a Healthier Marketing-to-Sales Handoff

Uncover more pipeline faster and wow your leadership team with a better marketing-to-sales lead handoff.

Revenue Operations

October 2, 2023

Why & How to Map the Buyer Journey

The buyer journey maps out the process a customer goes through from first learning they have a problem to finding and buying your brand’s solution.

Revenue Operations

August 21, 2023

Thriving in RevOps as a Team of One

Daniel Cohen, RevOps Manager at Proton.ai, discusses being a team of one in revenue operations, managing priorities, and thriving in a startup.

Revenue Operations

August 14, 2023

12 Common Tech Stack Issues & How to Fix Them

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.

Revenue Operations

July 31, 2023

Building a Deal Desk Function in B2B

Building out a deal desk function? Learn what to expect and what to avoid to achieve peak performance!

Revenue Operations

July 24, 2023

5 Best Practices for Purchasing Software

You own the assessment and implementation of go-to-market technologies, so use these learnings and our checklist to help you in the process.

Revenue Operations

July 17, 2023

It’s Time To Stop Thinking of a CRM as a Selling Tool

Salesforce administrators are often given the responsibility of driving CRM adoption. Is enforcing data entry really in the best interest of the company?

Revenue Operations

June 19, 2023

5 Steps to Better Forecasting in Salesforce

Here’s how to align the sales team’s actions with what the business requires.

Revenue Operations

June 1, 2023

Opportunity Object Best Practices in B2B SaaS

Specific to B2B SaaS, this post covers validation rules, contact roles, ERP integrations, tracking MRR metrics and more.

Revenue Operations

October 19, 2022

Shaping Operational Vision Through an Executive Book Club

How Creator Guild member Demar Amacker positioned Business Operations at the center of the company vision by influencing book club selection.

Revenue Operations

August 31, 2022

Reduce the Crazy and Increase the Growth with RevOps

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.

Revenue Operations

May 12, 2022

Running a Global RevOps Team with Unicorn-Level Culture

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.

Revenue Operations

April 26, 2022

How to Build a Buyer Journey That Delights Customers & Aligns your Team

Without a Buyer Journey Map, your buyers can get lost. Courtney from CWT Consulting shares how to build one that's thoughtful and holistic.

Revenue Operations

April 21, 2022

Creativity Can Bring Fun & Flexibility to 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.

Revenue Operations

March 16, 2022

Creating Boundaries Can Refresh RevOps Thinking

Creating boundaries around the day to allow for creative thinking is necessary for RevOps professionals and Eric Portugal Welsh explains his methods.

Revenue Operations

February 10, 2022

Marketing Without Attribution is Like Taking a Road Trip Without a Map

Marketing attribution aligned with a CRM gives marketers and RevOps professionals insight into what activities are working for which buyers.

Revenue Operations

February 2, 2022

The Sales Forecasting Spreadsheet

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.

Revenue Operations

January 27, 2022

Healthcare and Tigers and Time Zones, Oh My!

A Day in the Life of RevOps pro Olga Traskova includes maximizing time with her team while working remotely and managing essential data.

Revenue Operations

January 6, 2022

Build Solid Legs on your 3-Legged Stool Before Hiring for Growth

Adding more people isn’t the key to growth. Adding them with the right systems, processes and tech is the way to grow successfully.

Revenue Operations

December 30, 2021

Vinyl Sets the Tone for this RevOps Professional

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

Revenue Operations

December 22, 2021

Bringing Standardization to RevOps through Systems, People and a Dash of Psychology.

Standardizing the world of RevOps requires an appreciation of process and the need for discussions about change in order to have the best outcomes.

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.

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.

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.

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.

Revenue Operations

May 27, 2021

9 Best Practices for Better Change Management

No one likes change. In this article we will discuss steps you can take to stack the deck in your favor.

Revenue Operations

May 18, 2021

Executing a Territory Plan

No matter what flavor of territory changes you're implementing, you’re in for some system challenges and touchy salespeople.

Revenue Operations

January 11, 2021

Lead Stage vs. Lead Status

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

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).

Previous Next

Revenue Operations

March 17, 2025

How to Align Product and Sales Without Killing Productivity

A little product ops can go a long way! Learn how RevOps can shape product forecasts, streamline feedback, and prevent data entry from killing sales morale.

Revenue Operations

February 17, 2025

Unrealistic Annual Plan? How RevOps Can Get Ahead of the Gaps

Unrealistic revenue goals? Discover how savvy RevOps pros use data-driven KPIs and early-warning tactics to pivot, manage up, and keep your plan on track

Revenue Operations

February 3, 2025

Looking for a new CRM? Start Here.

Our opinion about which CRM to choose when has changed dramatically over the last 10 years. Instead of focusing on “what,” pay attention to “how.”

Revenue Operations

January 27, 2025

Managing the Sales to Customer Success Handoff

Fixing team handoffs isn’t sexy, but it’s critical. Discover 5 common sales to customer success handoff fails and how to fix them.

Revenue Operations

December 15, 2024

Why and how to embrace the Marketing Qualified Account model

In B2B, we sell to accounts. Shouldn’t our go-to-market metrics, like qualified “leads,” reflect how we think about account acquisition and retention?

Revenue Operations

July 8, 2024

Do SaaS Territories Make Sense?

Today’s territory design in SaaS is too focused on equally dividing total opportunity and not focused enough on improving efficiency.

Revenue Operations

June 24, 2024

A Case for Automation: GTM Document Management

Revenue operations is well-equipped to identify seller inefficiencies and any needs for customer-facing documentation. Here's how to automate it!

Revenue Operations

May 20, 2024

How to Design Sales Territories

Well-designed territories can help salespeople focus on the highest-value prospects, introduce fair account distribution, and encourage specialization.

Revenue Operations

May 6, 2024

Taking Advantage of a Missed Company Number

While a bad quarter might send your team into a tailspin, Camela Thompson explains how missed targets can have silver linings.

Revenue Operations

April 1, 2024

What CRM Admins Should Know About Marketing Automation

Combining the support teams behind sales, marketing, and customer success into RevOps should mean that our systems are optimized. Here’s how.

Revenue Operations

February 26, 2024

3 Lead Flow Mistakes Your Company Is Probably Making

We’ve all heard marketing and sales fight over lead quality. But are we pouring gasoline on the argument by enabling them in RevOps?

Revenue Operations

February 19, 2024

The Correct Definition of an Account

Accounts are a touchy subject because the definition can make or break a salesperson’s argument to receive partial credit on deals and complicate your CRM.

Revenue Operations

February 12, 2024

RevOps Do’s and Don’ts By Company Stage

The grass isn’t always greener. Startups can be hectic, but other company stages have problems too. See what our community had to say.

Revenue Operations

February 5, 2024

The Correct Definition of a Lead

There are few topics that cause more arguments in B2B than “How do we define an account?” or “How do we define a lead?” Squash arguments before they start.

Revenue Operations

December 11, 2023

Designing Lead Stages for B2B

Lead lifecycle management is one of the most popular topics in RevOps because it’s hard to do well! Read to learn what to avoid and what to embrace.

Revenue Operations

December 3, 2023

Leads & Contacts: Bypass the Lead or Keep It?

Dynamics and SFDC have a Lead object. Unfortunately, splitting out activities across Lead and Contact objects create a reporting nightmare.

Revenue Operations

November 26, 2023

Fighting Burnout in RevOps? A Pro’s Quest for Work-Life Balance

Steven Newman, Founder of RevOps Wizards & Director of Global RevOps at TrackTik, shared how he manages work-life balance in the hectic world of RevOps.

Revenue Operations

November 20, 2023

It’s Time to Catch Up, RevOps: Your Cold Prospecting Motion Is Broken

Email deliverability has gone through the floor, and it’s time for RevOps to pay attention. Learn about domain best practices and how to protect your brand.

Revenue Operations

October 22, 2023

4 Ways RevOps Pros Can Excel in a Downturn

RevOps veteran, Camela Thompson, shares when and how she experienced the most growth and which tough projects gave her more visibility with the C-Suite.

Revenue Operations

October 15, 2023

Scale Faster With a Healthier Marketing-to-Sales Handoff

Uncover more pipeline faster and wow your leadership team with a better marketing-to-sales lead handoff.

Revenue Operations

October 8, 2023

A RevOps Revenue Goal Building Example

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.

Revenue Operations

October 2, 2023

Why & How to Map the Buyer Journey

The buyer journey maps out the process a customer goes through from first learning they have a problem to finding and buying your brand’s solution.

Revenue Operations

August 21, 2023

Thriving in RevOps as a Team of One

Daniel Cohen, RevOps Manager at Proton.ai, discusses being a team of one in revenue operations, managing priorities, and thriving in a startup.

Revenue Operations

July 31, 2023

Building a Deal Desk Function in B2B

Building out a deal desk function? Learn what to expect and what to avoid to achieve peak performance!

Revenue Operations

July 24, 2023

5 Best Practices for Purchasing Software

You own the assessment and implementation of go-to-market technologies, so use these learnings and our checklist to help you in the process.

Revenue Operations

June 19, 2023

5 Steps to Better Forecasting in Salesforce

Here’s how to align the sales team’s actions with what the business requires.

Revenue Operations

May 3, 2023

How to Tackle Your First 90 Days in a New RevOps Role

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.

Revenue Operations

March 30, 2023

5 Ways to Help Marketers Do More With Less

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.

Revenue Operations

December 7, 2022

Sales Operations: Designing Territories

In this article, Jeff Ignacio shares his insights on territory management, a key component of a successful sales operation.

Revenue Operations

October 19, 2022

Shaping Operational Vision Through an Executive Book Club

How Creator Guild member Demar Amacker positioned Business Operations at the center of the company vision by influencing book club selection.

Revenue Operations

August 31, 2022

Reduce the Crazy and Increase the Growth with RevOps

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.

Revenue Operations

August 19, 2022

The Process of Building Process

This week we highlight our education partner, Jeff Ignacio, and his framework for creating process for revenue operations.

Revenue Operations

June 9, 2022

The Shift to Real-Time Enablement

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.

Revenue Operations

May 26, 2022

Community Q&A: Sales Enablement 101

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!

Revenue Operations

May 12, 2022

Running a Global RevOps Team with Unicorn-Level Culture

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.

Revenue Operations

April 26, 2022

How to Build a Buyer Journey That Delights Customers & Aligns your Team

Without a Buyer Journey Map, your buyers can get lost. Courtney from CWT Consulting shares how to build one that's thoughtful and holistic.

Revenue Operations

April 21, 2022

Creativity Can Bring Fun & Flexibility to 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.

Revenue Operations

March 30, 2022

When it Comes to Hiring, Traits Outweigh Experience

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.

Revenue Operations

March 16, 2022

Creating Boundaries Can Refresh RevOps Thinking

Creating boundaries around the day to allow for creative thinking is necessary for RevOps professionals and Eric Portugal Welsh explains his methods.

Revenue Operations

March 9, 2022

Hiring for Revenue Operations? Ask These Interview Questions

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.

Revenue Operations

February 10, 2022

Marketing Without Attribution is Like Taking a Road Trip Without a Map

Marketing attribution aligned with a CRM gives marketers and RevOps professionals insight into what activities are working for which buyers.

Revenue Operations

January 27, 2022

Healthcare and Tigers and Time Zones, Oh My!

A Day in the Life of RevOps pro Olga Traskova includes maximizing time with her team while working remotely and managing essential data.

Revenue Operations

January 6, 2022

Build Solid Legs on your 3-Legged Stool Before Hiring for Growth

Adding more people isn’t the key to growth. Adding them with the right systems, processes and tech is the way to grow successfully.

Revenue Operations

December 22, 2021

Bringing Standardization to RevOps through Systems, People and a Dash of Psychology.

Standardizing the world of RevOps requires an appreciation of process and the need for discussions about change in order to have the best outcomes.

Revenue Operations

December 1, 2021

Better B2B Data for Intelligent Movement Across the Revenue Stack

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

Revenue Operations

October 21, 2021

Art & Science Blend with Educated Guesswork in a Marketing Budget

Marketing budgets may be passed down from executive ranks, but breaking them out, aligning and defining them is based on a number of factors.

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.

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.

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.

Revenue Operations

May 27, 2021

9 Best Practices for Better Change Management

No one likes change. In this article we will discuss steps you can take to stack the deck in your favor.

Revenue Operations

May 18, 2021

Executing a Territory Plan

No matter what flavor of territory changes you're implementing, you’re in for some system challenges and touchy salespeople.

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 usage-based billing.

Revenue Operations

March 1, 2021

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

The latest tools that make your end-users’ lives easier, methods for improving what you have, and automation that actually works.

Revenue Operations

January 11, 2021

Lead Stage vs. Lead Status

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

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.

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Revenue Operations

January 27, 2025

Managing the Sales to Customer Success Handoff

Fixing team handoffs isn’t sexy, but it’s critical. Discover 5 common sales to customer success handoff fails and how to fix them.

Revenue Operations

April 8, 2024

How to Create Sales Enablement They’ll Use

While sales enablement is rarely part of a RevOps job description, we all know that a great deal of time is spent helping salespeople learn the systems.

Revenue Operations

November 26, 2023

Fighting Burnout in RevOps? A Pro’s Quest for Work-Life Balance

Steven Newman, Founder of RevOps Wizards & Director of Global RevOps at TrackTik, shared how he manages work-life balance in the hectic world of RevOps.

Revenue Operations

September 11, 2023

Breaking into RevOps: Key Skills to Accelerate Your Career Path

Wondering how to break into revenue operations? Look no further! Eric Steeves breaks down the top skills necessary for this career path.

Revenue Operations

July 3, 2023

Measuring the Impact of Enablement

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.

Revenue Operations

September 22, 2022

How to Adjust Your Sales Comp Plans for Expecting Parents

Paid parental leave policies are now the standard in tech. But what about reps on sales comp plans? Can they bounce back? Read on.

Revenue Operations

June 9, 2022

The Shift to Real-Time Enablement

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.

Revenue Operations

May 26, 2022

Community Q&A: Sales Enablement 101

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!

Revenue Operations

February 2, 2022

The Sales Forecasting Spreadsheet

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.

Revenue Operations

December 30, 2021

Vinyl Sets the Tone for this RevOps Professional

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

Revenue Operations

November 18, 2021

The Trick to Getting More Out of Sales Kick-Off in RevOps

While many of us pull together the slides used at the big event, RevOps is rarely allowed time to train sales at SKO. So what’s in it for us?

Revenue Operations

March 1, 2021

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

The latest tools that make your end-users’ lives easier, methods for improving what you have, and automation that actually works.

Previous Next

Revenue Operations

April 21, 2025

Be More Strategic: The Key to Growth in RevOps

What does “be more strategic” actually mean in RevOps? Learn how to connect your work to business impact and get leadership to pay attention.

Revenue Operations

March 31, 2025

How to Hire a RevOps Consultant (Without Getting Stuck With the B-Team)

Hiring a RevOps consultant? Avoid the bait-and-switch. Here’s how to vet agencies, scope projects, and pick a partner who won’t leave you hanging.

Revenue Operations

January 13, 2025

Growing RevOps from a Team of 1 to 5

The day has finally come for you to post your first job description and hire someone! Here's what you need to know before making that first hire.

Revenue Operations

October 7, 2024

Unconscious Bias Still Holds Women Back: Here’s How You Can Help

Technical women still experience unconscious bias and microaggressions in the workplace. Here are eight ways you can support women in your organization.

Revenue Operations

September 23, 2024

The 5 RevOps Career Tracks: Finding Your Perfect Role

Wondering how your unique skills can help youIf you love data, process, and efficiency, the RevOps org chart has a role for you, no matter your personality.

Revenue Operations

June 17, 2024

Moving to a New Company With a Different CRM

The truth is that the most important CRM admin skills are transferrable across platforms. So why limit opportunities if the company has the "wrong" tech?

Revenue Operations

May 13, 2024

A Guide to Inside Sales Compensation Plans

This article examines compensation, career planning, and the importance of proper enablement. Did we mention the compensation calculator?

Revenue Operations

March 18, 2024

"Common Sense" Rules for IRL Work Interactions

Etiquette training is now a thing in the business world! So, let's talk about what is expected during an interview, at an office, and at a company event.

Revenue Operations

November 13, 2023

How & Why to Hire a RevOps Enablement Professional

Hiring an enablement professional or considering making a career switch? Check out the article for a sample job description, interview questions, and more.

Revenue Operations

October 8, 2023

A RevOps Revenue Goal Building Example

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.

Revenue Operations

September 26, 2023

Navigating the Interview Process: A Recruiter's Guide

Job hunting can be tough - especially when you don’t know the unspoken rules. David Hogan of Throne Consulting shared how you can pass the screening call.

Revenue Operations

September 18, 2023

A Framework to Improve RevOps Team Dynamics

Wondering how to lead your RevOps team while fighting burnout and department silos? Jen Igartua, CEO of Go Nimbly, shares her formula for team building.

Revenue Operations

September 11, 2023

Breaking into RevOps: Key Skills to Accelerate Your Career Path

Wondering how to break into revenue operations? Look no further! Eric Steeves breaks down the top skills necessary for this career path.

Revenue Operations

August 28, 2023

Crafting the Perfect Resume: Dos and Don'ts

David Hogan, a People Ops pro, shares resume best practices. Learn what’s considered creative and what will get someone excluded from consideration.

Revenue Operations

August 7, 2023

Thinking of Consulting in RevOps? Start Here.

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.

Revenue Operations

July 10, 2023

Want Career Growth in RevOps? Here's a Formula for Success.

Climbing the RevOps ladder can seem like a game of chance. It’s not. Strategy plus communication multiplied by networking equals a faster trajectory.

Revenue Operations

June 26, 2023

Job Hunting? 6 Interview Tips for RevOps Pros

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?

Revenue Operations

June 6, 2023

Career Motivated in RevOps? Here are 10 LinkedIn Pro-Tips For You

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 😉

Revenue Operations

May 3, 2023

How to Tackle Your First 90 Days in a New RevOps Role

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.

November 23, 2022

The CEO Perspective on What RevOps Brings to the Table

RevOps may not be a CEO’s sole focus, but a great CEO will see RevOps as part of the leadership team. Here’s how AJ Bruno views RevOps at QuotaPath.

Revenue Operations

June 30, 2022

How to Hire Your Next SDR

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.

Revenue Operations

June 15, 2022

3 Takeaways from Demandbase’s MOPs Talent Study

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.

Revenue Operations

March 30, 2022

When it Comes to Hiring, Traits Outweigh Experience

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.

Revenue Operations

March 9, 2022

Hiring for Revenue Operations? Ask These Interview Questions

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.

Revenue Operations

January 6, 2022

Build Solid Legs on your 3-Legged Stool Before Hiring for Growth

Adding more people isn’t the key to growth. Adding them with the right systems, processes and tech is the way to grow successfully.

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.

Revenue Operations

May 4, 2021