RevOps Blog

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

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

February 15, 2021

Hiring a Revenue Operations Professional: CRM Management

We explore the technical and soft skills needed around CRM management, and even include example interview questions you can ask.

Revenue Operations

February 8, 2021

Hiring a Revenue Operations Professional: Marketing Automation Systems

Because revenue operations often spans a variety of different functions, it can be hard to test for a strong fit in all areas.

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

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

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.

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.

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

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.