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Revenue Operations

Why RevOps is So Much More Than Just Data

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Data is a big part of RevOps–and we love it! But there’s more to the role than just data, processes, and systems. Melodie Schwartz, VP of Enablement and Operations at Spiff, shares why soft skills, creativity, and identifying your end users are all key to RevOps success.

RevOps professionals don’t go to college to get a degree in revenue operations (yet). For most, you wind up in the role because you’re good at enablement, data, or systems. Perhaps you came from the finance side of the business. Maybe you were a product person. Or you might be an enablement pro like Melodie Schwartz, VP of Enablement and Operations at Spiff.

“Your goal is driving outcomes but you also need to understand what’s expected and what the goals are on the other side.” - Melodie Schwartz

She advises that, while understanding metrics and processes is important, don't forget about the soft skills that are required in the day to day role. An interpersonal component helps drive the entire organization forward, so it’s important to practice skills like: 

  • Entrepreneurship 
  • Building consensus
  • Resourcefully working through roadblocks
  • Understanding enablement 
  • Having functional knowledge

Creativity always wins

Melodie spent her first 6 to 8 months at Spiff creating the RevOps role and department. First and foremost, she focused on listening to her users and stakeholders as a way to establish trust, transparency and build a partnership.  

“It’s not the big that eats the small, it’s the fast that eats the slow: creativity will win.” - Melodie Schwartz

There are 3 objectives for ops people: 

  1. Defining the role: At Spiff, RevOps builds systems and processes to drive new behaviors that lead to better business outcomes. Everything, from tools to processes, needs to align in order to improve team performance.

  1. Remaining agile: Creativity will win. Use it to remove roadblocks and help your team work through the obstacles that stand in the way. 

  1. Prioritize your roadmap: Know your end user and make them happy. When end users are unhappy, there are downstream effects on other projects. 

Enablement is part of RevOps

Any new tool, system, or process needs to be adopted by humans, so enablement is an important part of the role. You need to build incentives to change into your operational programs in order to reach your ultimate goals. 

“The power of the right incentive will do great things for your team.” - Melodie

If you want your sales team to include your partners in deals, for example, incentivize them with the tools they need, like accurate account lists, outbounding software, and a way to communicate with partners. 

“Prioritizing the end user is #1.” - Melodie Schwartz 

Don’t forget who your end users are in the grand scheme. They can be your customers, partners, sellers, or even front line managers. At Spiff, managers wanted more early visibility into onboarding performance. Melodie leveraged their conversational intelligence tool’s metrics to help managers coach new hires more effectively. 

Learning on the job

There are certainly formal courses that you can take (check out the RevOps Co-op course catalog) to expand your RevOps skills. But learning on the job is just as important. Carve out time in your week to listen to and build relationships with your stakeholders. You can even stretch yourself a bit by volunteering to work on new projects. Go ahead, dive into the deep end!

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