Jacky Ye

AMA: Adobe Sales Strategy & Operations Lead, Jacky Ye on Revenue Ops KPIs

April 23 @ 10:00AM PST
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Adobe Sales Strategy & Operations Lead, Jacky Ye on Revenue Ops KPIs
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Jacky Ye
Jacky Ye
Adobe Sales Strategy & Operations LeadApril 24
At a high level, there's generally two buckets of metrics that Sales/Rev Ops teams look at that are fundamental to understanding the health of the business: revenue generation and revenue retention. 1. Within revenue generation, the main three categories of KPIs are pipeline execution/pro......Read More
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Jacky Ye
Jacky Ye
Adobe Sales Strategy & Operations LeadApril 24
The worst KPIs I've seen are those that encourage the wrong behavior or provide a false sense of security that the business is doing better than it really is. Take pipeline coverage, for instance. Pipeline coverage is a fundamental KPI. There's no sales ops team in the world that doesn't measu......Read More
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Jacky Ye
Jacky Ye
Adobe Sales Strategy & Operations LeadApril 24
I'll be the first to say it. It's really hard. There's no perfect answers and attempts to quantify this kind of uncertainty can sometimes like a reach, and at worst, feel like complete BS. But this is a really important question. How do you determine what "good" looks like when you're doing so......Read More
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