AMA: Deel Global Revenue Operations, Strategy and Planning Leader, Mollie Bodensteiner on Revenue Ops 30 / 60 / 90 Day Plan

I believe the "typical" revenue operations career path varies based on the person. But I typically see team members breaking into Revenue Operations a few different ways: Entry level: Coming into an organization at the start of their career in an analyst/system admin role and learning about the different roles in Revenue Operations and determining if want to generalize or specialize Transitioning from Specialization: Moving from a speciality such a Marketing Operations into more of a generalized ...Read More

My framework for prioritizing is pretty simple, I like to use a quadrant style prioritization framework and allocate requests into the following format and ensure that I have X% of time allocated to each quadrant: Top Left: Do Now High importance, High urgency (generally like to keep around 50% of time allocated to this category) Bottom Left: Delegate Low importance, High urgency (generally like to keep around 10% of time allocated to this category) - these are typically the distractions that co ...Read More

The best way to think about a 30/60/90 day plan when you have never done one before is to break it out as follows: Define what Revenue Operations is, what is the vision, responsibilities, etc. getting this alignment is critical when this is a new role/function in an organization Outline the resources on the team (who does what) Outline the current technology stack (cannot figure out what you all have, ask finance, someone pays the bill ;-)) Determine how the business should work with RevOps (wha ...Read More

When I go into an organization and establish a Revenue Operations practice for the first time, my typical 30, 60, 90 is as follows: 30: Review Landscape, Define the Foundation Define and align on what Revenue Operations means to the organization (ensure clear roles and responsibilities) Identify the current state, gaps, and priorities (this includes existing processes, KPIs, tools/tech, resources, etc.) Define how you will deliver (how should stakeholders work with revops, operating cadence, com ...Read More

The best way to scale your revenue operations team is to really assess where your largest gaps are and invest in resources to close those gaps. Do you have a strong systems team, but poor processes - hire for operations Strong operations, but poor execution in systems - hire for systems Determine if you want to hire specialists or generalists (know that finding really strong experienced generalist can be a challenge) This really comes down to mapping out your roadmap and the assessment of what y ...Read More

When meeting with cross-functional teams during our first month at a company as a RevOps leader, here are a few of the key questions I would consider asking: How do you currently work with Revenue Operations? What do you feel is working, what is not working? What is the biggest challenge you have with meeting your goals? Why? What do you feel is working really well? Why? What are your expectations for me in this role? What should my expectations be for you? How do you currently work with other c ...Read More

Regarding quick wins in the first 90 days, I think you need to be mindful of what you are trying to deliver. If you come in and start building and delivering to “stop the bleeding” of top priority issues without understanding the business you might end up creating more of a mess in the future (forest and trees). Instead focus on the first 90 days, really understanding the business, how it operates, what the goals are, what is working well, what is not, etc. and building a realistic plan for deli ...Read More