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Saad Farooq

AMA: DigitalOcean Director of Revenue Operations / Customer Care, Saad Farooq on Scaling a Revenue Ops Team

January 5 @ 9:00AM PST
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DigitalOcean Director of Revenue Operations / Customer Care, Saad Farooq on Scaling a Revenue Ops Team
Top Questions
Saad Farooq
Saad Farooq
DigitalOcean Director of Revenue Operations / Customer CareJanuary 5
Depends on what parts of the organization your RevOps team Support. When you hire internally from the teams that you want to Support, these people can help you realize problems that your team needs to solve before someone else has to ask for them. If I wanted to go on to join the RevOps team, I'd......Read More
1976 Views
1 request
Saad Farooq
Saad Farooq
DigitalOcean Director of Revenue Operations / Customer CareJanuary 4
Identifying preventable churn from the non-preventable churn and focusing on second-order revenue.  Everyone is going to see churn trend up this year while things normalize, which is going to make a lot of Rev Ops teams panic and try to solve everyone’s concerns with the same level of urgency.......Read More
538 Views
2 requests
Saad Farooq
Saad Farooq
DigitalOcean Director of Revenue Operations / Customer CareJanuary 5
Start with identifying what parts of the organization your RevOps team will be supporting. Then find the resources in each of these teams you will be supporting to either become your stakeholders and partners or if you do have the option to hire, bring them into your org. When you hire internally......Read More
813 Views
1 request
Saad Farooq
Saad Farooq
DigitalOcean Director of Revenue Operations / Customer CareJanuary 5
Understanding the importance of Churn, topped with the ability to manage Churn. Churn is the greatest destruction of value for most SaaS companies…and people significantly underestimate it.  We are experiencing the first significant economic headwinds since SaaS became mainstream. Companies th......Read More
565 Views
1 request
Saad Farooq
Saad Farooq
DigitalOcean Director of Revenue Operations / Customer CareJanuary 4
When expanding a revenue operations team from one to multiple people, it can be helpful to establish a set of key processes to ensure that the team is able to operate efficiently and effectively. Some potential processes to consider could include: 1. Task management: Setting up a system for man......Read More
837 Views
2 requests
Saad Farooq
Saad Farooq
DigitalOcean Director of Revenue Operations / Customer CareJanuary 4
There are a variety of ways that revenue operations teams can communicate updates and activities to the rest of the company. Some potential options could include: 1. Regular meetings: Scheduling regular meetings with relevant teams and stakeholders can be an effective way to share updates a......Read More
963 Views
2 requests
Saad Farooq
Saad Farooq
DigitalOcean Director of Revenue Operations / Customer CareJanuary 5
With the economic downturn, we can anticipate a ton of teams reducing or limiting headcount this year, which is going to make a lot of the teams panic and try to solve everyone’s concerns with the same level of urgency. This is a recipe for disaster. If you are supporting another function, produc......Read More
462 Views
1 request
Saad Farooq
Saad Farooq
DigitalOcean Director of Revenue Operations / Customer CareJanuary 5
P0: it starts with how Performance Evaluation or Yearly Performance review is done at the org. I'd prioritize based on whatever goal I am going to be rated against in my annual review. P1: What my Line Manager expects from this role and team? "Making my boss successful" is everyone's primary job......Read More
627 Views
1 request
Saad Farooq
Saad Farooq
DigitalOcean Director of Revenue Operations / Customer CareJanuary 4
Scaling a revenue operations team beyond the first revenue operations manager can be a complex process, as it involves balancing the needs of the team with the goals and constraints of the business. Here are a few tips that may be helpful as you scale your revenue operations team: 1. Define cle......Read More
750 Views
2 requests
Saad Farooq
Saad Farooq
DigitalOcean Director of Revenue Operations / Customer CareJanuary 5
The Growth Team: responsible for the expansion and bringing second-order revenue. Includes Sales & Business Development.  The Success team: responsible for managing customer lifecycle, relationships, and Churn. Includes CSMs, TAMs, and Onboarding Managers.  The Support teams: provide support fo......Read More
526 Views
2 requests
Saad Farooq
Saad Farooq
DigitalOcean Director of Revenue Operations / Customer CareJanuary 5
Any tool that allows you to analyze large sets of data. When dealing with hundreds of millions in revenue, and hundreds of thousands of customers, data is your only true guide and best friend. You can 10x your potential as a RevOps leader as you become better at being able to analyze large set......Read More
897 Views
1 request
Saad Farooq
Saad Farooq
DigitalOcean Director of Revenue Operations / Customer CareJanuary 4
As a company scales and grows, the skills and expertise needed in the team may evolve and change. When looking to hire additional team members, it can be helpful to consider a variety of skills and experiences that complement and differ from those of your current team. Some skills and experience......Read More
875 Views
3 requests
Saad Farooq
Saad Farooq
DigitalOcean Director of Revenue Operations / Customer CareJanuary 5
I have seen it done the other way around even in my own case. I started with Content & marketing before I went to Business Development and eventually landed in Support and Success. Now as a RevOps leader, I understand each of these functions enough to support operations in each of these teams. So......Read More
818 Views
1 request
Saad Farooq
Saad Farooq
DigitalOcean Director of Revenue Operations / Customer CareJanuary 5
My preference is to hire internally from Support roles. It can be Customer Service, Analysts in Operations, Data teams or coordinators, and ICs and Proj / Program office. Cross-functional collaboration is a very important skill required in any RevOps role, and if you have served one or more parts......Read More
859 Views
1 request
Saad Farooq
Saad Farooq
DigitalOcean Director of Revenue Operations / Customer CareJanuary 5
For me, at any organization and in any role, the most important alignment is the one with the overall Organization's goals.  The strategy should be dynamic and it should continue to evolve. The tasks your team performs on day to day will change as your strategy evolves. However, it is importan......Read More
870 Views
1 request