AMA: Engine VP of Revenue Operations, Mollie Bodensteiner on RevOps Reporting

After trying various approaches, I've found that blending multiple forecasting models works best. No single method gives you the full picture - you need different tools for different situations. All of this depends on your business model, sales cycle, etc. For the current quarter, weighted pipeline models deliver the most reliable results. But don't just use generic industry percentages - analyze your historical data to set accurate probabilities. Monitor your historicals and understand where se ...Read More

Good Revenue Operations reporting depends on clean data. Also, remember that data is fluid, so you must ensure it is consistently top of mind vs set and forget. Here are ways to maintain data quality: Data Standards Use consistent naming across systems Set required fields with validation rules Document acceptable values for each field Governance Structure Assign clear data ownership Form a cross-functional data quality team Create processes for making data changes System Integration Align data d ...Read More

Strong Revenue Operations reporting connects directly to what each team needs. Start by bringing sales, marketing, and customer success together to identify shared goals and unique requirements. Build dashboards/reports that give each team their relevant metrics while maintaining consistent calculations underneath. This consistency is crucial - when sales talks about "qualified leads," marketing should use the exact same definition. Document these shared metrics in a central place and review the ...Read More

Moving sales leaders from gut decisions to data-driven thinking isn't about forcing spreadsheets on them - it's about making data useful for their day-to-day challenges. Start with their specific pain points. If they're worried about deals slipping, build a simple report that flags opportunities at risk before they fall apart. If they're concerned about rep performance, show which behaviors correlate with closed business. Keep everything simple and actionable. Sales leaders don't have time to be ...Read More

Data security isn't just an IT problem - it's a critical Revenue Operations responsibility. First, lock down access tightly. Use role-based permissions so team members only see what they need. Apply field-level security for sensitive information and create custom report types that automatically mask PII. When someone leaves the team, have a clear process to immediately revoke their access. Be smart about report distribution. Instead of sending full customer datasets to the entire company, use sc ...Read More