AMA: HubSpot Director, Data & Analytics, Revenue Operations, Josh Chang on Revenue Ops 30 / 60 / 90 Day Plan

A 30/60/90 day plan for RevOps shouldn't be too different from the plan for any other role: 30 Days: You should be building a rock-solid understanding of the business and product, as well as your team's role in the go-to-market strategy for the company. In addition to that, start building relationships with your key stakeholders across the business (functional leads, analysts and ops people, etc.), and start to get a feel for where their pain points are. 60 Days: Continue to build these relation ...Read More

Beyond the first revenue operations manager, I'd think about where your new revenue is coming from. Are you generating most of your net new demand through marketing and acquiring net new customers? Is a large % of your new customers and revenue coming from sales prospecting? Or is the biggest chunk of revenue coming from your existing customer base? Assuming the first RevOps manager is working across all functions, these questions can help you determine where revenue operations resources will be ...Read More

Your questions should revolve around identifying disconnects between what teams are doing day-to-day and how that flows into company revenue. A few sample questions: Do you understand how your targets roll up to the other functional team targets and ultimately the company's revenue goal? (if the answer is not a definitive yes, you should focus on building and socializing a unified demand plan across the business) What does success look like for you and your team? What systems do we have in place ...Read More

In your first month, you should not only be building a great understanding of the product and business, but also what the company's go-to-market looks like across the business. Aim to understand the relationship between your key GTM functions (Sales, Marketing, Customer Success) and identify opportunities to build connection both within and across these functions while building relationships with each of these teams. Over your first quarter, you should start to build out a list of priorities foc ...Read More