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AMA: HubSpot Director, Data & Analytics, Revenue Operations, Josh Chang on Revenue Ops KPIs

June 29 @ 10:00AM PST
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HubSpot Director, Data & Analytics, Revenue Operations, Josh Chang on Revenue Ops KPIs
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Josh Chang
Josh Chang
HubSpot Director, GTM Strategy & Revenue OperationsJune 29
This can take many forms, but most paths will require you to demonstrate an analytical and strategic mindset and the ability to translate business questions and needs to technical work, and vice versa. A successful path I've seen is if you have experience in a certain function (Marketing, Sales, ......Read More
1297 Views
1 request
Josh Chang
Josh Chang
HubSpot Director, GTM Strategy & Revenue OperationsJune 29
Think about revenue operations as the glue that holds and connects the different parts of the business and aligns them all to the same strategic objectives. You might already have sales, services, and marketing teams, and maybe even operations people embedded within each, but it's likely that the......Read More
608 Views
1 request
Josh Chang
Josh Chang
HubSpot Director, GTM Strategy & Revenue OperationsJune 29
As the first revenue operations hire at a start-up, you own all of the KPIs across the functions you support, but at the same time, you don't necessarily have direct influence over any of them. Similar to my answer for another question, you are the glue that holds these functions together and you......Read More
536 Views
1 request
Josh Chang
Josh Chang
HubSpot Director, GTM Strategy & Revenue OperationsJune 29
This might be a little controversial, but I think a lot of the multi-touch media mix attribution models you'll see from vendors and companies are supremely over-hyped UNLESS they are actually helping you make different decisions about your Marketing mix and strategy. Don't get me wrong, there are......Read More
572 Views
1 request
Josh Chang
Josh Chang
HubSpot Director, GTM Strategy & Revenue OperationsJune 29
1. Work closely with your functional teams and leaders across the different go-to-market teams at your company to identify their primary needs and objectives. 2. Within each of those, understand where the gaps are that can be filled by revenue operations. These might include deep d......Read More
606 Views
1 request
Josh Chang
Josh Chang
HubSpot Director, GTM Strategy & Revenue OperationsJune 29
It should be a very close partnership, and the best revenue operations leaders have experience in demand generation or are deeply familiar with the KPIs, tactics, and levers to pull. The clearest line I can draw is that RevOps isn't necessarily responsible for execution, but the middle of the Ven......Read More
526 Views
1 request