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AMA: HubSpot SVP, Revenue Operations, Sid Kumar on Revenue Strategy Execution
February 7 @ 10:00AM PST
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HubSpot SVP, Revenue Operations, Sid Kumar on Revenue Strategy Execution
Top Questions
Sid Kumar
HubSpot SVP, Revenue Operations (RevOps) • February 7
As a RevOps leader, a key capability that I rely on is conversational intelligence to complement a data-driven quantitive approach. The B2B SaaS market and buyer preferences are changing at such a rapid pace and it's super important to stay plugged into what is on the minds of your prospects, cus......Read More
2529 Views
4 requests
How do I decide which tactical piece to implement first in our strategy for revenue engine?
I have developed our first company strategy for our revenue engine and I have buy-in at the exec level.
Sid Kumar
HubSpot SVP, Revenue Operations (RevOps) • February 7
There are four key foundational pillars to a RevOps strategy: 1/Talent, 2/Process, 3/Systems, 4/Data. I'd start with Talent and Process changes in the near-term, while starting to build your plans and roadmap for your Systems tech stack and Data architecture. In my experience, you need all these ......Read More
2668 Views
2 requests
What is the best format to create a data dictionary for the company to align everyone on terms so we speak the same language?
I was thinking of creating this as a word doc and sharing.
Sid Kumar
HubSpot SVP, Revenue Operations (RevOps) • February 7
I'd consider a format that is easily accessible and that is easy to keep up to date. As such, I'd suggest something like a company wiki and/or link directly from your BI tool or whichever platform teams across your company access data and analytics. When creating this data dictionary, I'd spend t......Read More
2345 Views
1 request
Sid Kumar
HubSpot SVP, Revenue Operations (RevOps) • February 7
I would recommend closely partnering with and advising this new individual to start with a listening tour of sales managers, sales reps, prospects, customers and partners to develop a deep understanding and appreciation of the current state of affairs before making any pivots to the strategy or t......Read More
2250 Views
2 requests
How do I ensure that the revenue dashboard is accurate and updated in a timely manner?
I am working on our first revenue dashboard and I want it to be as accurate as possible. I am building it in Salesforce and using the opportunity stages as percentage indicators towards closed won. This is a new process and I am finding that the sales team is not updating the stages in a timely manner which is impacting the dashboard.
Sid Kumar
HubSpot SVP, Revenue Operations (RevOps) • February 7
I'd encourage you to partner with your sales leadership to align on a shared vision around your reporting and analytics roadmap and get the buy-in and sponsorship that these views will be valuable and enable them to do their jobs more efficiently and effectively (e.g. focus on the right opportuni......Read More
2527 Views
1 request
What are the long-term metrics that you prioritize reviewing in running your organization?
I believe organizations that I have been a part of spend too much time prioritizing short-term metrics (pipeline, forecast, YoY growth, etc.), and I notice this is especially true when creating deep partnerships with Sales leadership. What do you look at to determine the future health of your organization (ex: new logo wins, # of partner wins and contribution, growth in pull-through services)? How do you balance focus on short and long-term health?
Sid Kumar
HubSpot SVP, Revenue Operations (RevOps) • February 7
The specific answer here will depend on the type of organization (e.g. B2B/B2C), target segmentation (e.g. Enterprise/SMB) and go-to-market model (e.g. Product Led Growth, Sales Driven). I'd suggest looking at this through teh framework of of leading indicators (input metrics) and lagging indicat......Read More
2001 Views
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