AMA: Intercom VP, Sales Operations, Tyler Will on Revenue Ops KPIs

Attribution is challenging but ideally your martech system and scoring models can provide you with coverage in most cases. I am certainly not an expert on marketing attri...

The must-have KPIs will depend on your business but I think they should cover the customer journey from awareness of your product (think brand marketing) through the rene...

There are two ways I think about RevOps accountability when it comes to KPIs. First, for business outcome-type metrics, the accountability for RevOps comes from providing...

Any KPI where you either do not understand the mechanisms to drive that KPI or cannot influence the outcome is a bad choice. Not understanding what would be necessary to ...

I think there are two ways to think about "owning" a KPI when you're in RevOps. For many business performance metrics, you can "own" the KPIs in the sense of providing th...

Great question! This is important to get right so you are aligned with your boss, key stakeholders, and Analytics and Finance partners.Setting KPIs as part of strategy se...

I don't think RevOps teams are completely missing anything, though that has to be a company-by-company assessment. In my experience, there are two places RevOps could pla...

In situations like entering new markets (I'm think new geo, segment, or product intro), ideally the company has a business case justifying the investment that can be the ...

The exact OKRs for RevOps will depend on the circumstances of your business but I believe teams need to have a mix of run-the-business deliverables, process/operational i...

There are lots of good guides available that explain the OKR process and how to set them. I think your preferred ChatGPT/Claude/Gemini/Perplexity answer to this question ...

I don't think there are many RevOps-related KPIs that are over-hyped or completely unimportant (we're not dealing with Community-Adjusted EBITDA here). The important thin...