AMA: LinkedIn Vice President of Global Sales Operations, SaaS, Akira Mamizuka on Revenue Ops KPIs

I see 4 key steps as part of an effective KPI-setting process: Align on the right KPIs. Employees need to understand why certain metric matters. Connecting any KPI to key business outcomes is crucial. Socialize the method and numbers. Some KPIs are complex to be calculated and can be perceived as a black box. The more your employees understand how KPIs are calculated and how their efforts influence KPIs, the more effective this process will be. Also, explaining how targets are set and the philos ...Read More

First of all, let's not convolute KPIs (Key Performance Indicators) with targets. KPI definition should happen independent of our knowledge of the market or the availability of historical performance data. It simply means defining the metrics that matter for your business. After your KPIs are defined, setting targets is the next step. In the context of a new market, where there is less information available than in a mature market, a few approaches can be considered: Benchmarking: looking at com ...Read More

If we think about the revenue flow in terms of a funnel, demand generation would be at the top and revenue or bookings at the bottom. KPI definition should follow roles & responsibilities. Along each step of the funnel, it is critical to first define: - Which function owns that step? - What are the activities and expectations for that step? - What a good handoff looks like to the function owning the following step? After those questions are answered, defining KPIs and targets becomes natural ...Read More

This is a non-trivial topic since Revenue Operations is often a "recommender" in many decisions, as opposed to a "decider". The "dual mandate" of the Revenue Operations function is: Grow revenue faster Make the go-to-market resources more productive I believe best-in-class Revenue Operations teams should have a seat at the table, with direct influence on the outcomes above. With that in mind, Revenue Operations should be accountable for: Revenue growth, addressable market penetration, market sha ...Read More