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AMA: LinkedIn Vice President of Global Sales Operations, SaaS, Akira Mamizuka on Revenue Ops KPIs
March 30 @ 10:00AM PST
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LinkedIn Vice President of Global Sales Operations, SaaS, Akira Mamizuka on Revenue Ops KPIs
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Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaS • March 30
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: 1. Grow revenue faster 2. Make the go-to-market resources more productive I believe best-in-class Revenue Op......Read More
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Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaS • March 30
I see 4 key steps as part of an effective KPI-setting process: 1. Align on the right KPIs. Employees need to understand why certain metric matters. Connecting any KPI to key business outcomes is crucial. 2. Socialize the method and numbers. Some KPIs are complex to be calculated and ca......Read More
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Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaS • March 30
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 a......Read More
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Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaS • March 30
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? - Wha......Read More
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