AMA: Redis Director - Global Sales Strategy & Operations, Ken Liu on Establishing the Revenue Ops Function

I've found success retaining high performers by investing time to understand what motivates the team member, and creating opportunities and/or taking action on activities that meet the motivation criteria. Ideally, you identify activities that meet all 3 criteria below: Are what the team member likes or wants to do Are what the team member is good at Are what is good for the company Team members are more likely to become discontent with their roles if their projects are lacking in the first two ...Read More

When interviewing candidates for sales strategy and operations roles, I always run a structured interview process that helps ensure the key success factors for the role are consistently assessed across all candidates. The core components of the interview process I include are: Including questions that draw upon past experiences as well as test behavior in hypothetical situations Incorporating a mini case-study to evaluate how a candidate approaches a problem and uses structure More senior roles ...Read More

When joining a smaller rev ops team, take time to understand the key pain points of the business, identify 'quick wins' (projects or activities that address the pain point and take less effort but have high impact), and prioritize addressing these quick wins. The benefits of doing so include: Credibility - you establish credibility with stakeholders by quickly making an impact in a short period of time Hiring roadmap - based upon the pain points you find, you can better understand what roles nee ...Read More

A key difference between rev ops teams of small vs large companies is how well-defined swim lanes are. When I was in rev ops at a larger company like Google, the rev ops function had the following characteristics: Roles and responsibilities are clearly defined; inputs and outputs across partnering teams are well laid out Roles are more specialized (e.g. separate teams for territory planning, compensation, tooling, enablement) Primary stakeholders and business partners for rev ops are established ...Read More