AMA: Tegus Global Head of Revenue Strategy & Operations, Kayvan Dastgheib on Establishing the Revenue Ops Function

Interestingly, the framework for prioritizing needs and deliverables as the inaugural Revenue Operations Manager revolves around the very essence of the job title. Your primary objective should be to identify and address the deliverables that empower your stakeholders in their mission to generate pipeline and revenue for the company. Start by immersing yourself in the company's sales methodology, marketing strategy, gain a deep understanding of the forecasting process, and dissecting the factors ...Read More

Our revenue operations team consists of four key pillars: Revenue Systems Team: This pillar is dedicated to managing Salesforce and other connecting technologies. The primary focus here is to ensure that our technology stack can scale effectively to meet the evolving needs of the business. This team plays a crucial role in optimizing our CRM system and integrating it with other tools to enhance efficiency and data accuracy. Contracts Administration Team (Deal Desk): This team works closely with ...Read More

The most effective way to approach your first 30-60-90 days as a RevOps leader at a new company is to center your efforts on truly grasping the business dynamics and forging strong relationships with key stakeholders. Let's break down this structured approach: First 30 Days (Discovery and Relationship Building): Learn the Business: Your initial month should be dedicated to immersing yourself in the company's story. Delve into its history, how it got to its present state, and where it aspires to ...Read More

Retaining top-notch RevOps talent isn't as tricky as it might seem. At the end of the day, RevOps talent, like any other, sticks around when they feel valued and see opportunities for growth. Here's how to keep them engaged: 1. Recognition and Appreciation: Shine the Spotlight: Make a point of recognizing and appreciating the hard work and contributions of your RevOps team. Often, they're the unsung heroes behind the scenes, making the revenue engine run smoothly. Highlight their achievements an ...Read More

The earliest stage at which a startup should consider hiring a RevOps manager is often earlier than most organizations currently do. Startups naturally have individuals juggling the various responsibilities that eventually fall under a RevOps team's purview. It's vital to consider when it becomes logical to consolidate these tasks and initiatives, which initially operate in silos across different go-to-market teams. The signs that it's time to hire a RevOps manager typically emerge when the foll ...Read More

The biggest surprises for me fall into two buckets, Ownership of RevOps Responsibilities and how Salesforce has been implemented. Ownership of "RevOps" Responsibilities: One of the biggest surprises is discovering who currently owns the responsibilities that are typically managed by RevOps. In companies with an established RevOps function, these responsibilities are well-defined and centralized. However, in organizations without RevOps, various teams may take on these tasks based on their maturi ...Read More

It's crucial to recognize that the demand generation team is a critical stakeholder in revenue operations, just like sales, and customer success. Effective cross-functional collaboration begins with taking the time to understand the demand generation strategy—how it has evolved and where its leaders envision it heading. 1. Building Trust and Understanding: The first step in working effectively with the demand generation team is to establish trust and demonstrate that you comprehend their vision, ...Read More

Distinguishing between Marketing Operations and Revenue Operations talent is an interesting topic because it's essential to understand that RevOps is not merely a rebranding of SalesOps. Both Marketing Ops and SalesOps talent are vital components of RevOps, but they possess distinct skill sets and areas of expertise. Marketing Ops talent differs from Sales Ops talent in that they are specialists in the entire marketing funnel. Much like Sales Ops, their objective is to ensure that their stakehol ...Read More