What advice would you give to someone tasked with establishing revenue operations function in an existing business structure?

Question

Saad Farooq · Accepted Answer

Start with identifying what parts of the organization your RevOps team will be supporting. Then find the resources in each of these teams you will be supporting to either become your stakeholders and partners or if you do have the option to hire, bring them into your org. When you hire internally from the teams that you want to Support, these people can help you realize problems that your team needs to solve before someone else has to ask for them.

Michael Hargis · Answer

My first piece of advice would be to learn. Learn as much as you can about the total addressable market, the product market fit and the buyer's journey for the product or service that your new company is selling. Spend time in the field with sales and SDRs. Read online reviews about your company. Take a sales leader out for dinner/drinks and ask them how they get deals done at your company. Take the AE onboarding courses for new sellers joining your company. Read old board decks and study the metrics. What have been the trends over time? What appear to the the strengths and weaknesses of the revenue engine?

Once you've made good progress in your learning tour, start compiling a list of opportunities - divided between quick wins that can be implemented now and longer term initiative that will require more lift and more change management.

On the hiring front, fight hard for your rev ops budget. You only have one shot to get this right and you need to make a compelling business case for investments in enablement, tools and hiring top notch talent.

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