What are the key processes you'd set up when expanding the revenue operations team from 1 to multiple people?

Three key considerations when growing the Rev Ops team: Separate work between "horizontal" (i.e.; it common work across all segments and regions of the business such as quota modeling) and "vertical" (i.e.; work that is focused on a specific segment or sub-region such as Sales territory design and bottom-up forecasting). "Horizontal" work is better done centrally by a single sub-team, which creates leverage and maximum efficiency. "Vertical" work benefits from dedicated focus and deep expertise ...Read More

The key processes will depend on the nature of your company to some extent, but here are some things I'd think about. Daily operating processes Some checklist of whatever needs to be managed daily (often SFDC tickets, requests from sales/marketing/success leaders, etc.) with clear ownership Annual (or whatever cadence you have) planning Company level target setting (probably with Finance) Headcount / capacity planning Territory carving (for new and existing business) Incentive design (to the ext ...Read More

When expanding a revenue operations team from one to multiple people, it can be helpful to establish a set of key processes to ensure that the team is able to operate efficiently and effectively. Some potential processes to consider could include: Task management: Setting up a system for managing and tracking tasks can help ensure that team members are aware of their responsibilities and can work effectively towards common goals. Communication and collaboration: Establishing clear channels for c ...Read More

As the team grows, you want to ensure alignment and consistent communication while also finding points of leverage and efficiency. Ensure Alignment & Consistent Communications Create a team charter and priorities that is shared broadly Create quarterly OKRs (Objectives and Key Results)  that each team member drafts for themselves and shares with the rev ops team and relevant steakholders and cross functional partners Host weekly team meetings to recap goals and remove roadblocks for the team ...Read More