What do you think about your first 30/60/90 day goals when coming in as the Head of revenue operations in a startup that didn't have revenue operations managers before?

Within the first few weeks I will meet with my immediate and extended stakeholders to understand:

• Top of mind concerns/pain points

• Existing processes, current state, and potential gaps in resources, tools etc

This will then drive my list of:

- Quick Wins/Goals (30 Days)
- Mid-Term Wins/Goals (60/90 Days) &
- Long-Term Wins/Goals (>90 Days)

• Quick wins/goals ideally would be something that is top of mind for my stakeholders, visible and attainable within the 30-day timeframe. As an example, in one of my prior roles a pain point I kept hearing during early conversations was around lack access to actionable data. In that instance I was able to work with my team to create a Tableau dashboard that provided visibility to the relevant stakeholders. Although the solution was pretty straightforward in this case the impact was fairly visible and notched a quick win for me as well as my team.

• For mid-term wins/goals I like to think of efficiencies in terms of team structure and alignment, tools that are underutilized and/or could be consolidated.

• Finally, for the long-term I like to think of what my northstar should be to align with the overall company strategy. As an example if the company plans to go upmarket in the next 1-2 years I would want to think about the systems, processes and tools from that lense and make certain that the short and mid-term plans are not a bandaid fix but more of a longer term solution.

When starting a new rev ops role where the function did not exist previously, the most important step will be to align on the remit and priorities of the rev ops function. I would look at 4 core aspects: Strategy, Operations, Data & Systems, and Team & Talent and then determine the priorities to tackle first across those areas. 

1.       Strategy: If you are a brand new rev ops team, you need to start by asking what are the problems we need to solve for the business? What will be in the remit of Rev Ops? You'll want to spend time building out your priorities and aligning on them with relevant stakeholders.  

2.       Operations: Take a look at the current processes needed to operate the functions you support. For sales, this could look like understanding the acquisition funnel, the forecast process, rules of engagement and compensation. Understand who owns each of those and where the noise in current processes is coming from. Determine if any changes are needed or if there are things missing that need to be added as part of your priorities.

3.       Data & Systems: Rev ops won't succeed without solid data and systems. Learn your tech stack and spend time understanding what's working well and what isn't. Ask about data infrastructure, who owns it? How reliable is it? Is it missing critical information?  Should there be a rev ops priority for systems enhancements or data foundation investments?

4.       Team & Talent: You will need a solid team to help you execute the Rev Ops priorities. Who is on your current team? Do they have the skills you need to tackle your priorities? Do you need additional resourcing? Understand the process to ask for additional headcount on the team. Then think beyond your core team. Who are the cross functional partners you work with regularly? Do you need more from them?                              

Also including a link to a framework that has worked well for me as you progress across 30/60/90 days. 

https://docs.google.com/spreadsheets/d/1KOCTEDa_ezcSW0lUOgvQCt4csqunc7gg7n5VyAHb3Hw/edit?usp=sharing