What is your 30-60-90 day plan when you go into an org with the intention of setting up a revenue operations function for the first time?

When I go into an organization and establish a Revenue Operations practice for the first time, my typical 30, 60, 90 is as follows:

• 30: Review Landscape, Define the Foundation
• Define and align on what Revenue Operations means to the organization (ensure clear roles and responsibilities)
• Identify the current state, gaps, and priorities (this includes existing processes, KPIs, tools/tech, resources, etc.)
• Define how you will deliver (how should stakeholders work with revops, operating cadence, communication strategy)
• Build plan for next 3 months (get alignment/buy-in on this)
• 60: Build the Foundation
• Focus on delivering the foundational items needed for the business: Lifecycle, Rules of Engagement, Standard Operating Procedures, etc.
• This is critical, without having a stable foundation everything else will wobble
• 90: Iterate and Operationalize
• Identify the key deliverables and initiatives needed to move business forward through efficiency, performance improvements, etc. (this will be different for every business)

I urge RevOps leaders to come in and ensure they have a strong framework across people, process, data, policy and technology before trying to immediately jump into “project” work as without this foundational framework building a strong operating cadence for prioritization, resource allocation and delivery becomes very challenging.

Check out some thoughts here :)

30 days: Focus on setting a clear vision and establishing priorities for the function, even if initially it's just you. Define what good looks like in the touchpoints between RevOps and other teams (e.g. sales, CS, marketing). Assess your tech stack against the ideal state and pinpoint critical gaps that need immediate attention or workarounds. Dive into the CRM and evaluate the existing reporting framework to understand data accuracy and usability. Align your goals with the short-term priorities of the founders and investors while also crafting a vision for where the focus should shift to ensure long-term success.

60 days: By this point, aim to have a minimum viable product (MVP) of your reporting framework ready. Identify and recommend quick wins based on data insights to showcase tangible results to establish credibility. Building trust and positive relationships early on is crucial for gaining buy-in for future RevOps investment and garnering support for further changes.

90 days: Plan and conduct alignment workshops with key leaders to define must-have, good-to-have, and nice-to-have RevOps initiatives. Collaboratively create a roadmap that aligns with overall business objectives. This roadmap should outline strategic initiatives such as optimizing processes, implementing necessary tools or integrations, and developing standardized reporting to drive efficiency and revenue growth across the organization.

Caveat: The above is based on my consulting, GTM and investor experience, as well as cases that I'm familiar with in the SaaS space. I have not been in the situation of starting as the Head of RevOps in a startup.