Revenue Operations
Revenue Ops Stakeholders
Revenue Ops Stakeholders
Payscale VP, GTM Operations & Business Intelligence • 1y
Forecasting is foundational in aligning Sales and Revenue Ops objectives. It requires both teams to be closely synchronized in how they measure, monitor, and act upon pip...
718 Views
HubSpot Senior Director, Sales Operations & Strategy • 1mo
Rev Ops should be balancing internal and external perspectives to stay ahead of trends.For external, think: What’s going on in my industry?What’s going on in my function?...
417 Views
HubSpot Senior Director, Sales Operations & Strategy • 1mo
Cultivating sales ownership is critical here.An example I’ve seen is a Sales VP wanting to push an operational improvement that the Ops team didn’t think was urgent / imp...
433 Views
HubSpot Senior Director, Sales Operations & Strategy • 1mo
Agile prioritization and scoping are the key.For example next week we have a review for two product lines that will bring up long term strategic implications for our GTM...
441 Views
HubSpot Senior Director, Sales Operations & Strategy • 1mo
This is a great question and hard to measure well.I would say minimizing number of escalations would tell you alignment is working well - that would mean sales and Rev Op...
403 Views
Upcoming AMAs
Ignacio Castroverde
Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office
HubSpot Senior Director, Sales Operations & Strategy • 1mo
I would think about processes as aligned to different audiences.For reps and managers, scaled comms such as integrating into existing newsletters tend to work in my exper...
422 Views
Knowledge Vortex Salesforce Functional Analyst • 1y
The benefit of a deal desk is having a team focused on formalizing custom agreements with customers that are outside of standard discounting. Ideally, these deal desk dea...
536 Views
How do you get finance to allocate budget to programs that we haven’t proven out yet, but are experimental?
We recently brought on a CFO and they are asking us to add timelines for ROI to many of the programs that have not yet begun (like influence marketing).
Redis Director - Global Sales Strategy & Operations | Formerly Databricks, Google • 8mo
Help increase the chances of greenlighting your experimental programs by:Aligning and proposing the programs in line with Finance's planning cadence (e.g. qtrly) as early...
503 Views
SVP of Operations | Formerly Engine, Sound, Deel, Marketo, Syncari • 2mo
Honestly, if your forecasting is consistently off, the problem usually isn't the forecast. You're probably measuring the wrong thing. Stop trying to nail a single number ...
396 Views
Redis Director - Global Sales Strategy & Operations | Formerly Databricks, Google • 8mo
Forging a strong relationship with Finance has been instrumental in increasing the impact of my RevOps teams through unlocking budget for projects and feedback on analysi...
643 Views
How do we get finance to consult with us before cutting budget from customer success and marketing?
Our finance team substantially cut the budget without our input.
Intercom VP, Revenue Operations | Formerly LinkedIn • 9mo
This can be a tough situation for you and for finance, and how this works will vary by company and situation. First, I would be empathetic to the finance team driving bud...
524 Views
SVP of Operations | Formerly Engine, Sound, Deel, Marketo, Syncari • 6mo
Absolutely. We specialize our operations teams across Sales, Marketing, and Customer Success Operations, creating deep functional expertise while maintaining cross-functi...
396 Views
Intercom VP, Revenue Operations | Formerly LinkedIn • 1y
If there is a historically tense relationship between functions, you have to do something very different to try to reset the situation. This will be much harder if the re...
394 Views
SVP of Operations | Formerly Engine, Sound, Deel, Marketo, Syncari • 6mo
Success in managing communication gaps comes from radical empathy and strategic listening. Instead of imposing a one-size-fits-all communication strategy, I focus on deep...
382 Views
Zapier Director, Revenue Operations • 2y
It’s important to understand the goals and challenges of the teams you’re working with. I’ve found that by considering their priorities and their communication styles you...
710 Views
Adobe Sr. Director, Revenue Operations • 1y
The ultimate measure of success is whether the sales team I partner with is hitting its targets. My job is to make my team is working on initiatives in support of that sa...
820 Views
Zapier Director, Revenue Operations • 2y
Zapier has always been a remote workplace, so I appreciate how intentional teams are about building culture, relationships and trust. Some of the strategies I’ve found mo...
1466 Views
How do you build better relationships with demand generation?
How do you constantly stay aligned and how have your revenue operations teams traditionally worked with your demand generation teams?
Bazaarvoice VP, Revenue Operations | Formerly Amazon Web Services (AWS), RingCentral, Marin Software, Riverbed, Oracle, Siebel, Hyperion • 3y
These days, it's hard not to agree that Demand Generation is one of the most metrics driven teams focused on pipeline creation, whether it’s Marketing Demand Generation o...
2247 Views
LinkedIn Vice President of Technology and Product Operations • 1y
The RAPID framework is extremely valuable to drive timely and high-quality decisions. It is used to clarify the role that each function plays in a given decision. It elim...
471 Views
How can I break down the forecast pipelines ($) on product level?
Currently our sellers give overall ARR inputs on opp level on CRM. We are finding it challenging to take it directly from CPQ quote lines due to multiple records for a single product (i.e. no hygiene on quote lines).
Using Salesforce for both CRM and CPQ
Any suggestions appreciated. Happy to connect via text/call. Thanks!
LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 6mo
In order to forecast at the product level, you’ll need historical bookings broken down by product and/or open pipeline data by product on opportunities in your CRM.Below ...
909 Views
Redis Director - Global Sales Strategy & Operations | Formerly Databricks, Google • 8mo
To help Finance greenlight financing your SaaS solution requests, present the request in the language of Finance; create a business case that demonstrates the ROI of the ...
497 Views
Where is the best place to start improving the accuracy of pipeline and forecasting reports (currently off by at least 20% each quarter)?
We use Salesforce and currently base reports on opp stages.
Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 1y
If your pipeline and forecasting reports are only out by 20% each quarter better here is my advice on how to give them surgery:- MEDDPICC for Qualification Rollout: This ...
818 Views
Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 1y
I learned soon enough that being direct and straightforward was vital when engaging with senior execs at the organization. C-level execs face a multitude of priorities, t...
424 Views
Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 1y
An all-too-common mistake is overwhelming executives with detail. So, to plug this leak, RevOps managers need only pass along the most relevant insights linked directly w...
402 Views
HubSpot Vice President of Revenue Operations • 9mo
If I could go back and give my younger self advice, it would be this: influencing the C-Suite isn’t about having all the answers - it’s about showing up with clarity, con...
478 Views
HubSpot Vice President of Revenue Operations • 9mo
"When two senior executives disagree, I remind myself that Ops isn’t here to play referee with yellow cards. We’re more like the scoreboard operator- our job is to show t...
438 Views
Redis Director - Global Sales Strategy & Operations | Formerly Databricks, Google • 3y
Having access to the C-suite can be helpful for your career from a learning, career growth and networking experience. Some ways to gain access to the C-suite include:Work...
1760 Views
Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 1y
Most of my C-Suite interactions happen through brief, structured check-ins. I (usually) come prepared with concise updates on key metrics or initiatives and a clear ask o...
419 Views
How do we work with our Exec team to help narrow down what we focus on?
Revenue operations managers often get pulled in several directions and everything feels urgent.
Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 1y
This one is easy: Keep it simple and collaborative. Make them part of your plan since the very beginning.It all starts with arranging a meeting with the Exec group to lea...
491 Views
How do you help finance understand the role of SDR’s, and include them in structuring territories and OTE’s?
We are getting ready to hire our first few SDRs to support our sales team of 2 AEs. The AE’s divide their territories roughly down the middle of the US map.
Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 1y
These are few elements I would take into account to o enable our finance teams to understand what SDRs represent and have them play a role in structuring territories &...
752 Views
Intercom VP, Revenue Operations | Formerly LinkedIn • 9mo
There are a few "how do I get money out of finance" questions in this AMA so I'll repeat the relevant parts each time, and try to add specific context where it seems addi...
466 Views
Knowledge Vortex Salesforce Functional Analyst • 1y
In my experience, Finance requesting the additional work of monitoring Sales is more indicative of a need for understanding than control.
Look into the root cause(s) of...
825 Views
Zapier Director, Revenue Operations • 2y
RevOps can play a pivotal role in bridging the gap between Marketing and Sales by implementing several actions:
Calling out Misalignment: RevOps is uniquely positioned t...
1284 Views
HubSpot Senior Director, Sales Strategy & Operations (APAC) • 10mo
The goal of the handoff is to ensure a smooth transition for the lead, so they don't feel dropped or confused, and for both teams to have all the context they need.This s...
619 Views
Clockwise Head of Revenue Operations • 2y
Marketing should be focused on campaign performance by checking qualification rates of leads by campaign, cost of acquisition per lead, average revenue brought in from qu...
1632 Views
HubSpot Senior Director, Sales Strategy & Operations (APAC) • 10mo
Challenges are often down to a lack of shared vision and rhythm between teams. Addressing them usually means implementing regular check-ins (such as fortnightly Sales+Mar...
540 Views
Zapier Director, Revenue Operations • 2y
Mapping the ideal customer journey can be a great alignment exercise. The way I’ve done it is using the existing journey as a starting point, applying customer-centric th...
807 Views
Clockwise Head of Revenue Operations • 2y
To ensure everyone is on the same page Revenue Operations should facilitate mapping out user communications including ownership, the goals of the messaging, and the infor...
1618 Views
SVP of Operations | Formerly Engine, Sound, Deel, Marketo, Syncari • 10mo
We've moved beyond vanity metrics to focus on behavioral progression indicators and predictive engagement signals. Our assessment framework evaluates lead progression vel...
533 Views
Payscale VP, GTM Operations & Business Intelligence • 3y
I think this is a great question, because RevOps as a role becomes exponentially more impactful the more stakeholders that we have bi-directional, empowering relationship...
1832 Views
Redis Director - Global Sales Strategy & Operations | Formerly Databricks, Google • 3y
Revenue operations provides utility to the C-suite in various capacities, ranging from revenue forecasting, to process optimization to data and analytics. These are all ...
2015 Views
Bazaarvoice VP, Revenue Operations | Formerly Amazon Web Services (AWS), RingCentral, Marin Software, Riverbed, Oracle, Siebel, Hyperion • 3y
When it comes to cross functional items, ownership has to be a partnership to succeed. While Revenue Operations may be the primary on Territory planning and Pipeline targ...
3481 Views
Knowledge Vortex Salesforce Functional Analyst • 3y
Whenever possible, have all stakeholders in a scoping meeting to agree on the project fundamentals:What is the problem that we're trying to solve?What is in-scope for dev...
722 Views
How do you structure your revenue operations team?
How big is it, what does everyone do? How do you measure success of each function/person?
LinkedIn Vice President of Technology and Product Operations • 1y
Rev Ops org design needs to consider multiple variables, such as the Sales Org structure and the remit of the Rev Ops team (for example, in some firms, quota setting is o...
508 Views
Knowledge Vortex Salesforce Functional Analyst • 3y
Work with a sense of urgency. If a project can be completed quickly (no downstream impacts), then get it done. Those little projects build a lot of goodwill.Communicate c...
737 Views
Payscale VP, GTM Operations & Business Intelligence • 1y
Ensuring that RevOps provides the right level of support to Sales is a multifaceted challenge that depends on several factors. First, we need to define the type of suppor...
721 Views
Payscale VP, GTM Operations & Business Intelligence • 1y
Disagreements between Sales and Revenue Ops on strategy or tactics often stem from differing views on how best to utilize each other's time to meet business objectives. I...
714 Views
Payscale VP, GTM Operations & Business Intelligence • 1y
Integrating new Sales tools or processes is as much about execution as it is about selection. Even the best tools can fail without proper implementation, which requires c...
719 Views
BuildOps VP, Revenue Operations • 3y
The answer is, it depends. It depends on exactly what you're referring to when you say "customer data," how your org is setup, and where the data lives.
Customer data i...
4943 Views
HubSpot Vice President of Revenue Operations • 1y
While new business is absolutely essential for growth , an overemphasis on net new leads to missed opportunities with your biggest asset - existing customer base! Retenti...
704 Views