Customer Success / Revenue Ops Alignment

No singe department owns customer data. The GTM Data or the CDO office (depending on your org design) is responsible for data integrity and accuracy. A clear data governa...

At LinkedIn we use the TAM (Total Addressable Market) approach to tackle this problem. First, we separate the "New Business TAM" from the "Existing Business TAM", in orde...

Well... does your team use repeatable processes? Do you send customer communication campaigns? Do you need better customer insights or to start determining the "health" o...

Never underestimate the importance of building strong relationships at work. I honestly think all of this stems from building good relationships with the leadership acros...

Ouch! Well, I am so glad to be responding to this question. First, let me start by saying Revenue operations (RevOps) is so much more than just reporting and dashboards. ...

Correlation between Go-to-Market actions and renewal success is one of the most studied areas in SaaS firms. Although the answer will vary for each firm, having a data dr...

Although I am not a Systems expert, I have experienced this challenge as part of my RevOps career. From my standpoint, the root cause maps to the fact that most CRM Syste...

At LinkedIn, we believe that customer value is a "true north" objective. In fact, we know that successful customers tend to expand their relationships with LinkedIn over ...