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Revenue Ops Team
2 Answers
Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaS • March 30
First of all, let's not convolute KPIs (Key Performance Indicators) with targets. KPI definition should happen independent of our knowledge of the market or the availability of historical performance data. It simply means defining the metrics that matter for your business. After your KPIs a......Read More
930 Views
4 Answers
Michael Hargis
Tealium SVP, Revenue Operations • November 16
A few KPIs that make a lot of sense to me in this economic environment: 1. Push Counter - take a look at how many times opportunities are slippling. 2. Time Since Discovery Meeting - how long has it been since you've had engagement with your prospetive buyer? 3. % of Accounts in Territor......Read More
1192 Views
3 Answers
Michael Hargis
Tealium SVP, Revenue Operations • November 15
This is a great question. A big one for me is Total Pipeline, or Rolling 12 pipeline. I don't think that metric tells you much without additional context. Sometimes a team can more easily hit their goals with a smaller pipeline and better conversion rates. It's easy to assume your GTM strate......Read More
1145 Views
1 Answer
Katie Cook
Salesforce Senior Director, Sales Strategy & Operations • November 21
The KPI that I tend to disagree with the most is hiring targets (I am using the term KPI very loosely here as some revenue ops are not involved with headcount planning). It is, of course, important to push businesses to grow, particularly when sales territories are too enriched and one salesperso......Read More
363 Views
3 Answers
Michael Hargis
Tealium SVP, Revenue Operations • November 15
I think it's good to try and tell stories with data. What is the KPI actually telling us about our business? Develop a recurring insights cadence within your company. Think of it like a quarterly newsetter from Revenue Ops describing how the teams just performed. Spend some time to make it look g......Read More
1028 Views
4 Answers
Mollie Bodensteiner
Sound Agriculture Revenue Operations Leader • December 20
The best way to scale your revenue operations team is to really assess where your largest gaps are and invest in resources to close those gaps. * Do you have a strong systems team, but poor processes - hire for operations * Strong operations, but poor execution in systems - hire for systems *......Read More
1196 Views
1 Answer
Melissa Sinclair
Shopify Leader of Post-Sale Revenue Operations • November 2
Check out some of my thoughts on a related question here :)
503 Views
2 Answers
Mollie Bodensteiner
Sound Agriculture Revenue Operations Leader • December 20
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 responsibil......Read More
1249 Views
3 Answers
James Darragh
dbt Labs Head of Revenue Operations • December 7
I hit on this somewhat above but generally it should be * 30 Days: Learning and Discovery * Meet with key stakeholders (Managers and ICs) to learn current processes, bottlenecks, and paint points. Since ops roles are very cross functional, make sure you are meeting with people n......Read More
2079 Views
3 Answers
James Darragh
dbt Labs Head of Revenue Operations • December 7
I think the biggest surprise is what you take for granted when rev ops is already an established function. The problems and decisions you make affect many more people at an established org - but they are very different in scope (instead of deciding accelerator percentage buckets on a comp plan, y......Read More
922 Views