Revenue Operations
Revenue Ops Team
Revenue Ops Team
dbt Labs Head of Revenue Operations • 3y
This is a great question - so many things about talent retention have to do with the company as a whole vs. things that I have control over on the operations team. So the...
1791 Views
What is your advice for creating and/or improving the revenue operations process when joining a small but growing team?
Particularly for a small company with no or little structure.
Redis Director - Global Sales Strategy & Operations | Formerly Databricks, Google • 2mo
When joining a smaller rev ops team, take time to understand the key pain points of the business, identify 'quick wins' (projects or activities that address the pain poin...
367 Views
Adobe ex-Global StratOps Lead @ Adobe | Formerly Charles River Associates, Busara • 2y
One of my managers is fond of saying that to succeed in this role, there's only two things you really need to know how to do - analyze data and tell a good story.
There'...
3204 Views
Redis Director - Global Sales Strategy & Operations | Formerly Databricks, Google • 2mo
A key difference between rev ops teams of small vs large companies is how well-defined swim lanes are.When I was in rev ops at a larger company like Google, the rev ops f...
391 Views
Lucid Software SVP, Growth & GTM Strategy • 3y
Couple thoughts:
- Positive energy: the capacity to GO with relentless passion and a positive attitude. This sets the tone for others, sparks energy, and creates a cultu...
1059 Views
Upcoming AMAs
Andres Diaz
LinkedIn Director, Global GTM Strategy & Operations, LinkedIn Sales Solutions
Intercom VP, Revenue Operations | Formerly LinkedIn • 3mo
It's great you're even thinking about this because it's the first step to providing structure and the ability to make a case for more resources down the road. The exact a...
389 Views
LinkedIn Vice President of Technology and Product Operations • 2y
Three key considerations when growing the Rev Ops team:Separate work between "horizontal" (i.e.; it common work across all segments and regions of the business such as qu...
832 Views
Intercom VP, Revenue Operations | Formerly LinkedIn • 3mo
When you start to build out a RevOps team, I think the first place to spend time is defining what the new people are going to do and then developing your hiring strategy ...
432 Views
LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 1y
If your team is brand new or unfamiliar to many stakeholders, a good starting point would be to document your team's mission, vision, scope, and key objectives for the fi...
643 Views
LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 1y
Typically, responsibilities for these teams are aligned to where they fall in the customer funnel. Demand Gen tends to focus on the top of funnel metrics, processes and r...
613 Views
Zapier Director, Revenue Operations • 3y
To set yourself up for success when establishing a Revenue Operations function, I recommend starting with an exercise to map out and benchmark the revenue process. You ca...
2059 Views
Intercom VP, Revenue Operations | Formerly LinkedIn • 3mo
I answered a similar question earlier in the AMA, but I'll try to add some nuance for the existing business specifics. Most of this, however, is the same if you're the fi...
378 Views
What are the key skillsets you see as a requirement in the best RevOps organization?
How do you way technical vs functional skillsets in RevOps for scaling companies?
Intercom VP, Revenue Operations | Formerly LinkedIn • 3mo
At Intercom we defined four characteristics of a best-in-class RevOps organization:Operational Excellence: we deliver a high-integrity system for the revenue teams that p...
395 Views
Intercom VP, Revenue Operations | Formerly LinkedIn • 3mo
If you're the first RevOps hire at your company, you are going to need to do a few things quickly to make your life manageable.Get very clear with your boss on the scope ...
449 Views
LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • 2y
My organization is called EMEA & LATAM LTS Sales Strategy and Operations and is part of our broader GTM Ops team. My teams partner with a large sales workforce spanni...
1028 Views
ThoughtSpot SVP, Revenue Strategy, Operations and Enablement • 1y
Knowing how to manipulate, share and wield data, tech and processes for efficiency gains is valuable in many functions outside of operations. While doing your 'day job' ...
1291 Views
Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 9mo
Short answer: you don’t need a full-time data engineer to start—but you do need the skills.Start lean:A strong analytics/generalist engineer + RevOps can stand up the bas...
539 Views
LinkedIn Director, Global GTM Strategy & Operations, LinkedIn Sales Solutions • 1y
There is a two part test that would apply here: (1) whether the KPI measures activities or output which meaningfully contribute to a strategic priority; and, somewhat rel...
272 Views
LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 1y
In addition to what I included above in my answer to the question about being your company’s first rev ops hire, if you’re junior, I would also focus heavily on learning....
426 Views
Salesforce Director, Global AD Sales Training - Mulesoft • 3y
Sales Velocity - Great article on it here https://blog.hubspot.com/sales/sales-velocity
Some Context:
Sales velocity is a measurement of how quickly leads are moving t...
1564 Views
What are your nonnegotiable Rev Ops metrics specifically for Customer Success and Renewals? (I.E., Retention revenue-focused KPIs.)
I lead CS and Renewals Management and view our partnership with Rev Ops as critical to scaling success.
HubSpot Vice President of Revenue Operations • 1y
When we think of some core KPIs, the buckets that are critical to understand -
Direct impact on revenue/growth: These metrics directly reflect your ability to retain/gr...
1250 Views
Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 2y
Entering a new market is inherently uncertain, but I think that by combining a thorough market research, a flexible and iterative approach, local insights, and collaborat...
530 Views
HubSpot Senior Director, Sales Strategy & Operations (APAC) • 1y
Successful outcomes for a RevOps function / leader typically includes:Better cross-functional alignment as part of annual planning process and throughout the year to exec...
1185 Views
Intercom VP, Revenue Operations | Formerly LinkedIn • 1y
I think there are two ways to think about "owning" a KPI when you're in RevOps. For many business performance metrics, you can "own" the KPIs in the sense of providing th...
567 Views
HubSpot Director, GTM Strategy & Revenue Operations • 2y
Work closely with your functional teams and leaders across the different go-to-market teams at your company to identify their primary needs and objectives.Within each of ...
1027 Views
Adobe ex-Global StratOps Lead @ Adobe | Formerly Charles River Associates, Busara • 2y
At a high level, there's generally two buckets of metrics that Sales/Rev Ops teams look at that are fundamental to understanding the health of the business: revenue gener...
1908 Views
What advice would you give to someone tasked with establishing revenue operations function in an existing business structure?
I’m the first revenue operations hire in my company.
Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 2y
Establishing a Revenue Operations function in an existing business structure, especially as the first hire in this area, is a significant undertaking, as it would involve...
691 Views
AuditBoard SVP, Growth and Revenue Operations • 1y
Sometimes it is easy to forget that at the end of the day, we are all in revenue generation, and that everything must tie to that. So while I'm all for early indicator s...
1178 Views
AuditBoard SVP, Growth and Revenue Operations • 1y
Perhaps this will not be a helpful comment based on the way the question is posed, but my opinion is that you still try to tie it to pipeline generation AND pipeline prog...
1437 Views
HubSpot Vice President of Revenue Operations • 1y
Before I answer the ‘How’, I want to start with the ‘Why’. Here why it is important to socialize KPIs -
Fosters accountability: Know how performance is measured and what...
703 Views
Intercom VP, Revenue Operations | Formerly LinkedIn • 1y
I don't think there are many RevOps-related KPIs that are over-hyped or completely unimportant (we're not dealing with Community-Adjusted EBITDA here). The important thin...
523 Views
LinkedIn Vice President of Technology and Product Operations • 3y
This is a non-trivial topic since Revenue Operations is often a "recommender" in many decisions, as opposed to a "decider".
The "dual mandate" of the Revenue Operations ...
2258 Views
LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 1y
When creating a rev ops plan, you will want to make sure you are spending your time in the right place. A helpful way to do that will be asking many questions to ensure y...
1405 Views
LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • 2y
In my opinion, the best RevOps professionals have in common 3 skill peaks (communication, data-fluent problem-solving and system thinking) and one personal trait: curiosi...
1582 Views
Shopify Senior Revenue Operations Lead • 2y
Check out some thoughts here :)
1308 Views
LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • 2y
In my view, this involves orchestrating a process of 4 steps: (1) understanding the purchase funnel, (2) align on a common taxonomy, (3) define key metrics and CRM activi...
687 Views
Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 2y
For me, the indispensable tool I rely on is a robust Customer Relationship Management (CRM) system. This centralises customer data, streamlines processes, and enhances co...
945 Views
Payscale VP, GTM Operations & Business Intelligence • 2y
The earliest stage at which a startup should consider hiring a RevOps manager is often earlier than most organizations currently do. Startups naturally have individuals j...
939 Views
Adobe ex-Global StratOps Lead @ Adobe | Formerly Charles River Associates, Busara • 2y
Prior to joining Adobe, I worked as an economic consultant specializing in antitrust and competition. Like most consultants joining fresh out of undergrad, I saw consulti...
3214 Views
dbt Labs Head of Revenue Operations • 3y
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 ...
2712 Views
Zapier Director, Revenue Operations • 3y
Here are some goals I’d consider for a new RevOps function:
First 30 days:
Meet with key stakeholders in sales, marketing, customer success, and finance to understand t...
1821 Views
Zapier Director, Revenue Operations • 3y
Marketing Ops teams are typically focused on executing and optimizing marketing campaigns. This includes marketing technology system management, data analysis, and campai...
1611 Views
What are the main responsibilities of Marketing Operations?
Different from Sales and Customer, it carries out different matters, from branding, positioning, demand generation and events. There is also a threshold between marketing analysts (Email, Performance, etc.) and Marketing Ops analysts.
Marketing Operations Consultant | Formerly Marketo, Egencia, SurveyMonkey • 2y
Marketing Operations is often responsible for:Campaign Operations - Execution of building and deploying digital assets such as emails and webinars, in order to support bo...
1937 Views
Clockwise Head of Revenue Operations • 3y
Aligning on the definitions in the awareness to revenue funnel and transparency are the most important factors in making sure shared KPIs are successful. If teams underst...
2177 Views
Klaviyo Senior Director Sales Operations • 3y
When there are only one or two team members, I would have the team focus on mission-critical projects only. The three main areas would be 1: Sales process & forecasti...
6102 Views
DigitalOcean Director of Revenue Operations / Customer Care • 3y
For me, at any organization and in any role, the most important alignment is the one with the overall Organization's goals.
The strategy should be dynamic and it should...
1765 Views
DigitalOcean Director of Revenue Operations / Customer Care • 3y
I have seen it done the other way around even in my own case. I started with Content & marketing before I went to Business Development and eventually landed in Suppor...
1556 Views
DigitalOcean Director of Revenue Operations / Customer Care • 3y
My preference is to hire internally from Support roles. It can be Customer Service, Analysts in Operations, Data teams or coordinators, and ICs and Proj / Program office....
1653 Views
DigitalOcean Director of Revenue Operations / Customer Care • 3y
As a company scales and grows, the skills and expertise needed in the team may evolve and change. When looking to hire additional team members, it can be helpful to consi...
2246 Views