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How do you break down responsibilities and KPIs between revenue operations and demand generation?

Akira Mamizuka

LinkedIn Vice President of Technology and Product Operations • 3y

If we think about the revenue flow in terms of a funnel, demand generation would be at the top and revenue or bookings at the bottom. KPI definition should follow roles ...

2,278 Views

What do the best revenue operations candidates have in common, as a hiring manager?

Saad Farooq

DigitalOcean Director of Revenue Operations / Customer Care • 3y

Understanding the importance of Churn, topped with the ability to manage Churn. Churn is the greatest destruction of value for most SaaS companies…and people significantl...

861 Views

If your revenue operations team has only one or two people responsible for covering multiple products with complex features, how would you recommend dividing the workload in the short-term so as best to support long-term growth and expansion of the team?

Zeina Marcotte

LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 1y

If you are the first couple of hires in rev ops, it's highly likely you'll both need to be generalists to a certain extent. Ensuring alignment on roles and responsibiliti...

657 Views

What are the key processes you'd set up when expanding the revenue operations team from 1 to multiple people?

Tyler Will

Intercom VP, Revenue Operations | Formerly LinkedIn • 5mo

The key processes will depend on the nature of your company to some extent, but here are some things I'd think about.Daily operating processesSome checklist of whatever n...

384 Views

What's the most effective way to scale a revenue operations team beyond the first revenue operations manager?

Mollie Bodensteiner

SVP of Operations | Formerly Engine, Sound, Deel, Marketo, Syncari • 3y

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 syst...

2,954 Views

How do you communicate revenue operations updates and activities to the rest of the company?

Tyler Will

Intercom VP, Revenue Operations | Formerly LinkedIn • 5mo

I don't spend much time talking to the rest of the company about RevOps updates and activities. There is typically much more focus and interest in the performance of the ...

393 Views

What's your framework to prioritizing needs/deliverables when you're the first revenue operations manager at a company establishing the function?

Alok Kolekar

Podium Sr. Director, Revenue Operations • 3y

My framework for prioritizing is a bit qualitative in that it is something I have gotten a feel for over time. In general I will try to allocate:25%-30% of my time on lon...

2,255 Views

I’m the first revenue operations hire in my company. What advice would you give to someone tasked with establishing this function in an existing business structure?

Zeina Marcotte

LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 1y

My number one piece of advice is to ask a lot of questions. Some questions to get you started could be: What is your scope? For example, will you be primarily focused on...

657 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?

Tyler Will

Intercom VP, Revenue Operations | Formerly LinkedIn • 5mo

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...

397 Views

What advice do you have for a junior who is a first revenue operations hire?

Tyler Will

Intercom VP, Revenue Operations | Formerly LinkedIn • 5mo

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 ...

458 Views

What does your revenue operations team org structure look like?

Akira Mamizuka

LinkedIn Vice President of Technology and Product Operations • 2y

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...

909 Views

What skill sets are required to build the initial components of data infrastructure? Is a data engineer required, or can you get by with a generalist engineer and a data scientist?

Ignacio Castroverde

Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 10mo

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

Do you have any advice for a junior who is a first revenue operations hire?

Zeina Marcotte

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....

427 Views

What is an important KPI that you see revenue operations teams completely missing?

Azim Mitha

HubSpot Senior Director, Sales Strategy & Operations (APAC) • 1y

Focusing on core metrics such revenue growth, ASPs, pipeline health etc, a KPI that can be often overlooked are customer engagement metrics & customer health once the...

610 Views

Revenue Ops Team · Building a Revenue Ops Team