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Establishing the Revenue Ops Function

5 Answers
Won Choi
Won Choi
Intercom Director Sales OperationsNovember 17
The sales ops team is organized by a "Global" team and a "Regional" team. We have three global teams: 1. sales strategy & planning, 2. sales analytics & insights, and 3. sales process & tools. There are two teams within the regional team covering EMEA, NAMER, and APAC. I'll go into more detail on......Read More
2176 Views
7 Answers
Won Choi
Won Choi
Intercom Director Sales OperationsNovember 17
I view projects and priorities as "Big Rocks" and "Small Projects." The big rocks are foundational work streams for the business and will help drive the business forward. The small projects are also important but will be more of a "one and done" type of work. Big rocks should have one driver, and......Read More
2707 Views
1 Answer
Lindsay Rothlisberger
Lindsay Rothlisberger
Zapier Director, Revenue OperationsApril 4
Marketing Ops teams are typically focused on executing and optimizing marketing campaigns. This includes marketing technology system management, data analysis, and campaign planning. Revenue Ops teams are focused on optimizing revenue generation and the customer experience across all go-to-market......Read More
636 Views
5 Answers
Brian Vass
Brian Vass
Paycor Vice President Revenue OperationsNovember 17
* Ensure that associates are working on challenging projects * Recognize the positive impact they are having on the business * Provide meaningful feedback on a regular basis. We have quarterly "Connects" to share accomplishments, areas for improvement, goals for the next quarter, and dev......Read More
1025 Views
2 Answers
Ana Rottaro
Ana Rottaro
Clockwise Head of Revenue OperationsJanuary 10
Days 0-30: Discovery and Reporting 1. Go through the process of understanding necessary RevOps initiatives as noted in the question “What's your framework to prioritizing needs/deliverables when you're the first revenue operations manager at a company establishing the function?” 2.......Read More
730 Views
1 Answer
Ana Rottaro
Ana Rottaro
Clockwise Head of Revenue OperationsJanuary 10
Aligning on definitions in the awareness to revenue funnel and transparency are the most important factors in making sure shared KPIs are successful. If teams understand the definitions, they know what to expect from each other in terms of deliverables and they can share responsibility if changes......Read More
659 Views
2 Answers
James Darragh
James Darragh
dbt Labs Head of Revenue OperationsDecember 7
Rev ops should be a Day 2 hire - the systems and tools a company are implementing from very early days (e.g. SFDC) would benefit from a dedicated operations person to ensure that things are being built for scale. I may be biased as an ops person myself, but I think it’s extremely important to inv......Read More
774 Views
1 Answer
Mollie Bodensteiner
Mollie Bodensteiner
Deel Global Revenue Operations, Strategy and Planning LeaderDecember 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
980 Views
1 Answer
James Darragh
James Darragh
dbt Labs Head of Revenue OperationsDecember 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
816 Views
1 Answer
James Darragh
James Darragh
dbt Labs Head of Revenue OperationsDecember 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
1538 Views