Revenue Ops KPIs
2 Answers
Michael Hargis
Tealium SVP, Revenue Operations • November 15
I'd start by reading Measure What Matters by John Doerr. It's a great resource to truly understand the OKR system with actionable templates and examples. Buy copies for your leadership team and work on developing this muscle as a team. The trick is not so much the OKRs themselves, but it's behavi......Read More
1552 Views
2 Answers
Michael Hargis
Tealium SVP, Revenue Operations • November 15
You should own all of the KPIs/metrics if you are the first revenue operations hire. Initially, you'll need to validate the data sources and availability, put a system (and potentially tools) in place to capture them and do the calculations and visulization yourselIf the first few times. I once w......Read More
1337 Views
2 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
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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.
3 Answers
Michael Hargis
Tealium SVP, Revenue Operations • November 15
My first piece of advice would be to learn. Learn as much as you can about the total addressable market, the product market fit and the buyer's journey for the product or service that your new company is selling. Spend time in the field with sales and SDRs. Read online reviews about your company.......Read More
1342 Views
2 Answers
Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaS • March 30
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 & responsibilities. Along each step of the funnel, it is critical to first define: - Which function owns that step? - Wha......Read More
933 Views
4 Answers
Michael Hargis
Tealium SVP, Revenue Operations • November 16
I love this question. The one tool that I can't live without right now is Clari. We run our entire business out of it at the executive level. Q4 is a critical one for any SaaS company at our scale and we rely on Clari to power our weekly forecast cadence, evaluate trends in the pipeline and cl......Read More
1540 Views
3 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
1083 Views
1 Answer
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
804 Views
2 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
875 Views
1 Answer
Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaS • March 30
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 function is: 1. Grow revenue faster 2. Make the go-to-market resources more productive I believe best-in-class Revenue Op......Read More
933 Views