Revenue Ops KPIs

5 Answers
Akira Mamizuka
Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaSMarch 31
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
1780 Views
3 Answers
Katie Cook
Katie Cook
Salesforce Senior Director, Sales Strategy & OperationsNovember 22
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
562 Views
3 Answers
Ignacio Castroverde
Ignacio Castroverde
Cisco Senior Director, Global Virtual Sales Strategy and OperationsFebruary 1
First and foremost, whatever the OKRs you choose need to check two basic principles in my opinion: 1.Alignment with Business Objectives: Each OKR has to be directly tied to the broader goals of the organisation, ensuring that the efforts in RevOps contribute tangibly to the company's overall suc...Read More
686 Views
6 Answers
Michael Hargis
Michael Hargis
Tealium SVP, Revenue OperationsNovember 17
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
3298 Views
3 Answers
Michael Hargis
Michael Hargis
Tealium SVP, Revenue OperationsNovember 16
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
2446 Views
5 Answers
Michael Hargis
Michael Hargis
Tealium SVP, Revenue OperationsNovember 16
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
1847 Views
3 Answers
Michael Hargis
Michael Hargis
Tealium SVP, Revenue OperationsNovember 16
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
2673 Views
4 Answers
Michael Hargis
Michael Hargis
Tealium SVP, Revenue OperationsNovember 16
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
2711 Views
5 Answers
Michael Hargis
Michael Hargis
Tealium SVP, Revenue OperationsNovember 17
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
1950 Views
2 Answers
Akira Mamizuka
Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaSMarch 31
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
1391 Views