Profile
Akira Mamizuka

Akira Mamizuka

Vice President of Global Sales Operations, SaaS, LinkedIn

Content

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
Akira Mamizuka
Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaSJanuary 11
Correlation between Go-to-Market actions and renewal success is one of the most studied areas in SaaS firms. Although the answer will vary for each firm, having a data driven point of view on actions and indicators that lead to positive renewal outcomes is imperative. Examples of actions and indi...Read More
1765 Views
Akira Mamizuka
Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaSMarch 31
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
1412 Views
Akira Mamizuka
Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaSJanuary 11
Although I am not a Systems expert, I have experienced this challenge as part of my RevOps career. From my standpoint, the root cause maps to the fact that most CRM Systems are built with the "Sales" use case at its core, and often the workflows and capabilities for Customer Success and Support c...Read More
1394 Views
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
Akira Mamizuka
Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaSJanuary 11
At LinkedIn, we believe that customer value is a "true north" objective. In fact, we know that successful customers tend to expand their relationships with LinkedIn over time, leading to revenue and profit growth. On the B2B Tech space, multiple functions interact with customers and users alon...Read More
1238 Views
Akira Mamizuka
Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaSJanuary 11
At LinkedIn we use the TAM (Total Addressable Market) approach to tackle this problem. First, we separate the "New Business TAM" from the "Existing Business TAM", in order to understand penetration and "headroom" in each category. Startups, early stage companies (and even mature companies pote...Read More
1121 Views
Akira Mamizuka
Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaSMarch 27
Dashboard proliferation and staleness is an issue companies often deal with, including LinkedIn. Bias to action leads to multiple different dashboards being built over time, leading to: * Inconsistent metrics, since not always the builders align with metric owners on the same source of truth...Read More
1074 Views
Akira Mamizuka
Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaSJuly 28
A junior hire who is the first Rev Ops hire is an exciting role to be. They will lay the foundations for the company to grow and scale. However, this is also a chaotic role. At such an early stage, the company likely has gaps in processes, systems, tools, training and reporting, just to name a...Read More
1004 Views
Akira Mamizuka
Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaSMarch 31
I see 4 key steps as part of an effective KPI-setting process: 1. Align on the right KPIs. Employees need to understand why certain metric matters. Connecting any KPI to key business outcomes is crucial. 2. Socialize the method and numbers. Some KPIs are complex to be calculated and ca...Read More
927 Views
Credentials & Highlights
Vice President of Global Sales Operations, SaaS at LinkedIn
Top Revenue Operations Mentor List
Top 10 Revenue Operations Contributor