Akira Mamizuka

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 dr...

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 Syste...

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 availabi...

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 ...

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 ...

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 ...

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 orde...

Dashboard proliferation and staleness is an issue companies often deal with, including LinkedIn. Bias to action leads to multiple different dashboards being built over ti...

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 rol...

I see 4 key steps as part of an effective KPI-setting process: Align on the right KPIs. Employees need to understand why certain metric matters. Connecting any KPI to ke...