Eduardo Moreira

Director of Sales Strategy and Operations (EMEA & LATAM), LinkedIn

Content

The first phase of my revenue plan involves overhauling the handling of all inbound leads. This will take at least 2 months to implement. What’s the best place to start with this to minimize the pain that the sales and marketing teams will feel?

Eduardo Moreira

LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • July 7

RevOps is the glue that bonds revenue teams together, and to minimize pain points you'll have to drive monolithic Marketing and Sales (M&S) buy-in around ambition, motivation and execution. For ambition and motivation, assemble a crisp fact base that promotes your plan from desirable to essential......Read More

807 Views

How do I get my marketing leader on board if automation is key to my strategy?

Eduardo Moreira

LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • July 7

Similar to another question (see "I am in the first phase..."), in my view the main issue is your marketing leader seeing your proposed path more as your (singular) strategy, than as your (plural) strategy, even if she helped you craft it earlier. As these are process redesigns, more discrete in ......Read More

794 Views

How long is appropriate to plan for the initial implementation of the revenue strategy?

Eduardo Moreira

LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • July 7

The short answer: one quarter for the first actions to be making measurable impact. Anything longer can lead to demotivation and immobilization. Anything shorter and you risk blunders and blind spots, a launch with poor buy-in or asking for unrealistic resources / behaviours from the business. T......Read More

744 Views

What are the long-term metrics that you prioritize reviewing in running your organization?

Eduardo Moreira

LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • July 7

Balancing short- and long-term health is essential, it defines the pace at which the company makes its inroads, even if it already achieved some "financial independence" through a healthy LTV/CAC ratio. When thinking about the long term, I’d think mostly of productivity ($/HC), NRR, profitability......Read More

742 Views

What is the best format to create a data dictionary for the company to align everyone on terms so we speak the same language?

Eduardo Moreira

LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • July 7

In most documentation efforts, internal and cross-functional alike, RevOps objective is typically to simultaneously achieve widespread adoption, relevance and freshness. For a data dictionary, various options are possible: from a static PDF, to a live collaborative piece (Word, Wiki, GDoc, sprea......Read More

664 Views

How do I ensure that the revenue dashboard is accurate and updated in a timely manner?

Eduardo Moreira

LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • July 7

In a short sentence, in a fast-moving, complex, and inter-dependent revenue engine, whatever is not in the CRM does not exist. Creating an aligned case around this notion and building reinforcement via incentives and accountability is key. A few tactical tips and examples: * Strengthen the case......Read More

655 Views

I am in the first phase of the execution of my strategy and we hired a new sales leader who wants to make big changes to our tech stack and rev strategy. What’s the best way to handle this situation?

Eduardo Moreira

LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • July 7

This applies to most new LT relationships in some way. I usually think of situation this as having 3 necessary steps: establishing a positive dialogue, problem solving together and rigorously agreeing on roles and responsibilities – as well as the path forward. For some more color: Positive dia......Read More

570 Views

What skills and characteristics are most important for a Revenue Operations role?

Eduardo Moreira

LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • April 26

In my opinion, the best RevOps professionals have in common 3 skill peaks (communication, data-fluent problem-solving and system thinking) and one personal trait: curiosity. Communication: Effective communication is key, including the ability to tailor messages that speak to different audiences ......Read More

255 Views

What is your 30-60-90 day plan when you go into an org with the intention of setting up a revenue operations function for the first time?

Eduardo Moreira

LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • April 26

30 days: Focus on setting a clear vision and establishing priorities for the function, even if initially it's just you. Define what good looks like in the touchpoints between RevOps and other teams (e.g. sales, CS, marketing). Assess your tech stack against the ideal state and pinpoint critical g......Read More

196 Views

How does revenue operations differ between a small and large company?

Eduardo Moreira

LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • April 26

The RevOps function is crucial to align sales, marketing, and customer success efforts but where it differs most based on company size is in its roles and responsibilities, and its associated needed skillset. In small companies, RevOps often wear multiple hats, managing a broad array of Go-To-Ma......Read More