Michael Hargis

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 ...Read More

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 fo...Read More

I like to think about KPIs for any revenue organization in a 3 P's framework : 1. Performance 2. Predictability 3. Productivity Performance: It's important to understa...Read More

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...Read More

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 Disc...Read More

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...Read More

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. ...Read More

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 ...Read More