Michael Hargis
SVP, Revenue Operations, Tealium
Content
Michael Hargis
Tealium SVP, Revenue Operations • November 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
1554 Views
Michael Hargis
Tealium SVP, Revenue Operations • November 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
1541 Views
Michael Hargis
Tealium SVP, Revenue Operations • November 16
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 understand the performance trends of the company and the most common KPS in this category include: - ARR - Retention - N......Read More
1396 Views
Michael Hargis
Tealium SVP, Revenue Operations • November 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
1342 Views
Michael Hargis
Tealium SVP, Revenue Operations • November 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
1338 Views
Michael Hargis
Tealium SVP, Revenue Operations • November 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
1083 Views
Michael Hargis
Tealium SVP, Revenue Operations • November 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
931 Views
Michael Hargis
Tealium SVP, Revenue Operations • November 16
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. Think of it like a quarterly newsetter from Revenue Ops describing how the teams just performed. Spend some time to make it look g......Read More
875 Views
Credentials & Highlights
SVP, Revenue Operations at Tealium
Revenue Operations AMA Contributor
Top 10 Revenue Operations Contributor
Knows About Technology Management, Business Operations, Finance / Revenue Ops Alignment, Sales Op......more