Sid Kumar

SVP, Revenue Operations (RevOps), HubSpot

Content

How do I decide which tactical piece to implement first in our strategy for revenue engine?

Sid Kumar

HubSpot SVP, Revenue Operations (RevOps) • February 7

There are four key foundational pillars to a RevOps strategy: 1/Talent, 2/Process, 3/Systems, 4/Data. I'd start with Talent and Process changes in the near-term, while starting to build your plans and roadmap for your Systems tech stack and Data architecture. In my experience, you need all these ......Read More

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As a RevOps leader, what is the tool you can't live without?

Sid Kumar

HubSpot SVP, Revenue Operations (RevOps) • February 7

As a RevOps leader, a key capability that I rely on is conversational intelligence to complement a data-driven quantitive approach. The B2B SaaS market and buyer preferences are changing at such a rapid pace and it's super important to stay plugged into what is on the minds of your prospects, cus......Read More

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

Sid Kumar

HubSpot SVP, Revenue Operations (RevOps) • February 7

I'd encourage you to partner with your sales leadership to align on a shared vision around your reporting and analytics roadmap and get the buy-in and sponsorship that these views will be valuable and enable them to do their jobs more efficiently and effectively (e.g. focus on the right opportuni......Read More

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

Sid Kumar

HubSpot SVP, Revenue Operations (RevOps) • February 7

I'd consider a format that is easily accessible and that is easy to keep up to date. As such, I'd suggest something like a company wiki and/or link directly from your BI tool or whichever platform teams across your company access data and analytics. When creating this data dictionary, I'd spend t......Read More

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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?

Sid Kumar

HubSpot SVP, Revenue Operations (RevOps) • February 7

I would recommend closely partnering with and advising this new individual to start with a listening tour of sales managers, sales reps, prospects, customers and partners to develop a deep understanding and appreciation of the current state of affairs before making any pivots to the strategy or t......Read More

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

Sid Kumar

HubSpot SVP, Revenue Operations (RevOps) • February 7

The specific answer here will depend on the type of organization (e.g. B2B/B2C), target segmentation (e.g. Enterprise/SMB) and go-to-market model (e.g. Product Led Growth, Sales Driven). I'd suggest looking at this through teh framework of of leading indicators (input metrics) and lagging indicat......Read More