What is revenue operations (RevOps)?
How to go from siloed sales and marketing to full-funnel cross-functional teams that are focused on pipeline and revenue generation:
Andrei Zinkevich • Full-Funnel B2B marketing function and cross-functional teams
Phase 1: Build your rev ops foundation for account-driven GTM
- Step 0: Define ICPS & TAM: If you don’t understand your audience and who you are going after over the next year or so, the rest of this work will be super difficult!
- Step 1.1: Define account tiers : Segment your TAM into 3–4 tiers based on fit, value, and intent to prioritize marketing
The Shift to Account-Driven GTM
Building Blocks for PLG-to-SLG Transition
Johnston identifies five core pillars for successfully layering sales-led motion onto product-led growth:
Johnston identifies five core pillars for successfully layering sales-led motion onto product-led growth:
- ICP Refinement: Use PLG data to identify buyers (not just users). Superhuman discovered their ICP shifted from individual power users to "outbound professionals" handling 30-50+ emails daily across
Just a moment...
[Journey] is bridging the gap between a static PDF and a phone call with a new medium that includes all forms of content in one interactive experience akin to a personalized website purpose built for sales.
Sacra • Brendan Weitz, co-founder of Journey, on building the Webflow for sales
CORA: Conversion -> Onboarding -> Retention -> Advocacy
The four primary levers of product success.
In the last few months, I spoke with many folks in content and design who work in senior positions either in corporations, or growing startups, and some of them work as an IC. I could not find a single practitioner who said that they made a fairly
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