Revenue Operations 101
SaaS world stuff
Revenue Operations 101
The Design Guide for Existing Customer Books of Business
Notion – The all-in-one workspace for your notes, tasks, wikis, and databases.
“I left the company because my accounts sucked. When I asked ops, nobody could explain the process..”
Finance for RevOps: Live Cohort
revopscoop.comFundamentals of Finance to make you a better RevOps:
- Unit Economics (CAC, CPL, CPO, NRR)
- Modelling Incentives & Compensation
- Revenue Operating Model: Top of Funnel (focus on initial stage of customer awareness & interactions. Utm’s, lead scoring (MQL’s) & channel optimisation)
- Revenue Operating Model: Middle of Funnel (gain insights into converting meetings to opps to win. Segmentation, win rates, average sales price & sales cycle. Discuss headcount/sales capacity management)
- Revenue Operating Model: Renewals & Expansions: understand critical aspects of customer retention & expansion. How to implement effective strategies for renewals & upselling which help max. lifetime value & sustaining long-term rev growth)
Pricing in the Modern World
sequencehq.com
Customer Churn and How to Reduce It: RevOps Strategies for Retention in SaaS - Lane Four
Lane Fourlanefour.com
RevOps Co-op Blog: Managing the Sales to Customer Success Handoff
revopscoop.com
A lot can go wrong in the Sales to CS handoff
Lessons Learned from Implementing MEDDPICCR—a year on
meddicc.medium.com
MEDDPICC and lessons learnt from it
The Quote to Revenue Workflow.
Explained by Sequence
If we do manage to map the market using some of the above techniques.
- We’ll know the revenue opportunity and number of accounts we have to play with.
- Importantly, I can then prioritise the companies in the market most likely to buy (read more here).
- Finally, I can align my GTM around those we’re targeting.
Mapping your market and truly understanding your TAM & SAM
Mapping the TAM & SAM - a read into why it’s important, how to solve for it and what founders/investors look for [to read]
Being able to focus on your ICP starts with knowing your TAM