Revenue Operations 101
SaaS world stuff
Revenue Operations 101
Benedetta added 5mo
Metrics that give you full funnel visibility across the bow-tie.
The expectations for what needs to deliver are increasing and "not knowing" is not acceptable anymore.
Consumption Forecasting: Demand Prediction for SaaS and IaaS
boostup.ai
Benedetta added 5mo
A dive into Consumption-based pricing models, where customers pay for exactly what they use. Is this the new P&P for B2B SaaS?
Pricing in the Modern World
sequencehq.com
Benedetta added 6mo
RevOps data quality: Ensure compliance and optimize marketing
openprisetech.com
Benedetta added 5mo
Read here to understand more on GDPR and its impact on RevOps data quality (includes de-duplication)
Finance for RevOps: Live Cohort
revopscoop.comBenedetta added 5mo
Fundamentals 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)
Benedetta added 6mo
The Quote to Revenue Workflow.
Explained by Sequence
Haris Odobasic on LinkedIn: Is this the ideal org chart for a SaaS company? Peter Drucker, the… | 90 comments
linkedin.com
Benedetta added 1mo
Structure follows strategy - ideal org strategy for SaaS
Lessons Learned from Implementing MEDDPICCR —a year on
meddicc.medium.com
Benedetta added 5mo
MEDDPICC and lessons learnt from it
When it comes to SDR work, there are a lot of repetitive tasks. The key to hitting quota, and even exceeding it, is to prioritize and focus your attention on activities that matter. Sequencing is about planning and prioritizing activities, which makes those repetitive tasks more efficient and effective.
The Ultimate Guide to Building a Prospecting Sequence | Vouris
Benedetta added 5mo
Article on the importance of using sequences as an SDR. Some good stats are always needed when implementing a Sales Engagement tool and the sales team have never used cadences
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
Benedetta added 1mo
Mapping the TAM & SAM - a read into why it’s important, how to solve for it and what founders/investors look for [to read]