Revenue Operations 101
SaaS world stuff
Revenue Operations 101
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)
Most AI value will come from broad automation, not from R&D
epoch.ai
To read
RevOps should sit as a unique function that collaborates with the revenue generating teams
RevOps Co-op Blog: Managing the Sales to Customer Success Handoff
revopscoop.com
A lot can go wrong in the Sales to CS handoff
Customer Churn and How to Reduce It: RevOps Strategies for Retention in SaaS - Lane Four
Lane Fourlanefour.com
IDOARRT.com - Meeting design tool
idoarrt.com
Key for meeting structure:
1. Intention
2. Desired Outcome
3. Agenda
How to Measure and Improve Lead-to-Cash
Episode 25: How to Measure and Improve Lead-to-Cash
Podcast
Why measuring "SDR capacity" is critical to the success of Account-Based
linkedin.com
Another good article on outbound prospecting & SDR account management: how many accounts SDRs should handle a month? How many contacts should they enroll on a monthly basis? How will this get them to quota?
