Revenue Operations 101

Customer Success RevOps Journey

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) 

Outbound prospecting: how many accounts SDRs should handle a month? How many contacts should they enroll on a monthly basis?

Podcast

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.