Revenue Operations 101

“I left the company because my accounts sucked. When I asked ops, nobody could explain the process..”

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?

RevOps should sit as a unique function that collaborates with the revenue generating teams

What is successful in RevOps? Less is more - always. The cleaner and simple things are, the easier and quicker it is to iterate and improve

Customer Success RevOps Journey

MEDDPICC and lessons learnt from it

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)