Mark Hudson

Category: Playbook

  • The Revenue Operations Roadmap

    In my previous post on “Agents of Change,” we discussed using the W5 & H of change. Now we are going to review how we would use this methodology to build the Revenue Operations roadmap.  I want to begin this post with a quote by Antoine de Saint-Exupéry “A goal without a plan is just…

  • Customer Success & Revenue Operations

    In this post, I want to talk about the emergence of Customer Success. The Customer Success Association has defined this as “a long-term, scientifically engineered and professionally directed business strategy for maximizing customer and company sustainable proven profitability.” They further define this as integrating the functions of Marketing, Sales, Professional Services, Training, and Support into…

  • The key players to know in the complex B2B sale.

    You have spent time on building out your TAM, you have designed your Company’s ICP, you have developed your buyer persona’s, you developed and refined a good Account Score. But Sales are not closing at the anticipated rates you expect. Why? Here is a possible answer, Sales did not identify the Key Players in the…

  • Revenue Operations – The gears to make revenue flow. Part III (Customer Success Operations)

    Customer Success (onboarding/expansion/retention)  Customer Services operations involve working with professional service teams, customer success teams, customer support teams, and customer experience teams to make it as efficient as possible for those teams to create an outstanding customer experience. To do so, service operations specialists will support and amplify team capacity, set up and maintain infrastructure…