Category: Revenue Operations
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RevOps the agents of Change
In the previous post on Revenue Operations, I shared the four core functions you would bring to your role: Operations Enablement Insights Tools Diving deeper into what these four elements represent, you will own the following for your organization: -Maintain go-to-market alignment. -Define and drive the process. -Create and maintain a revenue roadmap. -Manage the…
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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…
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The Ideal Customer Profile aka ICP
In my previous post, How to Execute A Successful Sales Territory Business Plan? We discussed how to build a TAM. I do not want to confuse this with the Ideal Customer Profile or “ICP”. The TAM is used to define the right audience. This is the universe of everyone you can sell to and is…
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Revenue Operations Scorecard
In this post, I want to take a deep dive into the key metric that Revenue Operations should report on for a SaaS company. One of your fundamental roles is to keep the score, and this is accomplished by creating, updating, and understanding what the key metric is to track. In this ever-evolving world, we…
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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…