Mark Hudson

Category: TAM

  • Building a RevOps Team:

    Roles, Responsibilities, and Skills Needed As organizations grow and scale, the need for streamlined revenue operations (RevOps) becomes increasingly critical. A well-established RevOps team drives operational efficiency and aligns marketing, sales and customer success teams toward a common revenue goal. In building a practical RevOps function, it is essential to understand the various roles within…

  • 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…

  • 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…

  • 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…