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When there are only one or two team members, I would have the team focus on mission-critical projects only. The three main areas would be 1: Sales process & forecasting, 2. Define and measure KPIs, 3. Sales Compensation design. Initially, individuals will cover broader responsibilities but will n......Read More
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Brian Vass
Paycor VP, Customer Experience Operations • November 17
In my opinion, soft skills are more imporatnt than hard in this role; however, there are a few hard skills that are important: * Practical sales and/or marketing experience. It's important that you can resonate and empathize with the teams you are supporting. This also provides credibili......Read More
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Michael Hargis
Tealium SVP, Revenue Operations • November 15
My first piece of advice would be to learn. Learn as much as you can about the total addressable market, the product market fit and the buyer's journey for the product or service that your new company is selling. Spend time in the field with sales and SDRs. Read online reviews about your company.......Read More
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Blake Cummins
Wolt Director, Head of Global Sales Strategy & Operations • January 18
To be successful in revenue operations you must 1. have a data analysis foundation 2. be a strong problem solver and 3. be a good story teller. 1. Data foundation: the requirements will change depending on your company's tech stack (SQL, Tableau, SFDC, etc.), but you must have experience analy......Read More
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Lauren Davis
Checkr Director, Revenue Operations • December 6
The answer is, it depends. It depends on exactly what you're referring to when you say "customer data," how your org is setup, and where the data lives. Customer data is many things: * Firmographic/demographic information * Contract, pricing, billing information * Product usage * Communi......Read More
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James Darragh
dbt Labs Head of Revenue Operations • December 7
Rev ops should be a Day 2 hire - the systems and tools a company are implementing from very early days (e.g. SFDC) would benefit from a dedicated operations person to ensure that things are being built for scale. I may be biased as an ops person myself, but I think it’s extremely important to inv......Read More
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Daniel Lambert
dbt Labs Director of Marketing Operations • March 16
My recommendation to anyone trying to craft a good 30/60/90 day plan is to first read the book The First 90 Days (https://www.amazon.com/First-Days-Updated-Expanded-Strategies/dp/B00CH7FE1O/ref=sr_1_1?crid=332LCCJEJ62Z8&keywords=first+90+days&qid=1678744873&sprefix=first+90+day%2Caps%2C111&sr=8-1......Read More
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Alok Kolekar
Podium Sr. Director, Revenue Operations • June 15
In the first month I would aim to meet with my key stakeholders, understand some of their recurring pain points and try to address 1-2 of those pain points right-away (<30 days) to develop trust. This is likely to be a balancing act since you want to be careful about unintended consequences and n......Read More
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Tyler Will
Intercom VP, Sales Operations • October 24
Being able to point to initiatives driven by RevOps insights, in my opinion, is a good indicator of a healthy and productive team. If you don't have examples of this, you're probably entirely reactive and primarily producing reporting on questions other people asked of you. Here are a few in diff......Read More
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Saad Farooq
DigitalOcean Director of Revenue Operations / Customer Care • January 4
Scaling a revenue operations team beyond the first revenue operations manager can be a complex process, as it involves balancing the needs of the team with the goals and constraints of the business. Here are a few tips that may be helpful as you scale your revenue operations team: 1. Define cle......Read More
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