Revenue Ops Team
3 Answers
James Darragh
dbt Labs Head of Revenue Operations • December 8
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
1390 Views
3 Answers
Michael Hargis
Tealium SVP, Revenue Operations • November 16
You should own all of the KPIs/metrics if you are the first revenue operations hire. Initially, you'll need to validate the data sources and availability, put a system (and potentially tools) in place to capture them and do the calculations and visulization yourselIf the first few times. I once w......Read More
2403 Views
5 Answers
Michael Hargis
Tealium SVP, Revenue Operations • November 16
This is a great question. A big one for me is Total Pipeline, or Rolling 12 pipeline. I don't think that metric tells you much without additional context. Sometimes a team can more easily hit their goals with a smaller pipeline and better conversion rates. It's easy to assume your GTM strate......Read More
1806 Views
3 Answers
Michael Hargis
Tealium SVP, Revenue Operations • November 16
I'd start by reading Measure What Matters by John Doerr. It's a great resource to truly understand the OKR system with actionable templates and examples. Buy copies for your leadership team and work on developing this muscle as a team. The trick is not so much the OKRs themselves, but it's behavi......Read More
2614 Views
What advice would you give to someone tasked with establishing revenue operations function in an existing business structure?
I’m the first revenue operations hire in my company.
4 Answers
Michael Hargis
Tealium SVP, Revenue Operations • November 16
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
2632 Views
5 Answers
Michael Hargis
Tealium SVP, Revenue Operations • November 17
A few KPIs that make a lot of sense to me in this economic environment: 1. Push Counter - take a look at how many times opportunities are slippling. 2. Time Since Discovery Meeting - how long has it been since you've had engagement with your prospetive buyer? 3. % of Accounts in Territor......Read More
1927 Views
2 Answers
Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaS • March 31
This is a non-trivial topic since Revenue Operations is often a "recommender" in many decisions, as opposed to a "decider". The "dual mandate" of the Revenue Operations function is: 1. Grow revenue faster 2. Make the go-to-market resources more productive I believe best-in-class Revenue Op......Read More
1384 Views
3 Answers
Akira Mamizuka
LinkedIn Vice President of Global Sales Operations, SaaS • March 31
If we think about the revenue flow in terms of a funnel, demand generation would be at the top and revenue or bookings at the bottom. KPI definition should follow roles & responsibilities. Along each step of the funnel, it is critical to first define: - Which function owns that step? - Wha......Read More
1407 Views
7 Answers
Shirin Sharif
Adobe Sr. Director, Revenue Operations • November 16
The most common career paths I've seen are for Rev Ops managers to move up the ranks within their orgs or move into Sales orgs, or less commonly, move into product orgs. The easiest transition is to take on more scope within the revenue Ops org, eg regional to global or taking on more sub fun......Read More
6662 Views
1 Answer
Prior to joining Adobe, I worked as an economic consultant specializing in antitrust and competition. Like most consultants joining fresh out of undergrad, I saw consulting as a stepping stone and a great opportunity to learn a lot while figuring out what I wanted to do long term. At the time I w......Read More
1194 Views