RevOps Co-op Weekly #118 - RevOps is Having a Moment, But Does Anyone Really Know What it is or How it Should be Structured?
Mike Ciulla discusses the role of RevOps in maximizing the investment made by businesses in the GTM team and various models for managing their operations.
RevOps Co-op provides resources, content and community for those who ❤️ revenue operations. This weekly newsletter features collected tweets, posts and thoughts on a variety of RevOps topics. We also have a private Slack community with > 7000+ RevOps pro’s from companies like Slack, Lyft, Clari, Miro and more 👉🏻 click here to join.
📣 COMMUNITY ANNOUNCEMENT! 📣
The RevOps Co-op welcomes Gradient Works as a community partner to help our members with all of their territory questions!
Gradient Works provides software for dynamic book management, a modern alternative to traditional territory design. It dynamically allocates accounts to sales reps, continually matching rep capacity with the best available accounts.
Welcome to the community! 🥳
RevOps is Having a Moment, But Does Anyone Really Know What it is or How it Should be Structured?
Creator Guild member, Mike Ciulla, agrees that RevOps is the most effective model for managing go-to-market operations because it centralizes operational responsibilities and helps businesses focus on their overall objectives. But how should it be structured? Let’s take a look at the options.
This post by Eddie Reynolds, CEO and Revenue Operations Strategy Consultant at Union Square Consulting, showed up in my LinkedIn feed the other day, and it got me thinking. At first it made a ton of sense. And then I let it marinate a bit and wasn’t so sure, so I thought I would work it out. Eddie is suggesting that if a business spends $4M on the go-to-market team then it’s the responsibility of RevOps to maximize its investment through data, technology, and process.
Sounds great. Right!?
But it seems like we’re putting the burden of fiscal responsibility, optimization, data analysis, and effective use of technology on a single team. And then I start thinking … wait a minute this sounds pretty amazing.
I can offload 90% of my problems to RevOps.
→What channels are deals coming from? Great question. Let’s ask RevOps.
→Why is churn so high this quarter? Yeah, we should ask RevOps.
→What’s the experience like for new customers? You know, we should check with RevOps.
→How does the revenue model for our Partners channel work? Not sure, RevOps built it.
→Why is our win rate declining in EMEA? RevOps has a report for that.
… are you starting to see my point?
Am I exaggerating? Yes, but not really.
I know this model can work incredibly well for some organizations. But, It all depends on the people. And the complexity of the business. And the speed of change.
And by the way … if RevOps has this much power and responsibility, who do they report to?
Feels like directly to the CEO in this model, but is that right? Is RevOps is its own branch in the org chart and they operate horizontally across the organization? Swooping in and out as needed?
You know, like a Special Ops Team.
A tactical team that swoops in … tells you how to do things right, makes sure you know what you were doing wrong, fixes things, builds processes, and identifies new opportunities to use technology effectively.
Let’s take a closer look at some of our options.
🗣 From the Community
#04_revops-questions - Renewal Opp Stage Setup
1/04/23: Hello All! I'm looking for different ideas on how to setup Renewal Opp Stages. Currently we have Opportunity Stages for all of our Business. But we are implementing our own Opportunity Record Type for Renewals only. Therefore I'd like to implement different Stages and link it to Probabilities to see the general Renewal Probabilities of our up for Renewal Accounts...Read 11 Replies.
#04_revops-questions - Phone # Fields in Lead Capture Forms
1/04/23: Hi folks, I am looking for your opinion! We are discussing in our team whether to include phone number fields in lead capture forms.
One party argues it should be as frictionless as possible, while the other party says it’s an important channel to get in touch with the people...Read 7 Replies.
#08_tools-and-software - Reports for Dropped Deals
1/02/23: Happy new year everyone! Quick question about . Which reports do you use to understand where deals are dropping off? I’d like to understand by rep, where they are loosing most deals. Ready 10 Replies.
#08_tools-and-software - Integrating Salesforce with Hubspot
1/03/23: I hope everyone had a Happy New Year! We just acquired a company and are looking at integrating Salesforce with HubSpot. For those who have done this, do you have any tips, heads ups, or lessons learned? Read 16 Replies.
💬 Access the RevOps Co-op Slack group here to contribute to the conversation!
📅 Upcoming Events
The Co-op now has an Events page on our website! Click here to view all upcoming events from us and our Community Partners.
🐦 This week in #RevOps Social
📚 Your curated #RevOps reading list
How to increase SDR outbound opportunity creation with better territory design | Gradient Works
It’s tough out there for SDRs. Outbound prospecting is never an easy job, but it's even harder right now. Lots of dials, many of them unanswered, low email open rates, frozen budgets, seemingly endless rejection, and on and on.
But some outbound SDR teams have figured out how to thrive, even now. How?
We’ve talked to dozens of sales development leaders, and learned what makes the best ones hit their number month after month.
The Advent of RevOps in Europe with Toni Hohlbein | Greaser Consulting
Toni Hohlbein, CEO and co-founder of Growblocks, is leading the RevOps charge in Europe. And he didn’t even know it at the time. He and his Growblocks partner thought they were coming up with a new idea: commercial operations.
In fact, he shares with RevOps Therapist and founder and CEO of Greaser Consulting, Jordan Greaser, that he thought “revenue operations” would never catch on. Now, Toni is on a mission to transform ops across companies in Europe. He shares his thoughts on what makes a good CRO and how to get sales, marketing, and CS aligned.
Community-qualified leads are the future of sales | Quotapath
Move over marketing qualified leads (MQL). Community-qualified leads (CQL) are the hottest new best practice for generating solid leads and brand evangelists.
We’re big fans of this approach because it creates a space to build early, authentic relationships with those who fit within our ideal customer profile. That way, when the prospect is ready to talk to sales, they have already seen value from our company and aren’t coming in cold.
🔥 A few HOT #RevOps Jobs
Product Marketing Principal | Gainwell Technologies
Revenue Operations Manager | Boxhub
Manager, Revenue Analytics | Everyday Health Group
Sales Operations Manager | PayPal
Salesforce Administrator | Hireology
RevOps Lead | NEWTON SCHOOL
Sales Operations Analyst | PayPal
🚒 Weekly RevOps Meme
Thanks, Christian Coley!
RevOps Co-op provides resources, content and community for those who ❤️ revenue operations. This weekly newsletter features collected tweets, posts and thoughts on a variety of RevOps topics. We also have a private Slack community with > 7,000+ RevOps pro’s from companies like Slack, Lyft, Clari, Miro and more 👉🏻 click here to join.