RevOps Co-op Weekly #54 - Embrace the Force & Get Technical
Nicole Smith, Head of Revenue Operations at Greenlight Guru, talks about RevOps skills, gamification in training, benefits of learning, and ensuring the process creates warm fuzzies.
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 > 2,900 RevOps pro’s from companies like Slack, Lyft, Clari, Miro and more 👉🏻 click here to join.
📣 COMMUNITY ANNOUNCEMENT! 📣
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MEMBER-ONLY DEAL: Get 15% off on Rocketlane for the first six months.
Check #01_community-announcements for details.
Welcome, Rocketlane Team!! 🙌
Embrace the Force & Get Technical
Nicole Smith, Head of Revenue Operations at Greenlight Guru, talks about RevOps skills, gamification in training, benefits of learning, and ensuring the process creates warm fuzzies.
You know that feeling you got when you finished university and thought, “phew, I don’t have to go through that again”?. If there’s anything to know about RevOps, it’s that change is constant. Learning is continual if you want to stay up-to-speed.
We chatted with Nicole Smith, Head of Revenue Operations at Greenlight Guru, a provider of QMS software for organizations that sell medical devices. She shared her thoughts on what skills are most beneficial in RevOps, where to get them, and why continuing that pursuit of more learning is so important - especially now as RevOps comes into its own as a field.
…There’s more! Read the full AMA here 👉 Embrace the Force & Get Technical
🗣 From the Community
#04_revops-questions
10/12/21: Hey all! My team has recently been asked to manage a lot of list imports, specifically lead lists from our events team. These are lists from external events where we have no control over the lead forms / fields, so we often get a lot of incomplete data (many records missing email, company, etc.)It takes a lot of time for my team to prepare these lists for sales outreach. [Currently enhancing (via ZoomInfo), clean, import, enroll in campaigns, create views for Outreach.] For any of you dealing similarly, I'm curious...
Who at your company manages this? If it's on RevOps, what's the scope of this person's role?
If you outsource this, who do you do that to? Does RevOps still own any of the responsibilities? Read 6 Replies.10/14/21: hi all, for sales comp plans that have an annual quota, do you apply your accelerators to cumulative earnings within the year, or do you try to apply the accelerator more frequently (i.e. if an AE signs more than their annual quota divided by four within a given quarter)? Read 4 Replies.
10/14/21: hi all, for sales comp plans that have an annual quota, do you apply your accelerators to cumulative earnings within the year, or do you try to apply the accelerator more frequently (i.e. if an AE signs more than their annual quota divided by four within a given quarter)? Read 4 Replies.
#08_tools-and-software
10/11/21: Question for folks using Hubspot for marketing automation & Salesforce as a main CRM, this question is regarding the SFDC <> HS integration
our lead assignment is based in Hubspot which updates owners in salesforce. Occassionaly, we run into the issues where a workflow updates the owner in hubspot and before it could push it to salesforce, salesforce push the old owner back into hubspot. Since its a Two-sync (where the most recent value wins), hubspot thinks that the value coming from SFDC is the newer one and thus the owner would never update.
Curious if anyone else has faced similar problem and how they solved it? Read 9 Replies.
💬 Access the RevOps Co-op Slack group here to contribute to the conversation!
🐦 This week in #RevOps Twitter
…the cycle continues.
Please tell me this isn’t real…
Community plug! 🙌
📅 Upcoming Events
Slack AMA with Nicole Smith - Tuesday, October 19 @ 9am PT (12pm ET)
Tune into #03_general as we get into live conversation with Nicole Smith, Head of Revenue Operations at Greenlight Guru. Get your questions in about building better reporting, creating unique solutions to allow your tech to work based on your process, and growing in your revenue operations career.
RevOps Happy Hour in Austin, TX Ya’ll! - Tuesday, October 19 from 5pm-8pm. Central Machine Works.
Come and join us for our very FIRST in-person RevOps industry happy hour!
Meet other area RevOps pros, make new friends, and strengthen your network. The co-founders of RevOps Co-op and Funnel IQ will be in attendance - Matt Volm, Ganesh Sridharan, and Trevor Greyson.
We can't wait to meet ya'll! RSVP in the Link above. 👆
RevOps Hangout! Virtual Networking - Thursday, October 21 at 2pm PT (5pm ET)
Come and meet other folks from the RevOps Co-op. Share your ideas, get some great tips, and make new friends. Co-hosting are Cliff Simon and Seamus Ruiz-Earle with Carabiner Group.
Hangout Topic: Annual Planning! Building a Revenue Plan and Building a Headcount Plan
Bi-weekly Product Led Revenue Peer Calls | Correlated
We're a group of revenue leaders who meet bi-weekly to talk all things PLG & PLG sales (product led revenue!).
📚 Your curated #RevOps reading list
How Revenue Operations Can Drive Your Retention and Expansion Strategy | Clari
In a recent Forrester study of more than 300 revenue decision-makers at high-growth SaaS companies, more than half of respondents said their organizations are focused on two key growth areas in the next one to three years: customer retention and expansion into new markets.
Here’s the catch: Two-thirds of respondents said revenue-process optimization is important to achieving each of those initiatives, but less than half are meeting their quarterly forecasts within a 10% margin. That means they may be going to market with substandard revenue processes, which can be a serious drag on these growth initiatives.
Here’s a look at how revenue operations can propel high-growth organizations to meet their strategic goals over the next few years.
Tips for Crafting an Effective Onboarding Methodology | Rocketlane
In this Gainsight Pulse talk, Rocketlane's co-founder and CEO Srikrishnan Ganesan shares ten areas of your onboarding process that you can improve right away. In under 15 minutes, you’ll learn how to:
Craft an effective onboarding plan
Make customer onboarding better overall
Take your existing onboarding journey to the next level
10 Must-Read Blog Posts for RevOps Professionals- September Edition | Everstage
This thing’s turning out to be quite the ritual, no? You see me sending out this roundup of blogs by RevOps experts every month because the content I set out scavenging for never disappoints!
So, without further chit-chat, here’s September’s bonanza of actionable insights and learning from the RevOps pros.
1. De-Risking Your RevOps Dependencies as an Operations Leader
2. Beyond KPIs: The Art of Storytelling With Data
3. Headcount Planning: Building a Model
4. 12 People to Follow on LinkedIn for Practical RevOps Advice
5. 3 Questions to Ask When Building a CSM Comp Structure
6. The Essential Guide to How Revenue Operations Empowers a B2B Business
7. How to Use Automation to Win RevOps?
8. Sales Velocity: 8 Tips to Raise Conversions by 4.7% (+More)
9. What is Sales Commission Management?
10. Why (and How) We Started Asking Our AEs to Source 30% of Pipeline
🎧 RevOps Podcasts
Algolia’s founder Nicolas Dessaigne on Hiring for Growth and When to Layer Sales onto a Self-Serve Product | HeadsUp
How did a startup founded in France go to YCombinator and become a $2.2b product-led success story? We spoke to Nicolas Dessaigne, Algolia’s founder who is now also a Visiting Partner at YC to hear his lessons learned from growing a developer-oriented, API-first PLG company. In this episode, we discussed:
Why Algolia brought on a People team to help with recruiting when the company only had 25 employees
How Nicolas built a culture of ownership that he believed was key to Algolia’s success
When and why Algolia decided to layer on a sales team to supercharge its product-led growth
Growth lessons from the different stages of Algolia’s journey: $0-1m ARR, $1-10m, $10m+
Utilizing Health Scores w/ Sean Fleming | Gain Grow Retain
Sean Fleming is on the show to discuss the complexity of health scores and how to keep them manageable and actionable.
Using Capital-As-A-Service for Revenue Growth with Hanna Kassis, CEO and Founder of OAREX | The Revenue Engine
What does a law degree, a Masters in Financial Economics, and a CPA have to do with being a founder and CEO?
🔥 A few HOT #RevOps Jobs
Head of Marketing | Guidewheel
Head of Sales | Guidewheel
VP of Revenue Operations | Flipdish
Director, Price & Planning | Samba TV
Sr. Manager, Revenue Operations | Clariti
Manager, Revenue Operations | Nitro
Revenue Operations Manager (France, Germany, or UK) | Spendesk
Marketing Operations Manager | Demandbase
Revenue Enablement Manager (France, Germany, or UK) | Spendesk
Demand Generation Manager | Guidewheel
Senior Revenue Operations Analyst | Planhub
Sales Engagement Specialist | Sprout Social
Decision Scientist | Naked Wines
🚒 Weekly RevOps Meme
Shoutout to Jacki Leahy for this one 👇
"wear many hats"...
"swiss army knife"...
"lil nas x at the met gala"...
Funnel IQ is an operating system for your GTM team that provides end-to-end, full funnel analytics and insights that keep marketing, sales and customer success teams aligned and working seamlessly together to drive more revenue growth for your business.