RevOps Co-op Weekly #79 - Engineering a RevOps Process and Team Structure that Promotes Scaling
RevOps teams have the interesting challenge of solving problems today while planning for growth in the future – Richard’s unique team structure helps.
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 > 4,300 RevOps pro’s from companies like Slack, Lyft, Clari, Miro and more 👉🏻 click here to join.
Engineering a RevOps Process and Team Structure that Promotes Scaling
Richard Makara, Principal Growth Engineer at Paddle, has a unique structure for his team that allows for growth planning so that RevOps is scalable. It’s an important distinction because the London, England-based company provides a complete payments infrastructure for SaaS businesses. With sellers present in 245 countries (and counting), Richard being stationed in Helsinki, Finland is hardly notable.
Siloed teams mean siloed data and Richard Makara, Principal Growth Engineer with Paddle, a payments infrastructure provider for SaaS businesses, wants no part of that. While he may look at RevOps a little differently than others might, he’s absolutely right in that silos won’t create integrated information to benefit the whole company.
“Revenue is the key word here,” he says of what RevOps is. “Anything that touches revenue and helps revenue in the process can be thought of as revenue operations.”
This comes down to determining what data or insight is needed to help further the path towards revenue growth – be that information from operations, marketing operations or sales operations. There shouldn’t be a division or hard line keeping the information separated.
It comes as no surprise that siloed teams annoy Richard. It’s like having a sketchy wifi connection during a video call. Something always gets lost somewhere in the process.
“If you have a dedicated operations team, that tends to mean you have your own set of focus goals and they might be completely different, even though the overarching goal of all of these teams is the same: to help the company grow,” he says. “Over the years, I’ve grown into this thought that it should be all under one roof.”
And at Paddle, it is under one roof, though how that looks is definitely different from most RevOps teams.
🗣 From the Community
#04_revops-questions - Growing a RevOps Team of 1
04/03/22 - Hey team - I am a RevOps team of one at the moment and we are thinking about how/when to grow the team. Would love to hear opinions on where you feel MOps and Sales Enablement excel with regards to reporting structure (enablement to sales leadership or RevOps? MOps to Marketing or RevOps?). I've seen combos of both at previous orgs but curious to hear if any of you feel like you have a really well structured team and why. Read 9 Replies.
#04_revops-questions - Go-to-Market Management Level Reporting
04/08/22 - Hi team, we would like to set up a "Go-to-market" dashboard that will be used mainly by our management. As the naming might tell already it should cover the entire journey from marketing over sales to CS. What KPIs/metrics would you name as being essential for this type of dashboard? Do you have any best practices in mind or can you recommend any further sources to have a closer look on? Any hint would be much appreciated. Read 10 Replies.
#08_tools-and-software - SDR Queue Management
04/06/22 - What systems or processes does everyone use to help the SDR’s manage their queues? Read 9 Replies.
#08_tools-and-software - Hubspot Property Troubleshooting
04/06/22 - Has anyone run into the issue in Hubspot where certain properties can't be exported or copied because their internal value isn't human readable? I'm thinking specifically of Original Source Drill-Down 1 and 2. I've never found a workaround for this and hoping someone here's got something. Maybe custom coding something in a Workflow? Read 16 Replies.
💬 Access the RevOps Co-op Slack group here to contribute to the conversation!
📅 Upcoming Events
Getting into Customer Success - and what to do when you get there - Thursday, April 12 at 12pm GMT
Fancy a career in Customer Success?
Join the UK Office Hours with the host James Stuart, and fellow cohort members Nabeeda Bakali CSM at Multiverse and Billy McDiarmid Customer Success lead at Hardenize on how to break into CS and what it takes to make your own.
The 3 main themes to be discussed:
1. Identify the skills you have that are needed in customer success and quantify those for your CV/resume.
2. How to find your first job in Customer Success through networking.
3. You’ve got the job - what now?
🐦 This week in #RevOps Social
Don’t Get Weighed Down!! 🪨
Too Much Data & Not Enough Insights! 😡
Our Favorites Are in The Slack Group 😉
📚 Your curated #RevOps reading list
How to Recharge Yourself for the Second Quarter | Everstage
Whether you’ve had a great Q1 or one to forget, you can loosen up now that the quarter is finally over. The last few days would’ve been the most happening ones if you’re in Sales. The pressure that comes with attaining quotas is incredible, and you would have gone for that ONE FINAL PUSH to close any and every deal possible.
Now that all the frenzy has come to an end, and Q2 is beginning, take time to step back and recharge your batteries to set the tone for the quarter, and the rest of the year. Here’s what we’ve put together for you on how to go about doing it.
PLG Signals and Playbooks for Every Stage of the Customer Journey | Correlated
Whether you’re just starting to make the leap into a product-led growth strategy, or you’ve been doing it for years and already have a definition for your first PQL (product qualified lead), this post will help you determine what other signals and playbooks leading PLG companies are using across their customer’s lifecycle.
While every company has unique products, features, pricing, and other attributes, there are a few common PQL signals and playbooks that we see time and time again at Correlated that will help you hit the ground running.
How documentation makes your deal desk more efficient (ft. Jesse Rabbits, GitLab) | Momentum
In 2016, Jesse Rabbits passed his bar exam and finished law school. He quickly realized he’d never be happy wearing a suit and sitting at a law firm. The money just wasn’t worth the lifestyle for him.
So, like most people in the industry, Jesse found his way into tech. He worked his way up the ladder, first at Namely as a Support Specialist to GitLab as a Senior Deal Desk Analyst.
His transition from entertainment to law to deal desk rested on his ability to forge fruitful relationships. Over a wending career from entertainment to law and now sales, Jesse has collected years of experience closing complex deals and managing teams.
🎧 RevOps Podcasts
Revenue Marketing And More! (With Alex Sofronas) | Factors
We're thrilled to be joined by Alex Sofronas (Advanced analytics, DirecTV and Host of Marketing x Analytics) on this week's episode. We discuss data-driven marketing, revenue marketing, the future of marketing analytics and more!
The Pitfalls of Seeing Marketing Operations as an Emergency Response Team | CalliberMind
Amanda Giacobassi, Director of Solutions Architecture at Perkuto, joins our host, Camela Thompson, in this episode of the Revenue Marketing Report. Amanda shares why working in a reactive Marketing Operations team is demoralizing, how to avoid the chaos with processes, and why we need good marketing management practices.
Role Specialization and Attribution Models with Greg Poirier | RevOps Podcast
In this episode, we have another top-notch RevOps guest, Greg Poirier, CEO of CloudKettle, a consultancy that helps enterprises build and optimize their Revenue Operations.
He held back on the chess and Star Trek references, but didn't pull any punches when it came to all things RevOps. Greg has done it all, from working at small companies to large enterprises. He has even gone through multiple acquisitions, including one by Salesforce. After wearing many hats, Greg knew his passion lied in what we now call Revenue Operations, and thus CloudKettle was born, where he gets to handle RevOps for many enterprise organizations.
🔥 A few HOT #RevOps Jobs
VP Revenue | Solstice
Head of Sales | Searchlight
Director of Commercial Operations | IntelyCare
(Senior) Revenue Operations Manager | FINN
Marketing Operations Manager | RStudio, PBC
Marketing Operations Manager | Aircall
Social Media and Community Manager | Troops
Marketing Operations Manager | ENGIE
Sales Operations | Mercury
Customer Success Ops Analyst | Heap
Senior Revenue Operations Analyst | Cobalt
Commercial Operations Analyst | IntelyCare
Sales Operations Coordinator | Vanguard Logistics
GTM Operations Consultant (CX) | Vanta
Sales Operations Associate | Project Canary
🚒 Weekly RevOps Meme
Funnel IQ is your revenue command center, continuously monitoring the health of your revenue engine across marketing, sales and customer success, alerting you to anomalies and relevant signals in your GTM data.