RevOps Co-op Weekly #84 - Running a Global RevOps team with Unicorn-Level Culture
Global teams aren’t unusual in B2B, but one that works well together, has a great culture and makes money? Here’s how InMobi’s RevOps team does it.
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 > 4,600 RevOps pro’s from companies like Slack, Lyft, Clari, Miro and more 👉🏻 click here to join.
📣 COMMUNITY ANNOUNCEMENT! 📣
The RevOps Co-op welcomes Pigment as a community partner to help our members with all of their revenue planning and reporting questions!
So who is Pigment? 🤔
Pigment is the business planning platform for fast-growing companies. With Pigment, Finance and Revenue teams drive high-impact yet trustworthy decision-making, through greater real-time insights and reduced risk of human error. Pigment reduces sales planning cycles and helps reforecast more efficiently by swapping spreadsheets for a single source of truth, aligning Sales, Marketing, and Customer Success teams.
Running a Global RevOps team with Unicorn-Level Culture
Managing international teams can be hard, but at InMobi, Lauren Hughes, Global Head of Revenue Operations, manages to make it look easy. This global group is filled with respect and strives to create meaningful partnerships within the organization.
Quick quiz – what phrase gets plugged into job and company descriptions more than, “great workplace culture?”
If your answer was, “none,” accompanied by a derisive snort, you’re right!
And by then, you’re in too deep and the culture is toxic.
But what if the culture is great? For Lauren, InMobi is that company. It does help if that company is the first global digital advertising unicorn from India to hit a billion dollar valuation, but there’s a lot more to it than just that. At InMobi, people genuinely want to help each other and work together.
“I’ve never really worked for an organization that weaves culture into so many different business conversations,” she says. “This company really, really, truly eats, sleeps, breathes culture.”
Around the world, everyday
Global teams are challenging. Not just because of the time zone differences, but that is certainly a big aspect. With one half of her team of 10 (and growing) in Bengaluru, India and the other in the United States, the teams could be like proverbial ships passing in the night, hardly ever speaking—a true alignment nightmare. Instead, the India-based team has been willing to accommodate more of a US-based time structure. Something that RevOps professionals reading this might be familiar with from working with India-based teams. This is a common setup.
“Most of the India team is willing to work US hours, so we do spend more of the day overlapping each other, which is awesome,” she says. “We have about a ten-and-a-half hour time difference.”
She starts her day at around 5:45 am by checking email, getting her daughter ready for school, then settling in at her desk around 8 am.
“Which is like 5:00 at night in India, so they’re basically finishing their day at that point,” says Lauren. “But, most of them work ‘til 10:30, 11 at night, so we do have quite a bit of overlap.”
🗣 From the Community
#04_revops-questions - Consumption Based Sales Comp
05/11/22: Does anyone have experience with building an Consumption Based Sales Compensation model similar to what is outlined in this article?
(https://www.snowflake.com/blog/sales-compensation-in-a-consumption-pricing-world/) Read 7 Replies.
#04_revops-questions - RevOps Roadmap
05/11/22: Anyone here recently build a RevOps Roadmap whose brain I could pick about that process? Read 10 Replies.
#08_tools-and-software - CPQ Solutions
05/11/22: Hi All - my organization is evaluating implementing a CPQ solution and are evaluating the Salesforce CPQ solution as well as Dealhub.io. Any feedback or input on either would be greatly appreciated! Read 8 Replies.
#08_tools-and-software - Hubspot Marketing Eval
05/11/22: Hi All-- We are a SFDC org and are using Outreach, Drift and AutoPilot at the moment. We are considering switching over to HubSpot Marketing. Would love to hear from anyone in this group if they have made the switch? Was it seamless? Does Hubspot really replace Outreach? (We also use Outreach to make calls for the BDR's and SDR's). We are still a relatively small team of 9 Marketing and Sales people. Is there value to moving? Read 8 Replies.
📅 Upcoming Events
Amplifying Black Voices of RevOps: A RevOps Co-op Roundtable Discussion - Tuesday, May 17th at 12pm CST
We've got a Roundtable coming up on Tuesday, May 17th at 12pm CST to amplify the voices of our black members in RevOps!
Join us as we exchange stories and talk about how we can build more diverse workplaces in the future. Particularly in the B2B SaaS world.
RevOps Hangout with Correlated! Topic: Increasing Revenue Through Product Led Growth- Thursday, May 19th at 2pm PT (5pm ET)
Product Led Growth (PLG) is THE hot topic in RevOps right now. How can you make sure you’re not being left behind on this trend? Let’s talk about it!
Bi-weekly Product Led Revenue Peer Calls | Correlated Labs
We're a group of revenue leaders who meet bi-weekly to talk all things PLG & PLG sales (product led revenue!).
How do you handle curveballs and make yourself invaluable as a deal desk professional? Treasure Data’s Sr. Director of Global Deal Desk, Mark Moore, shares his best advice and lessons learned from working at companies such as Workday on how to get sh!t done in the quote to contract phase.
🐦 This week in #RevOps Social
What do you think? 🤔
RevOps Attention from Gartner! 😍
📚 Your curated #RevOps reading list
3 Tips For Building The Ideal RevOps Team | Demand Gen Report
Many B2B businesses, particularly those in tech, are embracing the rise of revenue operations (RevOps). I waded through the operations trenches for 15 years and felt the impact of inadequate operations as a functional marketer and marketing leader — RevOps is a long-overdue change.
A high-value deal has just entered your pipeline and you’re pumped up about how it’d be a MAJOR WIN to close it. As is the case with such deals, the prospect comes up with a list of requests that they’d want to be fulfilled. But to your dismay, you don’t have a streamlined internal process to help you address these requests.
Predictive Analytics In Marketing | Factors
A large part of B2B marketing success hinges on B2B marketing strategy. Teams put in hours of time and effort to come up with robust, encompassing plans to drive growth. However, it's impossible to determine how exactly your strategy will pan out...until now. Enter: Predictive Marketing
🎧 RevOps Podcasts
What is Customer Experience & What Role Does RevOps Play | Imagine Business Development
While Jess continues to work on a pause button and we get through hot and/or dreary weather, today’s episode is all about customer experience. Unfortunately, customer experience is no walk in the part nor a good bedtime story. When you’re scaling a business, it seems like it’s 10x harder. But according to Doug customer experience is effortless because no matter what you do, the customer has an experience.
On this episode of the Traction podcast, host Lloyed Lobo of Boast.AI features a fireside chat between Michael Pryor, Cofounder at Trello and Frederic Lardinois from TechCrunch at Traction Conf.
🔥 A few HOT #RevOps Jobs
Vice President of Sales | Property Vista
Global Marketing Manager - Enterprise Accounts | Introhive
Revenue Operations Manager | DataServ
Revenue Operations Manager | CaptivateIQ
Sales Operations Engineer | SimScale
Marketing Operations Engineer | SimScale
Sales Operations Specialist | Cognitive Credit
Sales Operations in the U.K | Cognitive Credit
Marketing Associate | Perch