RevOps Co-op Weekly #96 - Unicorn-Level RevOps Insights
We had Andy Mowat step up to the Slack AMA Gauntlet! The crowd was active, and we got through a ton of great RevOps & Buyer Journey related questions.
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 > 5,500 RevOps pro’s from companies like Slack, Lyft, Clari, Miro and more 👉🏻 click here to join.
📣 COMMUNITY ANNOUNCEMENT! 📣
The RevOps Co-op is excited to welcome back Scratchpad as a community partner!
So what's new with Scratchpad?
🤔
Scratchpad is leveling up their Revenue Team Workspace with their newest addition: Scratchpad Studio. It’s the first RevOps toolkit designed to take the complexity out of the sales tech stack, drive process adherence, improve forecasting accuracy, reduce sales cycles, and maximize your investments in Salesforce.
Changes in processes, tools, and people creates complexity and continues to grow over time. It forces salespeople to work outside of core systems in spreadsheets, docs, note apps, and task managers instead of Salesforce. It's why data hygiene is poor, processes aren't followed, and tech stacks become unnecessarily bloated. There’s a better way.
Say hello and see what else is new at Scratchpad!
Unicorn-Level RevOps Insights
Shouts out and special thanks to Andy Mowat, CEO at Gated, a free solution that challenges unknown senders to donate to reach you.
Leading the questions was our Content Strategist Sebastien van Heyningen, President at the RevOps Consulting Agency Central Metric.
Seb van Heyningen (RevOps Co-op)
Let’s do this! Thanks for being brave enough to face our community in an AMA, Andy.
A bit of background on our guest:
Andy is a serial entrepreneur, advisor, and investor with over 18 years of experience in growing technology companies, with a focus on Marketing and Revenue Operations.
He knows a thing or two about designing a Buyer Journey that is focused on its subject: The Buyer
He’s also scaled 3 Unicorns so he understands what it takes to go from great idea to scalable business (Culture Amp, Box, Upwork (Elance))
Most recently, Andy is building Gated to fix email for both buyers and sellers and to do some good for the world along the way.
Come with all of your questions on:
Process design
Building and scaling an Ops team
Anything else you can think of around those topics.
All members are encouraged to jump in and ask questions. We’ve got a few that were submitted ahead of time and participation is highly encouraged!
Robert Bearce
Andy, I work at a company with very little process documentation or intentional process design metrics. I'm currently trying to, from my individual support contributor role, document and suggest intentional process design setups. What would your advice be on how to approach the value add and what steps would you take on reviewing and setting up process documentation and design in an organization without it?
Andy Mowat
Great questions... I’d say you need to focus on impact over documentation, initially.
Prioritization is critical. Here is a good resource: The power of making (business) resources finite
If you try to catch every ball and document everything you are being reactive. This article and also this one talk about how to shift to a proactive mindset - Ensure your Ops team has the right capacity (Chapter 5: RevOps Handbook)
Robert Bearce
Awesome! Thank you for those resources and the reminder to pivot to proactive intentionality.
Andy Mowat
You bet.
Mark Laurence Stein
I'm in this position too, so great to hear. Robert - would be great to connect and share notes.
Seb van Heyningen (RevOps Co-op)
Andy - Got a question right off the bat! The community is engaged, haha. I usually like to start these more generally with a question that I ask everyone: What is your best definition for “RevOps”?
Andy Mowat
Great one... This is where I get to get on my soapbox.
Here's from my handbook: GTM Operations is sometimes referred to as Revenue Operations but because that term can refer just to Sales Operations (or in some cases to Collections;) I prefer the GTM Operations term which clearly includes all Operations teams that optimize customer-facing teams (sales, marketing, customer success, support).
I actually think RevOps is a term that can't be defined because too many SOPs teams alone use it.
I tend to prefer GTM ops, but I know I've lost that battle. ;)
Seb van Heyningen (RevOps Co-op)
Soap box away! Oh wow. I have never seen that perspective before. And I'm struggling to come up with a strong argument against it. GTM Ops is more obviously inclusive of those functions that RevOps leaders now say they support (Sales, Marketing, Success, Finance, Product).
You may be losing the battle, but you have a new convert!
Andy Mowat
Hahahah ask a lot of the top thinkers... They will admit they struggle too with, "What does RevOops mean?” Rosalyn Santa Elena - got my back here? :)
Seb van Heyningen (RevOps Co-op)
This is true! We haven’t yet decided what it means. (and maybe we never will?)
Andy Mowat
I don't fight it anymore but it should be GTM Ops if we are talking about cross-functional ops. To me... RevOps is just a sexier name for SOPs (most of the time!).
…There’s more! Read full AMA here 👉 Unicorn-Level RevOps Insights
🗣 From the Community
#04_revops-questions - Account Grading
We're trying to build out a data scoring model involves grading Accounts based on known firmographics, contacts by persona, number of email addresses & direct phone numbers added/updated, account/ contact last contacted date. All these data points can degrade over time. This would form a grading score for the account. For context, we're selling our solution B2B. Has anyone come across any content before that would help? Read 9 replies
#04_revops-questions - Sales Forecasting
Anyone have recommendations on Thought Leaders/ship on sales forecasting best practices? Read 8 replies
#08_tools-and-software - Email Deliverability
Thoughts on using Zerobounce for email deliverability monitoring? Our SDRs are getting suspended by Google Workplace and I'm looking for possible solutions. Any insight would be helpful! Read 6 replies
#08_tools-and-software - Customer Retention in HubSpot
Does anyone have experience using HubSpot CRM to track customer retention per CSM? We can pretty easily find who currently is/isn't a customer inside our CRM, but building a report to find out who was a customer and has churned is proving to be more difficult. Read 6 replies
💬 Access the RevOps Co-op Slack group here to contribute to the conversation!
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📚 Your curated #RevOps reading list
How to Create a High-ROI Sales Comp Plan | CaptivateIQ
In growing companies, the cost of employees, specifically the sales team, is very high. In good times, companies invest a lot of money in building and motivating the sales team. However, in these times, they may not pay fine-tuned attention to the business ROI on this investment — specifically in designing a high ROI sales compensation plan.
Here We Go Again (?): 4 Marketing Tips in Another Downturn | CaliberMind
In early 2020, we penned a rallying cry to marketers facing a series of very unsettling events. We encouraged business leaders to invest where they could and to focus on building an analytics infrastructure to help them do more with less. Our focus was efficiency, which made sense at a time when executives were panicking and either slashing budgets or hitting the pause button.
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Let’s talk about email marketing. A lot of people are discussing how email stats are dead. They aren’t trustworthy. They are trash. And to some extent, they’re right: the numbers can’t always be trusted. With so many email clients, malware protection tools, and spam filter services in use, email statistics are getting very messy. Between deliverability problems and email scanners messing with your open rates, how can we use this email data to make better decisions?
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