The Revenue Operations Manual

How to Build a High-Growth, Predictable and Scalable Business
1. Auflage 2024
ISBN: 978-1-3986-1676-9
Verlag: Kogan Page

Buch, Englisch, 344 Seiten, Format (B × H): 156 mm x 234 mm, Gewicht: 775 g

Growing a business is a team sport, and Revenue Operations - the number 1 fastest-growing job on LinkedIn - is how you can deliver that growth. Learn how to bring revenue-generating teams, business context, and technology together to build a high-achieving, predictable and scalable revenue machine.The Revenue Operations Manual
takes you through every aspect of this evolving function, whether that's understanding what exactly it is, or how to effectively build your team, technology and partnerships to ensure your go-to-market strategies support business goals and revenue growth.

Using case studies, examples of best practices (and of what not to do), this book offers expertise and interviews from world-class operators and provides a blueprint on the mindset required to build and scale this critical business function. Understand the value that Revenue Operations can bring to your business, the right time to invest in it, and how to maximize the outcomes this team can drive.

Autoren/Hrsg.

Adint, Laura

Lane, Sean

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb

Inhaltsverzeichnis

Chapter - 00: Introduction: The Revenue Operations MindsetSection - ONE: Build Your KnowledgeChapter - 01: When is it Time to Invest in RevOps?Chapter - 02: Know Your NumbersChapter - 03: Know What Your Company SellsSection - TWO: Build Your BusinessChapter - 04: The Importance of Operating Rhythms: The Routines, Meetings, and Cadences to Help You Hit Your NumbersChapter - 05: Designing and Instrumenting the Customer JourneyChapter - 06: The Building Blocks of the Modern Tech StackChapter - 07: How to Make Internal Changes that Actually StickChapter - 08: The Art and Science of ForecastingChapter - 09: Annual Planning and the Art of the "Fiscal Year Flip"Chapter - 10: Why Variable Compensation Design is Key to Incentivizing the Right BehaviorChapter - 11: Goal Setting in RevOpsChapter - 12: Data, Data, and More Data: The Evolution from Reporting to Insight to PredictionChapter - 13: What Happens When Things Break: How to Look Around Corners and Plan for Your Own MistakesSection - THREE: Build Your PartnershipsChapter - 14: Strategic Partner vs. Support Function: The Choice is YoursChapter - 15: Go Beyond Sales: The Importance of Cross-Functional RelationshipsChapter - 16: Get Your Partners Involved: Make Sure You Have Them "Crack an Egg"Chapter - 17: Designing Your Processes with the End User in MindChapter - 18: Blurred Lines: Where Does Training & Enablement Fit With a Revenue Operations Team?Section - FOUR: Build Your TeamChapter - 19: Staffing Your Team: What Makes a Good Revenue Operator?Chapter - 20: Choosing the Right Organizational StructureChapter - 21: Management Philosophies: It’s all about the People, SillyChapter - 22: Speed Isn’t Always the Answer: Slow is Smooth, Smooth is FastChapter - 23: Managing Expectations and Priorities: How to Say NoChapter - 24: Get Outside of Your 4 Walls: The Importance of Seeking Out Role ModelsChapter - 25: Perfection is an Illusion: Instilling the "Better, Better, Never Done" Mentality

Über Autor(innen)

Lane, Sean
Sean Lane is a Founding Partner at BeaconGTM, host of the "Operations with Sean Lane" podcast, and is based in Boston, Massachusetts. He has spent more than a decade building Revenue Operations teams at fast-growing B2B software companies, including Drift and Upserve.

Adint, Laura
Laura Adint is currently a partner and operations executive for a financial services company in Los Gatos, CA. With over 25 years of experience, her prior roles included Vice President of Field Operations at Drift, and Vice President of Sales and Services Operations at Adaptive Insights (a Workday company).

Sean Lane
is a Founding Partner at BeaconGTM, host of the "Operations with Sean Lane" podcast, and is based in Boston, Massachusetts. He has spent more than a decade building Revenue Operations teams at fast-growing B2B software companies, including Drift and Upserve.


Laura Adint
is currently a partner and operations executive for a financial services company in Los Gatos, California. With over 25 years of experience, her prior roles included Vice President of Field Operations at Drift, and Vice President of Sales and Services Operations at Adaptive Insights (a Workday company).