These last 12 months have been, for many, the most difficult they have experienced. Worldwide pandemic, economic recession, and devastating unemployment – we have all been affected in one way or another. While spreading positivity to our colleagues is always important, this year it is especially so. That’s why we decided to launch a campaign that enables folks to do just that: The Doers Campaign. What is a Doer? do·er a person who acts rather than merely talking or thinking. We all, in our own ways, have gotten it done this year. If you’ve merely managed to get up every day and try to accomplish something, you’re a doer. A…
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5 Tips to Stay on Top of your Renewals
Renewals – they are the lifeblood of the SaaS business model today. While there are many metrics that Revenue Operations can look at, there is one that stands out from the rest – Lifetime Value. The Lifetime Value of your customers is indelibly linked to the length of time they remain a customer. Hence, Lifetime value. After a contract is signed, the work is not done. Not by a long shot. You need to make sure that you are fully set up to close a renewal before the customer churns. The North Star of any Revenue Operations professional is revenue, but there are 5 measurable factors that help drive that…
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5 Reasons Your Deal Desk is Failing and How You Can Fix It
Growth, at all costs. That has often been the mantra of software businesses in the age of SaaS. However, as these companies have grown in size and revenue, so too has the complexity of their sales process. As companies look to capture the most valuable, enterprise-level deals, they often realize that those deals are the ones that have the most touchpoints and the greatest level of complexity. Enter: Deal Desk. What is Deal Desk? Deal Desk was created with those high-complexity, high-value deals in mind. It is a place where all relevant stake-holders – sales, finance, product, legal, success, and others – can discuss and work through deals. The goal…
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Top 10 Must-Read Blogs for Revenue Operations
Information is power. Never in the history of humanity has so much information been available to so many people. The ease with which we can simply enter a question into Google and immediately find the answer is staggering. However, with that abundance of information comes the problem of information overload – it becomes increasingly difficult to discern the signal from the noise. In order to help alleviate this challenge for sales operations and revenue operations folks, we’ve decided to compile a list of the 10 top blogs, in no particular order, that you should be reading on a regular basis. HubSpot Blog A ubiquitous presence in the sales and marketing…
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9 Revenue Operations Thought-Leaders You Should Be Following
We live in a time of information overload. We all experience it, every day. The challenge is doubly difficult for people in the sales space, with so many folks out there claiming to be experts, only to find out they are merely selling a “course” or eBook. Given that Revenue Operations is a relatively new space, there is still a vacuum of knowledge and insights for those of us looking to expand our understanding. Below, we’ll be highlighting 9 of the most influential leaders in the RevOps space that you should be following. Feel free to suggest additional experts to feature in future articles! Evan Liang – CEO, LeanData One…
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The Revenue Operations Mindset
In today’s fast-changing business environment, Revenue Operations is becoming an increasingly important function as companies seek new ways to sustain predictable growth. The responsibilities of a RevOps leader are constantly evolving to meet the needs of a growing business. At their core, Revenue Operators have served as agents of change within an organization – taking their companies from a world of siloed Go To Market teams to being aligned towards the ultimate goal of revenue optimization. But that change begins in the way a company thinks about how they can deliver a consistent customer experience across the entire lifecycle. The move towards a RevOps model can be gradual, but it…
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9 SaaS Pricing Strategies You Should Know
SaaS pricing pages have become increasingly complex. While it is true that one size doesn’t fit all, it is important to understand which pricing model or models would work best for your business. With so many models out there, it is a good idea to familiarize yourself with some of the most useful SaaS pricing strategies. Optimizing your pricing strategy is a critical function of Revenue Operations. Below, I will go through some of the basic SaaS pricing models, as well as some that are more complex. For each, I will highlight the use-cases in which they would be most effective. 1. Flat Rate SaaS Pricing Flat rate pricing is…
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Nora: Why I Joined RevOps
As a customer success engineer, my role can involve wearing many different hats. I enjoy figuring out what the customer needs, but I also enjoy how the product works technically. It allows me to dabble in every department and learn something new every day. I knew I would have to look for a company that allows me to grow and not put me into a box. When I first found RevOps’ customer success engineer position online, I had been looking for a new company to join that was passionate about their product. I’ve come to learn that people who truly love what they’re working on are the best people to…
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A Brief History of Revenue Operations
The last few years have seen a sea-change in B2B buyer behavior. As a result, companies have had to quickly change the way they engage with these potential customers at a rapid pace. The “funnel” that defines how a potential customer goes through their buying journey has turned on its head. Literally. This new reality has caused many companies to reassess how they interact with their sales processes. Many have realized that a siloed approach is no longer sustainable. Bringing Marketing, Sales, Customer Success, and other teams into a unified organization helps companies focus on what is most important. Operations has been deeply impacted by this as well. This transition…
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Getting Buy-in for ‘Lead-to-Cash’ at Your New Gig
For the last 5 months, you’ve been on the hunt for that perfect job. Perhaps you were laid off when the pandemic hit, or maybe you just came to the point that you didn’t feel you were being challenged enough in your previous role. Whatever your reason, finding a new job during these uncertain times was surely a difficult task. But you did it. You got the job you had always dreamed of, at a company that’s a rocket ship getting ready for blast off. And now the day has come; your first day at the new gig. You are thrilled to be joining a startup that is poised to…
