Usage-based pricing, as a model for SaaS, has been around for some time. But, a slew of wildly successful IPOs from companies like Twilio, Snowflake, and others has brought the idea of winning with a usage-based pricing model to the fore. One voice that has risen above the rest in the discussions about usage-based pricing is Kyle Poyar, VP of Growth at OpenView, the expansion stage VC. Kyle has been a vocal proponent of the benefits of Usage-Based pricing and leverages his deep understanding of pricing to help portfolio companies optimize their pricing for success. We had the pleasure of chatting with Kyle about Usage Based pricing, why he’s passionate…
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Gap-First Thinking and Breaking Down Silos With Jason Reichl of Go Nimbly
In this latest installment of the Revenue Leader Interview Series, we had the great opportunity to sit down with Revenue Operations thought-leader and CEO of Go Nimbly, Jason Reichl. Jason is a passionate proponent of the value of Revenue Operations and Gap-First Thinking. In this conversation, we go through some of his experiences, insights, as well as the “3VC” methodology he pioneered. Below are excerpts from that discussion. RevOps: Could you tell me a bit about your background? What was your journey to heading up Co-Founding Go Nimbly. Jason Reichl: Go Nimbly was – and is – the first RevOps company. A lot of people have different definitions of that…
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Introducing RevOps Deal Studio
RevOps is all about making the “Enterprise Checkout Experience” seamless, fast, and flexible for customers and sellers. We want to help companies make their sales processes more streamlined and effective and create better sales agreements. Our goal is to help our users get more deals closed faster, ultimately increasing revenue and enabling the scaling of their GTM teams. We’ve been working hard on that goal and are excited to introduce some additions to our product and new initiatives as a major step forward. Here’s what’s new from RevOps: Introducing Deal Studio In the many discussions we have had with founders and revenue operations folks, we’ve learned about the frustration around…
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Revenue Leader Interview: Brandon Bussey, Sr. Director of RevOps at Lucid
For our latest installment of The Revenue Leader Interview Series, we had the pleasure of sitting down to chat with the Sr. Director of Revenue Operations at Lucid Software, Brandon Bussey. Our discussion went deep on topics around revenue operations, trends, as well as the idea that pricing flexibility can be a competitive advantage. Below are excerpts from that conversion: RevOps: Thanks for joining us today, Brandon. Could you give a bit of background about your career and what you are doing today at Lucid? Brandon Bussey: Thanks for having me, happy to be here. I come from a finance background, which is what I pursued in college. Early in…
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10 Revenue Operations Podcasts & Interview Series You Should Check Out
If you’re anything like me, you are overloaded with options for podcasts. My playlist is full of podcasts that span a wide variety of topics but finding quality Revenue Operations podcasts was a challenge. So I decided to share with you a list of the top 10 Revenue Operations podcasts that I have come across. These are the revenue operations podcasts I listen to on a regular basis that give me insights and tips I have found useful in my everyday work. I should note that not all of these are revenue operations “podcasts” in the sense that they are downloadable, audio-only series. However, I am comfortable including video interview…
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The Revenue Leader Interview Series: Pablo Pollard, Chief Strategy Officer at Flockjay
For the second installment of our Revenue Leader Interview Series, we had the amazing opportunity to speak with Pablo Pollard, Chief Strategy Officer at Flockjay. In this interview, we cover topics such as the noble pursuit of tech sales, diversity and inclusion, as well as trends in the world of revenue. It was truly an enlightening discussion. Below are excerpts from that interview: RevOps: Hi Pablo, thank you so much for taking the time to chat today. Could you give us some background on your career as a revenue leader, as well as your current role at Flockjay? Pablo Pollard: Thanks for having me, happy to be here. I have…
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The Revenue Leader Interview Series: Pricing Expert Ammanuel Selameab of Accrue
In the coming weeks, we’ll be publishing interviews with revenue leaders – people who are having an impact on this space – and getting their insights on the changes they are seeing and what drives them. As part of this ongoing series of interviews, we took some time to chat with Ammanuel Selameab, a pricing optimization expert and founder of Accrue, the #1 pricing optimization tool for revenue teams. Below are excerpts from that discussion: RevOps: Ammanuel, thank you so much for taking the time to chat today. Could you tell us a bit about your background and your current venture, Accrue? Ammanuel Selameab: My entire professional background has been…
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Top 10 Revenue Operations Posts from Q4 2020
Beginning in Q4 we launched a new initiative – a daily newsletter of curated Revenue Operations content called The RevOps Daily. The feedback we’ve gotten has been beyond what we could have ever imagined and our subscriber base grew exponentially! Each morning, we scoured the internet for the most interesting and useful revenue operations content and served them up in a curated list. As we begin the new year, we wanted to take a look at the articles we shared in Q4 that garnered the most engagement. As a whole, they tell a clear story about what Revenue Operators are most interested in. In particular, we saw a great interest…
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RevOps: Looking Back at 2020
Well, 2020 is just about in the rearview mirror (finally!). As difficult as this year was for all of us, 2020 was also a landmark year for RevOps, and we couldn’t have done it without our amazing community. We wanted to take a moment to look back at 2020 and how RevOps has grown over the last year. By The Numbers 2020 was a landmark year for RevOps and the numbers bear that out. We’re so thrilled that, through it all, companies have been able to find value in RevOps to help them scale their businesses – especially in such a difficult economic environment. Here are just a few stats…
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Deal Desk: What Does Success Look Like?
Many companies have already bought into the value of implementing a Deal Desk in their organization to help align the process of non-standard deals. These companies understand that deals of this sort require an alignment across multiple deals that other deals do not. So what is Deal Desk? Deal Desk is a place where all relevant stake-holders – sales, finance, product, legal, success, and others – can discuss and work through deals, usually ones that are non-standard The goal of Deal Desk is to find agreement regarding the appropriate pricing of a particular deal. This decision is based on the summary presented through discussion with all involved teams. In order…
