• Revenue Operations
    Revenue Operations

    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…

  • Revenue Operations Team
    Revops

    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…

  • CPQ,  Pricing,  Revenue Operations,  SaaS

    CPQ: The Ultimate Wingman in B2B Selling

    Think of a date you went on where things went well. You hit all the right notes and you notice the sparks flying. After getting home you text each other frequently and immediately – this signals the start of a strong relationship. Conversely, on dates that didn’t go so well, you notice that they aren’t responding to messages as fast or as detailed because they are not engaged – this means you probably aren’t going on a second date. This comparison is valid in B2B software sales. An engaged customer is more likely to buy, and buy fast. On the other hand, a losing deal will be long and drawn…

  • Billing,  CPQ,  Pricing Strategy,  Recurring Revenue,  Revenue Operations,  SaaS,  Sales,  Tech

    How Modern CPQ is the Future of Recurring Revenue Operations

    Software businesses’ relationship with the buyer has transformed with the advent of subscription pricing models. The standardization of subscriptions has given the customer unprecedented buying power because they can switch to a competitor quickly. In the B2B subscription economy, the business is no longer selling a product, it is selling a symbiotic relationship with the customer. That relationship starts at your pricing and quoting. If you read my previous article then you know that the subscription economy is changing how software businesses do pricing. Fundamentally speaking, usage denotes how essential the customer felt your solution was to accomplishing their goals. Pricing influences usage which, in a subscription economy, heavily correlates…

  • Billing,  CPQ,  Pricing,  Quote-to-Cash,  Revenue Operations,  Revops,  SaaS,  Sales,  Startup,  Tech

    4 Ways to Prepare Yourself for Success as Deal Desk

    We are now entering a new B2B software economy beyond the seat license with ever-increasingly complex value-based economics. Tomasz Tunguz, a managing director at Redpoint Ventures, recently wrote an article about the behavioral economics behind the three-part tariff pricing model and why it increases usage and the likelihood of renewals. As software companies move toward creating complex deals circling around the three-part tariff pricing model, Deal Desk will play an increasingly important part in enabling Sales, Finance, and Legal to function efficiently at scale.  According to statistics from PwC, deal desks can reduce sales cycle times by up to 25-40% and enhance sales productivity by up to 15-20% by eliminating…

  • RevOps Building Blocks
    Pricing Strategy,  Revenue,  Revops,  SaaS,  Startup

    Four Building Blocks of Revenue Operations

    Foundational architecture for sustainable progression With the dawn of cross-functional tools, GTM-wide metrics and deeper account management, companies are embracing Revenue Operations now more than ever. They realize that modern business requires a greater degree of alignment between Marketing, Sales, Customer Success and Finance in order to rise above the competition. The main purpose of Revenue Operations initially was to pool resources and create some horizontal alignment between the various GTM departments. However, people have realized the cross-functional nature of Revenue Operations has provided unique insights and capabilities within planning, analysis, and strategy. Revenue Operations helps lay the blueprint for business growth and builds the scaffolding to help Sales, Marketing…

  • Product,  Revops

    What is Deal Desk?

    Deal desk is a place where complex, high value deals can be discussed between sales, finance, and product. At a well run deal desk, members of sales present a short summary of the buyer’s journey, the deal being reviewed, its value and strategic importance. Creating an effective deal desk can be especially useful in helping the sales team move quickly and close customers that have unique circumstances. While the forum and format of deal desk may change as a company matures at its core, the goal of deal desk is to agree upon a unique pricing deal and the appropriate contract for the customer. This goal is typically achieved through discussion…

  • Pricing,  Revenue,  Revops,  SaaS,  Startup

    The One Metric That Matters: Revenue

    Last week in San Francisco, Amazon held their AWS Startup Day 2018 event for entrepreneurs and startup founders. It was an all day event with keynote speakers, a VC panel, and an afternoon of business and technical talks. The keynote speaker, Gina Bianchini, gave a very insightful talk and also had a great hook for a title — “The One Metric That Matters (and other Things You Should Know About Building Startups)” Full recording available online Spoiler Alert: The one metric that matters: Revenue It’s a metric that everyone working at a startup intuitively understands and agrees with. However, it never seems to get the full attention that it deserves. The early…

  • Omnichannel,  Pricing Strategy,  SaaS,  Startup

    Is SaaS is an Omnichannel strategy?

    We had a meeting yesterday where we discussed what type of strategies do SaaS businesses think about. We found a large amount of businesses sell many ways: on a pricing page, inbound sales, and on outbound marketing campaigns. Deals are not always a simple self-service package and are tailored to the company. Isn’t this the definition of omnichannel? Thats where our debate started. From the definition on Wikipedia: Omnichannel is a cross-channel business model and content strategy that companies use to improve their user experience. Omnichannel is an integrated way of thinking about people’s relationships with organizations. Lets pull apart the definition of omnichannel a bit. Is SaaS a cross-channel…

  • AWS,  Engineering,  Kubernetes,  Security

    A Secure Kubernetes Cluster from Day 1

    Adoption of containers and containerization technologies has skyrocketed over the last few years as developers recognize their many benefits for production systems. On the orchestration side, the key players have long been Docker Swarm, Amazon Elastic Container Service, and Google Kubernetes. My own work over the last three years involved deploying and maintaining production systems on Amazon ECS, as well as, the occasional Docker Swarm cluster for side projects. However, with both Docker and Amazon recently announcing direct support for Kubernetes, it became clear where the mind-share is and that it is now time to dive into the technology. I started out by reading various “Kubernetes for Docker Swarm Users”…