Establishing World-Class Revenue Operations

I’ve built (or re-built) the revenue operations function at nearly a dozen organizations now.

What’s the most efficient process to set-up revenue operations?

Let’s assume you are the newly minted Head of Revenue Operations for a B2B SaaS company that develops revenue intelligence software. Broken down into phases, the path forward is:

1. Assessment and Planning → required for People + Process planning

2. Technology Stack Selection → required for Platform planning

3. People & Process

4. Implementation & Optimization → my favorite!

Phase 1: Assessment and Planning

• Understand the Business: Thoroughly analyze your company's goals, current sales processes, customer lifecycle, and existing technology stack. Identify any pain points or areas where efficiency is lacking.

• Define Goals and Objectives: Outline clear, measurable goals for your RevOps initiative. These could involve increasing lead conversion, shortening sales cycles, improving customer retention, or boosting average contract values (ACVs).

• Develop a R…