Mastering Revenue Operations

Mastering Revenue Operations

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Mastering Revenue Operations
Mastering Revenue Operations
RevOps are Revenue Architects
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RevOps are Revenue Architects

Matt McDonagh's avatar
Matt McDonagh
Jan 11, 2025
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Mastering Revenue Operations
Mastering Revenue Operations
RevOps are Revenue Architects
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RevOps can be a strategic architect of revenue growth.

As a RevOps leader and investor in start-up and growth stage companies I live and breathe revenue. My job is to ensure the predictable and scalable growth of our organization. While marketing plays a crucial role, I've learned that relying solely on their efforts is like praying for rain in a drought. If I want to consistently hit (and exceed) our ambitious sales targets, we need to take control of our own destiny.

This year, one of our portfolio companies is aiming to beat our 2025 plan by $10M in Annual Recurring Revenue. Sounds daunting? It doesn't have to be. Let's break down the math with some realistic assumptions. With an average deal size of $50,000 and a historical win rate of 25%, we need:

  • 200 more closed-won deals: ($10M ARR / $50k ACV)

  • 800 new opportunities: (200 deals / 25% win rate)

  • 40 more opportunities per rep: (800 opportunities / 20 reps)

  • ~3.3 more opportunity per month per rep: (40 opportunities / 12 months)

That's it.…

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