Unleashing ROI (RevOps Impact)

Over the course of 10 modules, you'll cover:

🚀 Revenue Operations Impact

Core responsibilities, a framework for Revenue Operations, RevOps tenets, organization structures, strategic impact vs tactical execution, prioritization and project management

🚢 Running a Tight Ship

Operating cadences, process design, case management and SLAs, policies

🤗 The Customer is Always Right

Customer lifecycle (awareness to renewal) designs, lead lifecycle, sales stages, implementation, customer success operations

💫 Aligning the Stars - building business consensus

Executive alignment, setting goals (OKRs, V2MOM), defining North Star metrics, building a data dictionary, building a business review (MBR, QBR example)

🧱 Strong Foundations Make for Strong Homes

Infrastructure architecture, total cost of ownership, feature benefit analysis, project planning, RACI, sprints/agile management, change management

👋 The Marketing Engine

Developing ICP, Personal Value Maps, segmentation, content management, campaign management, MQLs, lead scoring, lead grading, unit economics

💸 The Sales Engine

Qualified vs non-qualified, sales stages, pipeline management (i.e. hygiene, stalled), sales cycle / deal velocity / cohort analysis, forecasting, win / loss reviews

🫶 The Customer Success Engine

Renewals management, customer value maps, offense vs defense (customer outreach vs support), case management, customer health scores / risk assessment, capacity planning: high touch vs low touch

🥕 Planning and Compensation

Running a successful Annual Plan, cross functional partnership, Compensation Design Principles

⚖️ Scaling Revenue Operations

Organization design choices, redefining responsibilities, expanding team, skilling up the current team