RevOps

“We didn't hire marketing ops, we didn't hire sales ops, because one of the most embarrassing moments of my career is me standing up with my revenue model that marketing ops put together, and my head of sales standing up with his, and they weren't exactly the s…”

“And a simp, a simplistic way to boil it all down is, one, we have to revert back to sales closing three to five times what they take home. Three, at least three X for SMB, at least four X for mid-market, five X for enterprise. And you have to budget in there t…”

“Some of the best folks are people who maybe sat in a seat and they were a rep. Right. But they have an analytical mind and like maybe they, you know, studied economics or math or something like that.”

“I think that, I mean, one of the things that I think a lot of companies fail at is like, they have their, like, they build their stages and their stages are kind of like rep dependent. So it's like, oh, like a rep says, oh, I'm interested the next stage. It's …”

“The change management is hard. It may require staff upgrades, particularly key analytics roles like RevOps, FP&A. Sometimes those people are not that strategic. They're not that fast, right? That they're good at making a budget and they're good at getting comp…”

“Do not read the deck in MBR. This is like the old way of doing it. RevOps builds a deck. They spend 60 minutes flipping through the deck, telling people things. You don't ingest the data as much as you should to make or to have thoughtful discussions in my opi…”

“Hiring these two leaders on contract. So they were both from in my network. I could do it with a lot of trust and they started doing contract work with us like 10 hours a week and 15 and 20 until the team was big enough. And our ARR run rate was big enough to …”

“Generally, my experience has been when it's frustrating, it's because at around 50 to a hundred million in revenue, someone's like, oh, maybe we should use data to make decisions. And then it's like a multi-year process of unwinding a bunch of stuff that happe…”

“I think this year, To be a RevOps professional imminently in a CRO by the end of this year, you will have to know how to manage a fifty-fifty team. 50% AI, 50% human. Not just tools, but you will have to learn how to manage agents, agents, AIs, whether that's …”

“I'm now hiring for a GTMAI lead, so somebody who will do nothing but this within the rev ops organization.”

“I think I see this mistake where you have RevOps people investigating tools and then applying them, but then there's no thought of, okay, how does this get to a rep? How do they follow up? How does the manager then look at what's going on?”

“The only problem is it's entirely wrong. And, you know, you have like a sales rep that is adding their own like subjective Experience about the account. Like they may want to influence the sales manager to think that the deal is going to close, or they may be …”

“You have SDRs or prospecting, AEs or closing deals, run ups or maintaining systems. The issue with this is it operates a lot like an assembly. And assembly lines aren't really good for sharing learnings and scaling ideas.”