Rob Evans

Revenue ops does not have to be sales ops rebranded. After meeting so many great revops practitioners at the RevOps AF conference last week, I was inspired to put this together. Revenue ops can be a unified model encompassing marketing ops, sales ops, and customer success ops. A couple of notes about this model: A - Deal desk is recommended, but can be replaced by a different function for more simple offerings. B - The “systems” role and the “analyst” role can be a stand-alone function in some models. C - Another spoke in this model could be project management or “PMO.” D - Customer success operations usually exists is mid to large companies, as unfortunately CS ops is usually underfunded and an afterthought. E - Marketing ops is missing budgeting and planning, which I have advocated for in earlier models. D - The advantage of this structure is an objective, revenue-focused operations team dedicated to the top goals of the business. What do you think? What do you like? What would you change? Thanks for your advice on this Jeff Ignacio! PS: I’m writing more about this in my newsletter next week, subscribe to stay updated https://lnkd.in/g_3YC7BZ #marketing #martech #marketingoperations #revenueoperations

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Are you looking at the SaaS Metrics that investors want to see🤔? CAC, Rule of 40, SaaS Magic number, Net retention rate, ARR... yeah you know them all🥳 We at Younium are conducting a survey that aims to shed light on the metrics SaaS companies are currently prioritizing and how these align with what investors are seeking. By participating in this survey, you will contribute to valuable data and insights that will benefit the SaaS community. We will share the results of the survey with participants, providing guidance through the complex landscape of metrics and helping you navigate your growth objectives. CXO in SaaS- give your input🙏🏻 https://lnkd.in/dTcmVh9j

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Going bigger and bigger with our virtual events. We're partnering with RevGenius to get things going with a 💥 . 🏄‍♂️ Scott Leese, Taylor Safford and Aaron McReynolds are going to be talking productivity in sales and focusing on leading indicators for success. Since learning about the overall negative term "Managing for Results," I've been obsessed with figuring out how to manage people (sales is easily one of the most aligned roles for this, but CS, Dev, Marketing works great too) There should be better aligned rewards for focusing on leading indicators instead of the lagging ones. When Scott came on the podcast, I felt like his eyes lit up when we talked about the importance of focusing on revenue generating activities as apposed to just closed revenue. And Taylor was one of the earliest hires at Qualtrics that built productivity frameworks for himself and his team - leading to MASSIVE results. We also had Taylor on the Great Day in Sales podcast and he shared his story. This should be an incredible live webinar. Not to mention Aaron McReynolds will be on as well to offer his insights and what he's learned from turning sales productivity into an incredible saas product. Register! Link in the comments 🤙 #10PointProductivity #GTM #Events #SalesAndMarketing

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Timeless dilemma: Build versus Buy There are always conversations during the sales cycle where a prospect brings up the possibility of building their own tool instead of buying yours--in fact, that topic may come up during pricing conversations. Building is *never* less expensive. That doesn't mean it's not the right option for you to choose. It means the reason you choose building shouldn't be for cost savings. If good software solutions were so easy to build, then software companies wouldn't exist. Tons of work goes in to: - user experience - features - ability to scale - integrations with other tools - compatibility - flexibility - security - ease of administration - updates, bug fixes, patches, general support When companies build a tool that's outside of their core competency, there's also opportunity cost. What would those employees be doing if they weren't working on building some other tool? What value could they have added to your product? Enhancing any of the bullet points I described above, likely. There's also lost time. You can have your solution now, or you can take 6,12,18 months to build your own....delaying any benefit that solution would provide. If you're a hobbyist, you'll spend your time and money on supplies to, say, build your own chair, or maybe knit your own blanket. You're gaining value that is more than the object itself. You're getting joy in the creation. Businesses, to be clear, is not a hobby. You want your teams to get value and joy from their work, for sure. The trick is to help them get that value and joy in a way that can also benefit your customers. When is building your own tool the best way forward? Please add your suggestions to the comments!

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Pierson Krass and I hosted a subscription workshop yesterday with some strong and growing brands in Utah. A few takeaways: 1. This format was more intimate, allowed for more questions, and a deeper understanding of how to better acquire and retain subscribers. 2. No matter the subscription platform you're using, brands are trying to figure out how to get more of them and enable the right sales funnels and retention motions. 3. In awe of Pierson talking to brands under $1m and over $10m in the exact same way. Whenever he recommended a tool it was completely sincere. Disclosed if he's invested in the app (or not). Recommended an app that wasn't his because it would work better for the brand that needed it. I love that. We will definitely be doing more of these! Thanks to those who came out and to our wonderful Utah ecommerce ecosystem. (Yes that's my food on the seat I was taking the pic!)

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In the SaaS industry, speed is not the edge, it's a requirement! Don't stall due to this silent killer. As companies need to scale the left hand stops knowing what the right hand is doing which slows things down. Start early with Rev Ops to ensure you keep velocity as you scale by having a finger on the pulse of all things revenue. If you're thinking about taking the plunge, do it! It's never too early. #revops #saas #businessstrategy

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❌ Manual errors are more common than you'd think, and when they occur, the blame game begins. Is it the AE who closed the deal without updating details in their CRM? Rev Ops for not validating the contract? Or Revenue Accounting for closing the books with incorrect data? The finger-pointing can be endless! 👉 Avoid the blame game entirely with Klarity's GenAI platform. Our advanced AI eliminates manual errors and automates complex tasks such as document review, data extraction, validation, and analysis (all while staying compliant with accounting standards 😉). ⚡ Let Klarity handle the details with precision, so your team can focus on what they do best. #accountingautomation #accounting #klarity #revenuerecognition #revops #contractreview #monthend

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Ops folks, We often focus on "selling time" How much time is your sales team selling vs other administrative work. Maximize selling time and you maximize sales But don't forget to focus on your own "operating time" How much time are you spending on strategic work vs other recurring repetitive tasks Minimize those weekly or daily report updates, cleanups, and support tasks Maximize your strategic operating time You will maximize your impact on the entire GTM team

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"There was a time when buyers were less incredulous about the decisions that they were making. Buying committees weren’t as large as they are now. Now sales and transactions are under a microscope." - Chris Turner, Sales Engineering Manager at Salesloft On this NEW episode of RevTalks, Chris and Rebby John, discuss changes to the sales and presales professionals’ roles, the keys to multithreading ever-expanding buying groups, getting to ROI faster in conversations, the story of “how” in sales, AI, and more. Full episode here: https://lnkd.in/eEKeCnre

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"There was a time when buyers were less incredulous about the decisions that they were making. Buying committees weren’t as large as they are now. Now sales and transactions are under a microscope." - Chris Turner, Sales Engineering Manager at @Salesloft On this episode of RevTalks, Chris and Rebby John, discuss changes to the sales and presales professionals’ roles, the keys to multithreading ever-expanding buying groups, getting to ROI faster in conversations, the story of “how” in sales, AI, and more. Full episode here: https://lnkd.in/eRAeuqih

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After a decade of running revenue and $4T under management, here are the 5 biggest learnings to help your company create, convert and close more revenue:

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Yesterday, I ran a GTMsession for GTMfund portfolio company founders and their executive teams with the brand and content marketing legend, Udi Ledergor 🏳‍🌈. (🤔 GTM what now? GTMfund… GTMnow…) Yes, we have more words attached to the acronym GTM, though not widely talked about since they’re internal. GTMsessions are monthly private digital live sessions on various go-to-market topics, led by an executive operator who is an expert in the field. They’re available to GTMfund portfolio companies and their executive teams. Being closed-door and not open to the public, these sessions allow any and all questions to be comfortably asked, the conversation tailored to be hyper-specific to startups and their current concerns, questions, etc. We didn't even get through half of the moderated points that I had prepared because the questions for Udi just kept rolling in (a good thing, that's the point of these sessions). Udi dropped some 🔥 insights that we’ll share more on later, but for now, Stan Rymkiewicz nailed summarizing key takeaways on how Gong thinks about content creation and distribution that I've dropped in the comments. One key pain point discussed in the session was the challenge of keeping up with the ever-changing landscape of content marketing. It often feels like by the time one strategy is implemented, its effectiveness has already diminished. So, what’s next? How do you stay ahead of the curve? Since GTMsessions are private, their recordings aren’t shared openly. However, the feedback was so phenomenal that we knew other revenue leaders could benefit from the conversation. If you’re a revenue leader looking to understand the future of content marketing and stay ahead of the curve: Join me for a GTMnow digital live event with Udi Ledergor 🏳‍🌈 , Jon Miller, and Pete Lorenco. You'll learn from them how to stay two steps ahead and walk away with content tactics and inspiration. 🗓 June 18th at 10:00 AM PST / 1:00 PM EST 👉 To register: https://lnkd.in/gsdsai23 (pictured here: two passionate hand talkers 👋 )

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Feeling inspired and recommitted after last week's GTM Partners Seattle roadshow. Much like reading your favorite book or watching your favorite movie, every time you play it back, you catch something new in the content. Some of my favorites nuggets I'll take with me into this week: "When you are unfocused, you pay an optionality tax" - Bryan Brown when discussing how focus will set you free in your GTM strategy. Whether it's your external offer to the market or your internal priorities, determine where your business can grow the most and skate there with speed and clarity. "Train AI to speak like your superhuman seasoned sellers" - Angela Frackowiak dropping unreal levels of knowledge and insight into how she, Branislava Jelicic and their team at Armis are using Regie.ai to scale the operational complexity of their inbound and outbound motions. "If you ask department questions, you get department answers" - the silo'd problem-solving across the GTM teams has to stop. Elevate your cruising altitude by using frameworks that don't pit functions against each other, but rather seek to draw out cross-functional solutions (I took a great framework pic at the event for anyone who wants it). H/T Outreach for letting us drink in your beautiful office view all morning

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If you want to drive impact and influence with your buyers, you want to surround them with the voices they already trust. That’s the simple explanation for the power of nearbound marketing. Including your partners in your GTM motion is a huge unlock for all parties involved. The power of ecosystem at work. At Vena Solutions, we’re focused on growth through this model and the future is bright. Orchestration for greater impact and scale through a combination of partner specialization and account based engagement, will leave you better prepared to withstand whatever comes in the future. Companies and GTM leaders leveraging these ecosystems at scale are driving: 1️⃣ More revenue 2️⃣ More customer delight 3️⃣ Happier sellers 4️⃣ More productive partners 5️⃣ Stronger bonds, both internally and in the market If it sounds too good to be true, that’s because it basically is 😉 If you’re interested in getting into the details, the team at Reveal just released an awesome resource. It’s a blueprint that can help you overlay your account-based segmentation and partner marketing strategy across all GTM teams AND the entire customer journey. Talk about a game changer… You can get a copy (for free!) at the link in the comments. #Nearbound #NearboundMarketing #Partnerships Isaac Morehouse Jessica Fewless Shawnie Hamer

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Looking for a Gen AI solution for marketing - that actually works AND helps you 👀 ? Then check out 👉 RevSure (enters the room). I'm a super fan of what Deepinder is building at RevSure. I just saw a demo of RevSure's GenAI bot- "Reli". You can ask it questions like, "How many leads did I generate from a campaign?" to complex ones like "What is the next best touch for this lead?" It provides amazing summaries and dashboards in just a few seconds. You should check it out, it's cool. 😎 🤖 Watch Video: https://lnkd.in/eZs2-9Ja

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Top H1 takeaway from QBR's about our Rev Org: "We're an ecosystem, not a hierarchy." (h/t Alexandra B.) We collaborate, everyone's voice matters, and we strive to put people in roles they love so they can be madly successful. Hearing this statement was validation that what we are building in the Revenue Org at LibraryPass is unique, and scalable, and contagious. And we have roles coming soon! So if you're interested in being part of an ecosystem, let's chat. Here's to an even better H2!

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For any PMM having a hard time nailing messaging… Facts - There’s no ‘Don Draper’ moment where inspiration will strike in the middle of a meeting. The good news is you have everything you need. 1. Look at your wins. Find the last 6 months of closed/won deals in your CRM. Find the patterns, and talk to the AEs if you need to. Better yet go talk to the customers themselves. Why did they buy? What made them pick you? 2. Once you have a good sample, use your judgement and distill out 3-5 ‘winning use cases’. These are the foundational proof points of why you’re differentiated. And they’re real 3. Then build the top and bottom. Top = what’s the one unifying value prop across the winning use cases. Bottom = what’s the product capabilities that support those use cases 4. Document this, turn it into your first call deck, and your website nav + core pages Refine this every 6 months. Sales will love it, and customers will actually believe you #productmarketing #messaging

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What's not fun about a bunch of poodles jumping rope? This message is on point for product marketing. While it can be hard to put a finger on product marketing sometimes when everything is humming, an organization definitely knows when they need Product Marketing to get those poodles hopping in sync. Alyce Menton, Amanda Jordan, and Lekan Afolabi know the drill! :) #productmarketing #rdtwp

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Hey CSMs ... I've got bad news for you, you're in sales. I'm getting tired of hearing from Customer Success professionals that they "aren't sales" - Almost to suggest that's a bad thing. We need to let go of the "used car salesman" vision of what sales was. Sales is actually very strategic. Great sales reps are doing the following: ▶ Conducting prospect research: They are often going deep not just on the customer but their industry, the market, the competitive landscape and so much more ▶ Building Relationships: AEs are navigating complex org charts working to establish trust and working to turn prospects into advocates ▶ Handling Objections: They are preparing responses to objections and focusing on the value of the product You know what's so funny about that ... That's what CSMs are also responsible for. At the end of the day, whether you're the owner of the commercial activities in your company or not, you are responsible for selling ... you're selling VALUE! Great CSMs spend time selling: 1) The value of their platform/services 2) The vision of the partnership 3) The solution to future pain points So if you're in Customer Success and you think you're not in sales ... You're wrong. Happy Friday! Give me a follow on TikTok @kristifaltorusso

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