Laura Adint, Sean Lane

Revenue Operations Manual

How to Build a High-Growth, Predictable and Scalable Business

• Gebundenes Buch

Produktbeschreibung

Growing a business is a team sport, and Revenue Operations - the number 1 fastest-growing job on LinkedIn - is how you can deliver that growth. Learn how to bring revenue-generating teams, business context, and technology together to build a high-achieving, predictable and scalable revenue machine. The Revenue Operations Manual takes you through every aspect of this evolving function, whether that's understanding what exactly it is, or how to effectively build your team, technology and partnerships to ensure your go-to-market strategies support business goals and revenue growth. Using case studies, examples of best practices (and of what not to do), this book offers expertise and interviews from world-class operators and provides a blueprint on the mindset required to build and scale this critical business function. Understand the value that Revenue Operations can bring to your business, the right time to invest in it, and how to maximize the outcomes this team can drive.

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Produktdetails

• Verlag: Kogan Page
• Seitenzahl: 344
• Erscheinungstermin: 24. September 2024
• Englisch
• Abmessung: 240mm x 161mm x 23mm
• Gewicht: 681g
• ISBN-13: 9781398616783
• ISBN-10: 1398616788
• Artikelnr.: 69234115

Autorenporträt

Sean Lane and Laura Adint

Inhaltsangabe

Chapter
00: Introduction: The Revenue Operations Mindset Section
ONE: Build Your Knowledge Chapter
01: When is it Time to Invest in RevOps? Chapter
02: Know Your Numbers Chapter
03: Know What Your Company Sells Section
TWO: Build Your Business Chapter
04: The Importance of Operating Rhythms: The Routines, Meetings, and Cadences to Help You Hit Your Numbers Chapter
05: Designing and Instrumenting the Customer Journey Chapter
06: The Building Blocks of the Modern Tech Stack Chapter
07: How to Make Internal Changes that Actually Stick Chapter
08: The Art and Science of Forecasting Chapter
09: Annual Planning and the Art of the "Fiscal Year Flip" Chapter
10: Why Variable Compensation Design is Key to Incentivizing the Right Behavior Chapter
11: Goal Setting in RevOps Chapter
12: Data, Data, and More Data: The Evolution from Reporting to Insight to Prediction Chapter
13: What Happens When Things Break: How to Look Around Corners and Plan for Your Own Mistakes Section
THREE: Build Your Partnerships Chapter
14: Strategic Partner vs. Support Function: The Choice is Yours Chapter
15: Go Beyond Sales: The Importance of Cross
Functional Relationships Chapter
16: Get Your Partners Involved: Make Sure You Have Them "Crack an Egg" Chapter
17: Designing Your Processes with the End User in Mind Chapter
18: Blurred Lines: Where Does Training & Enablement Fit With a Revenue Operations Team? Section
FOUR: Build Your Team Chapter
19: Staffing Your Team: What Makes a Good Revenue Operator? Chapter
20: Choosing the Right Organizational Structure Chapter
21: Management Philosophies: It's all about the People, Silly Chapter
22: Speed Isn't Always the Answer: Slow is Smooth, Smooth is Fast Chapter
23: Managing Expectations and Priorities: How to Say No Chapter
24: Get Outside of Your 4 Walls: The Importance of Seeking Out Role Models Chapter
25: Perfection is an Illusion: Instilling the "Better, Better, Never Done" Mentality