The Revenue Operations Manual
eBook - ePub

The Revenue Operations Manual

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

  1. 344 pages
  2. English
  3. ePUB (mobile friendly)
  4. Available on iOS & Android
eBook - ePub

The Revenue Operations Manual

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

About this book

WINNER: Axiom Business Book Award 2025 - Bronze Medal, Sales 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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Yes, you can access The Revenue Operations Manual by Laura Adint,Sean Lane in PDF and/or ePUB format, as well as other popular books in Business & Management. We have over one million books available in our catalogue for you to explore.

Information

Publisher
Kogan Page
Year
2024
Print ISBN
9781398616769
eBook ISBN
9781398616776
Edition
1
Topic
Business
Subtopic
Management
Index
Business

Table of contents

  1. List of figures and tables
  2. About the authors
  3. Foreword by Andy Byrne, Clari CEO
  4. Acknowledgments
  5. List of abbreviations
  6. Introduction: The Revenue Operations Mindset
  7. Part One Build Your Knowledge
  8. 1 When is it Time to Invest in RevOps?
  9. 2 Know Your Numbers
  10. 3 Know What Your Company Sells
  11. Part Two Build Your Business
  12. 4 The Importance of Operating Rhythms: The Routines, Meetings, and Cadences to Help You Hit Your Numbers
  13. 5 Designing and Instrumenting the Customer Journey
  14. 6 The Building Blocks of the Modern Tech Stack
  15. 7 How to Make Internal Changes that Actually Stick
  16. 8 The Art and Science of Forecasting
  17. 9 Annual Planning and the Art of the “Fiscal Year Flip”
  18. 10 Why Variable Compensation Design is Key to Incentivizing the Right Behavior
  19. 11 Goal Setting in RevOps
  20. 12 Data, Data, and More Data: The Evolution from Reporting to Insight to Prediction
  21. 13 What Happens When Things Break: How to Look Around Corners and Plan for Your Own Mistakes
  22. Part Three Build Your Partnerships
  23. 14 Strategic Partner vs. Support Function: The Choice is Yours
  24. 15 Go Beyond Sales: The Importance of Cross-Functional Relationships
  25. 16 Get Your Partners Involved: Make Sure You Have Them “Crack an Egg”
  26. 17 Designing Your Processes with the End User in Mind
  27. 18 Blurred Lines: Where Does Training and Enablement Fit With a Revenue Operations Team?
  28. Part Four Build Your Team
  29. 19 Staffing Your Team: What Makes a Good Revenue Operator?
  30. 20 Choosing the Right Organizational Structure
  31. 21 Management Philosophies: It’s All About the People, Silly
  32. 22 Speed Isn’t Always the Answer: Slow is Smooth, Smooth is Fast
  33. 23 Managing Expectations and Priorities: How to Say No
  34. 24 Get Outside of Your Four Walls: The Importance of Seeking Out Role Models
  35. 25 Perfection is an Illusion: Instilling the “Better, Better, Never Done” Mentality
  36. 26 Online Resources
  37. Index