Build a RevOps Process in Startups.

Name: Build a RevOps Process in Startups.
Rating: 4.3 (52 reviews)

Set up your RevOps process, work with data to tell compelling stories to focus on initiatives that drives growth.

Created byNichlas Knudsen

Last updated 11/2024

English

English [Auto],

What you'll learn

An introduction to understanding what is Revenue Operations.
Setting up your own RevOps Process.
Data Management in RevOps.
Working with Stakeholders in RevOps.

Course content

5 sections • 31 lectures • 2h 12m total length

Agenda.3:27
Introduction to Revenue Operations10:12
Explore revenue operations through the growth wheel flywheel, from attract to delight, and align people, processes, technology enablement, and data to improve customer experiences across marketing, sales, and customer success.
Key Skills to learn8:14
Map goals and pain points across sales, CRO, marketing, CEO, and finance leaders; engage with stakeholders and reps. Apply analytics and automation to revops in startups.
Setting up your Org Chart4:26
Who do you report to?4:58
Explore who you report to in revops within startups, weighing pros and cons of CRO, CFO, and CEO/COO leadership, and the need for cross-department alignment from sales to post-sale processes.
Summary and key takeaways.1:30

Agenda for this Section.1:31
Set up your revenue operations process by prioritizing initiatives, building an intake system, and creating roadmaps; run a company-wide session and plan the first 30, 60, 90 days.
RevOps Prioritization3:26
Why is prioritization needed?
Prioritization models.8:02
Learn simple prioritization models for revops in startups, using impact, effort, and change management to rank initiatives, and apply problem–opportunity statements, automation, and dashboards to improve response and conversion.
Setting up your Intake system.8:23
Set up a centralized intake system in one place to capture revenue operations requests from Slack, email, and in-person submissions, enabling prioritization and transparent progress tracking.
Roadmap in RevOps.7:50
Define a simple RevOps roadmap using now/next/later and centralize requests with an intake system. Prioritize initiatives like product managers to maximize revenue while avoiding fixed timelines.
"What is RevOps" session you can run in your company.4:25
First 30/60/90 days in your RevOps role.6:14
Listen to stakeholders and customers in the first 30 days to understand the revops process. Audit the tech stack, execute easy wins, and align metrics with dashboards.
Summary and Key takeaways.2:11
Ruthlessly prioritize initiatives to maximize your time and act like a product manager. Set up an intake system, publish a now-next-later roadmap, and align stakeholders with a 30-60-90 day plan.

Agenda1:28
Key Data Reports - Considerations.2:30
Align stakeholders on key data to track with a shared, signed metrics document and a central data page, then assess new data requests for automation in the CRM.
Sales Velocity - Engage data.2:18
Track sales velocity by monitoring engaged data: created opportunities, their value (ACV, IRR, TCV), closed deals, and the average sales length and amount across periods, with six reports.
How to use sales velocity data.5:03
Website and MQLs - Attract Data.2:34
Data Glossary.1:32
Explore a data glossary to understand key revops metrics such as customer acquisition costs, net revenue retention, and win rate, with an Excel resource for analysis.
Mapping the customer journey.3:58
Map the customer journey across marketing, sales, and onboarding to ensure a positive experience. Collect data from day one to piece the journey together through touchpoints and assess asset ROI.
Summary and key takeaways.0:57

Intro and Agenda.1:41
Set quarterly initiatives with stakeholders to become a trusted advisor, secure sign-off and input from leadership, and align on a playbook and a practical Revops checklist.
Setting up quarterly initiatives.5:55
Set up quarterly revops initiatives to align with managers, drive revenue, and create measurable, data-driven targets for pipeline, opportunities, and fast marketing-to-sales handover.
Creating a playbook.6:29
Create a comprehensive playbook with stakeholder alignment to standardize processes, define what to know, do, and say, capture metrics and resources, and continuously update for a consistent customer journey.
Summary and RevOps checklist.1:32
Set quarterly initiatives with stakeholders to move revenue in startups, build a RevOps playbook for consistent customer experience, and use the checklist to guide sales, marketing, and customer success.

Tactical initiatives and AI in Sales: Agenda3:26
Agent.ai : benefits and overview5:31
Discover how agent ai helps sales reps prepare for meetings by researching company overview, web traffic, tech stack, funding, and decision makers using the free company research agent.
Recording meetings: Benefits and overview6:58
Explore how recording meetings and AI analysis of transcripts reveal deal insights, enable precise follow-ups, and streamline CRM data with Fathom Video and HubSpot.
Hubspot features (guided selling and Sales workspace)3:46
Discover hubspot's sales workspace and its guided selling features that prioritize tasks with guided actions, while analyzing deal scores, engagement, and buyer goals to inform pipeline reviews.
Summary of AI in Sales1:56

Requirements

No experience needed, best for people new in RevOps or looking to transition into RevOps.

Description

A course for Revenue Operations professionals to succeed in their job (Startups/smaller companies), and for people looking to become more systematic in their RevOps roles.

This course is for you if:

1-3 years in RevOps and looking to expand on knowledge and foundation.
Your company is size 1-150, or revenue operations leaders who are a one-man band or 1-5 in their team.
Is new at the company and wants to have a strong start.
Need a more systematic approach to RevOps, so that you can exit constant firefighting mode.

Before course state: You are constantly in reactive mode, spending most of your time on reports and fixing system issues, without working on tasks that contribute to progress.

After course state: Your RevOps department has a framework to prioritize incoming requests. You can use data to tell compelling stories and focus on initiatives that will help the company grow its revenue.

The course will cover:

1. Introduction to Revenue Operations.

Definition and overview of revenue Operations.
Importance of revenue operations in a company.
Key skills to learn.
Org chart.
- How to organize your RevOps department.
- Who do you report to? PROs and CONs.
Summary and key takeaways.

2. Setting up your own RevOps Process.

RevOps Prioritization.
Intake System.
RevOps Roadmaps.
Run a “what is RevOps session” in your company.
First 30/60/90 days in your new role.
Summary and key takeaways.

3. Data Management

Key Data Reports.
- Sales Velocity.
- Website and MQLs
- Data glossary.
Mapping the customer journey.
Summary and key takeaways.

4. Working with stakeholders.

Setting up Quarterly initiatives.
Creating a Playbook with your Stakeholders.
- What is a playbook and what can it contain?
- Why you need support and alignment to build a playbook.
Summary and RevOps checklist.

Who this course is for:

For Revenue Operations Professionals who is looking for find more success and become more systematic in their role.
This course is focused in RevOps working for smaller companies (employees up to 150, or RevOps being a one person or team 1-5 people)
RevOps professionals looking to tame the chaos, and get out of firefighting mode.

Build a RevOps Process in Startups.

What you'll learn

Explore related topics

Course content

Introduction6 lectures • 33min

Setting up your RevOps Process8 lectures • 42min

Data Management8 lectures • 20min

Working with stakeholders.4 lectures • 16min

Tactical initiatives5 lectures • 22min

Requirements

Description

Who this course is for: