The Revenue Operations Manual: How to Build a High-Growth, Predictable and Scala

Description: The Revenue Operations Manual by Laura Adint, Sean Lane Revolutionize your go-to-market strategies and drive growth by transforming your revenue-generating teams into a high-performing, well-oiled machine with this practical how-to guide. FORMAT Hardcover CONDITION Brand New Publisher Description Nowadays, growing a business is a team sport. You need to bring revenue-generating teams, the right technology and the best data together into one place in order to build an effective and predictable revenue engine.This is where revenue operations teams come in. The Revenue Operations Manual takes you through every aspect of this evolving function, whether thats understanding what exactly it is, or how to effectively build your team, technology and partnerships in order to ensure your go-to-market strategies support business goals and revenue growth.With real-world examples of best practice and of what not to do, this book offers expertise and interviews from world-class operators from hypergrowth companies, providing a blueprint on how to build and scale this critical business function. Understand the value that revenue operations can bring to your business, and what the right time to invest in it is, as well as how to design your business in order to maximize the opportunity this team can bring. Author Biography Sean Lane is a Founding Partner at BeaconGTM, host of the "Operations with Sean Lane" podcast, and is based in Boston, Massachusetts. He has spent more than a decade building Revenue Operations teams at fast-growing B2B software companies, including Drift and Upserve.Laura Adint is currently a partner and operations executive for a financial services company in Los Gatos, California. With over 25 years of experience, her prior roles included Vice President of Field Operations at Drift, and Vice President of Sales and Services Operations at Adaptive Insights (a Workday company). Table of Contents Chapter - 00: Introduction: The Revenue Operations MindsetSection - ONE: Build Your KnowledgeChapter - 01: When is it Time to Invest in RevOps?Chapter - 02: Know Your NumbersChapter - 03: Know What Your Company SellsSection - TWO: Build Your BusinessChapter - 04: The Importance of Operating Rhythms: The Routines, Meetings, and Cadences to Help You Hit Your NumbersChapter - 05: Designing and Instrumenting the Customer JourneyChapter - 06: The Building Blocks of the Modern Tech StackChapter - 07: How to Make Internal Changes that Actually StickChapter - 08: The Art and Science of ForecastingChapter - 09: Annual Planning and the Art of the "Fiscal Year Flip"Chapter - 10: Why Variable Compensation Design is Key to Incentivizing the Right BehaviorChapter - 11: Goal Setting in RevOpsChapter - 12: Data, Data, and More Data: The Evolution from Reporting to Insight to PredictionChapter - 13: What Happens When Things Break: How to Look Around Corners and Plan for Your Own MistakesSection - THREE: Build Your PartnershipsChapter - 14: Strategic Partner vs. Support Function: The Choice is YoursChapter - 15: Go Beyond Sales: The Importance of Cross-Functional RelationshipsChapter - 16: Get Your Partners Involved: Make Sure You Have Them "Crack an Egg"Chapter - 17: Designing Your Processes with the End User in MindChapter - 18: Blurred Lines: Where Does Training & Enablement Fit With a Revenue Operations Team?Section - FOUR: Build Your TeamChapter - 19: Staffing Your Team: What Makes a Good Revenue Operator?Chapter - 20: Choosing the Right Organizational StructureChapter - 21: Management Philosophies: Its all about the People, SillyChapter - 22: Speed Isnt Always the Answer: Slow is Smooth, Smooth is FastChapter - 23: Managing Expectations and Priorities: How to Say NoChapter - 24: Get Outside of Your 4 Walls: The Importance of Seeking Out Role ModelsChapter - 25: Perfection is an Illusion: Instilling the "Better, Better, Never Done" Mentality Review "As we face stratospheric growth and evolution in technology, The Revenue Operations Manual, written by Sean Lane and Laura Adint, masterfully illustrates the importance of human capital in conjunction with automation and why it is critical to build high functioning and strategic operating teams. People matter and this book takes an all-encompassing approach towards guiding the significant transition of your teams ability to maximize efficiency and drive productive business outcomes." * Rochelle Webb, CEO, Optimist Made *"Sean Lane and Laura Adint have delivered an essential playbook in The Revenue Operations Manual. Its packed with insights that can transform your approach not just to RevOps but to overall revenue growth. This book is an invaluable resource for anyone in the field." * David Cancel, Co-Founder and Executive Chairman, Drift *"Nailing Revenue Operations is a key part of scaling go-to market in the right way. Sean and Laura have distilled their extensive experience into an essential resource for leaders looking to streamline processes, foster alignment, and unlock sustainable growth." * Mallun Yen, Founder & General Partner, Operator Collective *"The Revenue Operations Manual provides a modern primer for outcome-oriented RevOps leaders focused on business growth without chaos. The templates, tips, and self-reflection questions covered in each section are extremely practical. Highly recommend internalizing the Operating Rhythms covered -- the secret to success in revenue operations is ultimately consistent and repeatable process and routines." * Amar Doshi, SVP of Product, 6sense *"There wasnt a definitive guide to Revenue Operations when I started, there is now. If you need to drive scalable and efficient growth, this book helps you align tech and teams to do just that. Sean Lane and Laura Adint share insights from top industry experts, so if youre serious about scaling RevOps, this book is for you." * Toni Hohlbein, CEO and Co-Founder, Growblocks *"The Revenue Operations Manual is an indispensable resource for any RevOps operator focused on achieving operational excellence and sustainable growth. Sean Lane and Laura Adint expertly guide readers through the complexities of aligning teams, leveraging technology, crafting effective strategies, and so much more. A true must-read for anyone serious about mastering Revenue Operations." * John Pasvankias, Vice President of Revenue Operations, Ramp *"The Revenue Operations Manual is a definitive playbook for anyone looking to master the art of Revenue Operations. This book offers not just the theory but the practical steps and wisdom from some of the top practitioners in the industry. Its a must-read for those committed to driving business growth through operational excellence." * Sangram Vajre, CEO, GTM Partners *"I know of no other strategic function more worthy of C-suite attention and investment than RevOps. And now, thanks to two of the industrys most accomplished Revenue Operators - Sean Lane and Laura Adint - RevOps has its bible." * Andy Byrne, CEO, Clari *"The Revenue Operations Manual is a must-read for any startup looking to scale efficiently. This book provides a tactical roadmap for aligning teams, processes, and technologies to drive predictable revenue growth. A true guide from practitioners whove done it!" * Mark Roberge, Co-Founder, Stage 2 Capital * Details ISBN1398616788 Year 2024 ISBN-13 9781398616783 Format Hardcover Author Sean Lane Country of Publication United Kingdom Publisher Kogan Page Ltd Publication Date 2024-09-03 Imprint Kogan Page Ltd Subtitle How to Build a High-Growth, Predictable and Scalable Business Place of Publication London Alternative 9781398616769 Audience Tertiary & Higher Education UK Release Date 2024-09-03 ISBN-10 1398616788 Pages 344 DEWEY 658.8 We've got this At The Nile, if you're looking for it, we've got it. With fast shipping, low prices, friendly service and well over a million items - you're bound to find what you want, at a price you'll love! TheNile_Item_ID:161863863;

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