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Decoding Revenue Operations: Ideal Scenarios, Crucial Functions, and Real-World Considerations
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In this episode, Jesse Morris delves into the fundamental components of revenue operations and discusses the ideal alignment of various functions under RevOps, providing valuable insights for both seasoned professionals and those new to the world of revenue operations.
Jesse Morris is a leading expert in revenue operations (RevOps) with a passion for maximizing the capabilities of companies to drive revenue. With extensive experience in the SaaS industry, Jesse provides valuable insights into key areas that fall within revenue operations—such as systems, data, sales compensation, enablement, and deal desk—offering a nuanced perspective on the ideal scenario versus quick wins and value, and the complexities involved in structuring a revenue operations function within an organization. Join us as Jesse shares his expertise and practical considerations for ensuring the success of revenue operations within your company.
Below are the key takeaways from this episode:
- Revenue operations (RevOps) revolves around the essential components of systems and data, which are non-negotiable in the ideal scenario of RevOps functionality.
- Along with systems and data, functions like sales compensation, sales enablement, sales operations, field operations, marketing operations, and channel operations also should likely fall under revenue operations.
- Deal desk and value engineering are areas that could be considered for alignment with revenue operations, but require careful consideration based on their nuances and organizational impact.
- The tension between the ideal scenario of RevOps functionality and the need for quick wins and value must be carefully navigated, with the focus on driving long-term value for the organization.
- Quantifying and establishing the actual dollar impact of revenue operations to the organization should serve as the North Star, guiding decisions and actions in this realm.
Saas Company Growth Strategies: "Ultimately what I need to do is get the areas that aren't working well, working really well, and then I can go back to the business and we can have a conversation as the business of what's in the best interest long term." - Jesse Morris
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