Overview
Revenue Operations (RevOps) is an increasingly popular yet often misunderstood business domain. This school aims to help students understand Revenue Operations’ pivotal role in business and align it with your CRM setup and data models. We’ll explore the RevOps Maturity Level Framework, gain hands-on experience conducting a Revenue Engine Diagnostic, and discover the significance of a product-focused CRM approach and adoption framework. This 8-week school aims to ensure seamless integration within your core business strategies and allow for effective change management along the way.
Designer Bio
Brian Kreutz has spent over a decade in the world of RevOps. Brian has seen everything from working as an individual contributor to co-founding a SaaS startup to now advising high-growth companies. He's a proud CRM Admin, world traveler, and craft beer connoisseur, but most of all, he loves helping people and companies drive business performance through RevOps and their CRM. After working with and advising over a hundred different companies, he is a seasoned leader adept at propelling business growth. Currently, as Senior Lead RevOps Products at RevPartners, he specializes in crafting and executing holistic revenue strategies for scaling companies.
Information
Who Should Take
This school is recommended for revenue leaders, including the CRO, the VP or Director of Sales, Marketing, Customer Success, or the Head of Revenue Operations. It is also ideal for senior individual contributors in the revenue organization who are on a path to rise to a leadership role and want to learn the skills they need to succeed.
Results to Expect
By the end of this school, you will have the knowledge and skills to be able to:
Clearly articulate how your business’ data model and specific go-to-market motions influence your Revenue Operations strategy
Utilize the RevOps Maturity Level Framework to assess and elevate your business performance by creating plans highlighting the most impactful indicators driving revenue performance.
Conduct a thorough Revenue Engine Diagnostic to identify operational bottlenecks, enabling the alignment of your customer journey with Go-To-Market Motions for increased efficiency and effectiveness.
Foster a product-based mentality for your CRM, integrating adoption frameworks that align CRM updates with core business strategies, ensuring a smoothly running system and a culture of adoption.
Homework, Assignments, or Expectations
Yes, each week, there will be exercises aiming to help students apply the learnings to their business.
Attendance Requirements
80% attendance is required for certification.
Outline
Class starts June 5th from 1:00 - 2:30 pm ET. Enroll by June 4th.
Session 1: The Science of Sustainable Revenue Growth
By the end of this class, you will be able to:
Understand what Revenue Operations really is and how it fits into your business
Interpret your data model and how it affects your primary go-to-market motions
Define your current go-to-market motions and review how they align with your CRM setup and customization
Session 2: The RevOps Maturity Level Framework
By the end of this class, you will be able to:
Understand the 5 Maturity Levels and how the framework enhances how Revenue Operations can drive your business’ performance
Assess your business’s current maturity level and the current visibility you have in driving your business performance
Incorporate a plan to increase your maturity level to the next stage
Session 3: Running your Own Revenue Engine Diagnostic
By the end of this class, you will be able to:
Gain visibility into current processes that are bottlenecks and are adding friction to generating revenue for your business by mapping out each step in the customer journey
Understand how to perform your own Revenue Engine Diagnostic and develop a 90-day action plan to begin aligning your customer journey to your GTM motions
Session 4: Your CRM is a Product, Not a Project
By the end of this class, you will be able to:
Articulate why your CRM needs to function more like a true product and not a project
Define what a specific MVP, feature release, or product launch initiative looks like for your business
Be the champion to help foster a product-based mentality throughout your org
Session 5: Adoption is the True North
By the end of this class, you will be able to:
Define the adoption framework and apply it to your business processes
Align your CRM updates with other core tenants of your business and even explain how the “adopting a puppy” analogy fits into them
Design a maintenance mechanism to ensure your CRM runs smoothly and doesn’t keep you up at night
Session 6: How to Execute an Internal Project/Change Management
By the end of this class, you will be able to:
Understand the steps and phases needed to execute an internal project and what is needed from you as the leader
Create a project plan that highlights each of the 5 Change Management Phases: Discovery, Build, Deliver, Measure, and Adopt
Learn tactics to reduce the burden of change management and ensure success throughout the org
Session 7: Creating Sustainable Business Growth through Reporting and Optimizing
By the end of this class, you will be able to:
Highlight your own primary and secondary KPIs, how they fit into the fundamentals of CRM reporting, and chart which secondary KPIs you currently can and cannot track
Easily gain insight into why your company did or did not hit your Quarterly Sales Target
Structure QBRs as a retrospective of the last 90 days and a clear plan for the next 90 to gain alignment amongst the org
Session 8: How to Hire and Onboard a RevOps “A” Player or Uplift a Current RevOps Team Member
By the end of this class, you will be able to:
Deploy specific hiring tactics and interview questions for your next RevOps hire
Understand specific tactics to ensure a smooth onboarding experience for a new RevOps team member
Develop a 90-day plan for new RevOps team members so they understand how they fit within and affect the business but also deliver value ASAP
Become the leader we know you can be
Develop your career alongside a powerful network of peers and enable your team to reach new heights