RevOps School

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.

Course details

Virtual classes: June 5th - July 24th
Enroll by: June 4th
Class time: 1:00 pm ET - 2:30 pm ET
Open to: Executive and Associate Pavilion members

Brian Kreutz

Brian Kreutz, Instructor

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.

Connect with Brian

Course curriculum

This course is designed for those across the GTM motion - from managers to C Suite leaders in Sales, Marketing, Customer Success, and RevOps.

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

Expected Results

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.

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Course FAQ

: Members of Pavilion and GLG can enroll in this course at a discounted rate of $995. Non-members can enroll for $1,995.
: This course is open to non-members for $1,995. However, Pavilion and GLG members can access this course for a discounted rate of $995.
: This course starts on June 5th, 2024.
: Join our live virtual sessions every Wednesday from 1:00 pm to 2:30 pm ET throughout the course duration.
: Enroll by June 4th to secure your spot.
: 80% attendance is required for certification. Watching session recordings counts towards attendance for those with scheduling conflicts or who are in time zones where live attendance is a challenge.
: For those who are unable to attend live sessions, session recordings are made available within 24 hours of class. Watching session recordings counts towards attendance.
: No, there is not a final exam at the end of this course.
: After successfully meeting attendance requirements, you will receive a certificate of completion for this course.

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