Revenue Operations and Enablement (part 2)

Welcome to episode 15 of What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.

Louis and Simon spent the day recently at Inspire, the 6Sense customer conference, courtesy of Andy Champion and Jon Clarke. The both agreed it was a great event, especially sessions from Saima Rashid, April Dunford, and Gemma Greaves. The stat of the day, reckons Louis, is that 81% of B2B decision makers have already decided who's at the top of their list before they speak to a seller. That leaves marketing with a lot to do up to that point and means sales has to be absolutely on it when they engage! Read Simon’s three takeaways from the day in his LinkedIn post, which he also discusses with Ian Truscott and Jeff Clark on Ian’s Rockstar CMO podcast. (And there’s a couple of bonus takeaways as Ian likes to do things in 5s!) Louis also attended The Future of the Future seminar at the International Centre for Sustainability (ICfS) in London with Rohit Talwar and Jerome Glenn, from The Millennium Project. Read more about it in Louis’ LinkedIn post.

This week we continue the discussion about revenue operations and enablement. Here’s the TL;DL (“ Too Long; Didn’t Listen)”) in case you don’t have time for the whole episode:  Revops should scale insight, not just infrastructure. However, great revops doesn't just build dashboards, it builds trust.

Listen on as we drill into the importance of revops in aligning teams, standardising processes, and driving performance, examining its strategic importance beyond the traditional perception as a mere support function. We emphasise the need for revops to align teams, standardise processes, and drive performance. This requires, we agree, overcoming common misconceptions about revops, such as its role being limited to reporting and dashboards, while stressing the importance of viewing revops as a strategic enabler. We also touch on ideal organisational design and the roles that make the ideal team.

Read more on this topic in the corresponding edition of Louis’ What's Broken in GTM and How to Fix It newsletter.

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