Unleasing ROI Course
A ten week course to teach professionals how to implement revenue operations within their business. Perfect for Series A to Series D growth startups. Companies with learning budgets inquire within.
Course Structure
10 week live instruction with other business leaders. Leverage your cohort, course materials, and office hours to accelerate your learning.
Revops Impact
Core responsibilities, a framework for Revenue Operations, RevOps tenets, organization structures, strategic impact vs tactical execution, prioritization and project management
Core responsibilities of Revenue Operations
Organization design structures and tenets
Strategic impact vs tactical execution
RUNNING A TIGHT SHIP
Operating cadences, process design, case management and SLAs, policies
The how and why of operating cadences
RevOps as the COO to the CRO
Tuning the rhythm of your business
THE FLYWHEEL
Customer lifecycle (awareness to renewal) designs, lead lifecycle, sales stages, implementation, customer success operations
Customer lifecycle (awareness to renewal) designs
Designing feedback loops into your revenue engine
Process and system design around your funnel
SETTING NORTH STARS
Executive alignment, setting goals (OKRs, V2MOM), defining North Star metrics, building a data dictionary, building a business review (MBR, QBR example)
Executive alignment frameworks
RevOps roadmap and project prioritization
Tying OKRs to actionable programs
BUILDING FOUNDATIONS
Infrastructure architecture, total cost of ownership, feature benefit analysis, project planning, RACI, sprints/agile management, change management
Infrastructure design and architecture
Running a successful vendor selection
Technical debt and Total Cost of Ownership
MARKETING ENGINE
Qualified vs non-qualified, sales stages, pipeline management (i.e. hygiene, stalled), sales cycle / deal velocity / cohort analysis, forecasting, win / loss reviews
Designing your top of funnel lifecycle: MQLs and MQAs
Ideal Customer Profile (ICP) and Personal Value Maps (PVMs)
Lead scoring and attribution models
CUSTOMER LOYALTY
Renewals management, customer value maps, offense vs defense (customer outreach vs support), case management, customer health scores / risk assessment, capacity planning: high touch vs low touch
Designing the sales motion
Territory design and administration
Pipeline velocity: hygiene, coverage, and win rates
PLANNING AND COMP
Running a successful Annual Plan, cross functional partnership, Compensation Design Principles
Designing the post-sales motion
High touch vs low touch support Tmodels
Renewal management and core CS and Support KPIs
PLANNING AND COMP
Running a successful Annual Plan, cross functional partnership, Compensation Design Principles
Total sales compensation impact to organization
Compensation plan elements
Pay mix, leverage, on target earnings, and over assignments
CAREER PATHING
Setting up your career pathing, leveling up by role
Leveling up the organization
Return on investment of a RevOps organization
Putting the last 10 weeks in perspective
Students
RevOps Impact's ten week Unleashing ROI course goes deep into how Revenue Operations can unlock value for any business immediately. This course partners with companies and communities to unleashing Revenue Operations Impact (ROI) through live instruction.
Companies
Provide your Revenue Operations team with a group learning experience. Take advantage of two options. First, work together in a cohort with other students. Second, a dedicated set of private workshops for just your team. Choose the option that works best for you. Group discounts available.
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