The Revenue Operations Playbook for Founders: Building high performance revenue teams in a rapidly scaling startup

The Revenue Operations Playbook for Founders: Building high performance revenue teams in a rapidly scaling startup

The average founder will go through 2.1 sales leaders between Series A and Series B. One of the reasons for this high failure rate is that founders with a product background are poor at hiring Go To Market leaders that can successfully take ownership of one of the most strategic parts of your business - generating revenue. Technical CEOs don't have the experience of scaling a Go To Market team, and you’ll need to rely on what you are told by the people you bring in to lead each function. You can easily fall into common traps that harm your ability to grow: You might be advised that generating revenue is all about selling, when you need to focus on helping your customers to buy. - You might hire overly-experienced GTM leaders too early, when right now you need someone focused on execution. - You might hire the right experience too late, with an over reliance on promoting in-experienced internal hires who are figuring it out for the first time.. - You might allow newly hired leaders to create their own silos, and suddenly one company feels like three. There is a transition underway in selling that is more transformational than at any time since the arrival of the internet. Today buyers have access to so much more information and are so much better connected to their peers, that it is no longer good enough for a company to sell well. This Revenue Operations Playbook is for you - a technical founder, a product-centric CEO, and will give you a clear overview of what is required to build a predictable, repeatable and consistent revenue engine. If you are in the immediate aftermath of your Series A funding this book will help you to lead the go to market function as the founder’s responsibility, before delegating aspects of the revenue engine to your new leaders. If you are at a later stage and the siloes have already crept in or you are experiencing failures in your go to market function, then this book will help you refocus and renew your revenue strategy. Whilst this playbook is applicable to many industries, my background is Enterprise SaaS and many of the lessons are drawn from that experience. Wherever you are on your founder journey, this playbook will ensure you can have an educated conversation with your leadership team, reduce the risk of siloes, missed targets and failed hires, and allow you to focus on the strategic direction of your company. Over 350 pages you will uncover: What Revenue Operations is and how it can impact your business - The Revenue Acceleration Flywheel - Filling the dark funnel with buyer content - Mapping your buyer's experience - Launching additional channels with partners - Accelerating your buyers' time to value with handovers and onboarding - Driving adoption by delivering customer value - Strategic testimonial and referral programs - Aligning your team with an integrated revenue strategy - Building your GTM org structure - Defining an integrated revenue process - Deploying technology to move faster - Enabling your revenue teams with plays - Deriving insights from data - Forecasting with accuracy - Centralising your reporting At the end you'll select your highest priority capabilities using the Revenue Acceleration Bullseye. This book is ideal for leaders in Series A and B companies planning their strategy, or Series C and beyond looking to recover their revenue strategy: CEOs - Co-Founders - Revenue Leaders - Aspiring Chief Revenue Officers - Chief Marketing Officers and Marketing Directors - VP Sales - VP Customer Success - VP Revenue Operations and anyone with an interest in RevOps