I'm looking for feedback

A detailed, tactical course on RevOps

I’ve been working on putting together the RevOps Impact playbook the last few months. I’ve dripped a bit of the content in a few of my recent articles (developing an operating cadence, the process of building process, and revops succeeds when working backwards). If you’re up for it, I’d love some real time feedback on a ten week course itinerary I’m building out for a virtual, live instruction course. Is there anything you’d add? Change?

Also, I promise I will release this week’s article today. I’m a bit behind on shipping it out so it may drop tonight in your inbox. Thanks!

Itinerary:

• Week 1: Revenue Operations Impact

  • Core responsibilities, a framework for Revenue Operations, RevOps tenets, organization structures, strategic impact vs tactical execution, prioritization and project management

• Week 2: Running a Tight Ship

  • Operating cadences, process design, case management and SLAs, policies

• Week 3: The Customer is Always Right

  • Customer lifecycle (awareness to renewal) designs, lead lifecycle, sales stages, implementation, customer success operations

• Week 4: Aligning the Stars - building business consensus

  • Executive alignment, setting goals (OKRs, V2MOM), defining North Star metrics, building a data dictionary, building a business review (MBR, QBR example)

• Week 5: Strong Foundations Make for Strong Homes

  • Infrastructure architecture, total cost of ownership, feature benefit analysis, project planning, RACI, sprints/agile management, change management

• Week 6: The Marketing Engine

  • Developing ICP, Personal Value Maps, segmentation, content management, campaign management, MQLs, lead scoring, lead grading, unit economics

• Week 7: The Sales Engine

  • Qualified vs non-qualified, sales stages, pipeline management (i.e. hygiene, stalled), sales cycle / deal velocity / cohort analysis, forecasting, win / loss reviews

• Week 8: The Customer Success Engine

  • 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

• Week 9: Planning and Compensation

  • Running a successful Annual Plan, cross functional partnership, Compensation Design Principles

• Week 10: Scaling Revenue Operations

  • Organization design choices, redefining responsibilities, expanding team, skilling up the current team

Each course will feature:

• Take home slides

• Live instruction

• Q&A

• Certification post course success

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A word on the Patreon Group

Thanks for reading all the way to this point. If you’re interested in diving deeper and want to get your hands on some real life templates then consider joining the RevOps Rehab Patreon group. We meet on a bi-weekly basis to talk about anything on your mind. Consider joining us today: www.patreon.com/revopsrehab. Full Substack posts are also posted on the Patreon.