As Leaders of growth, the most consequential decisions we make revolve around where we invest our time, money and resources. With low barriers to entry and increasing competition brought on by digitization, our competitive advantage is often defined by where we place our chips on the table.
As the Shepherd of profitable revenue growth, Revenue Operations facilitates the go-to-market planning process to ensure customer-facing resources are proportionally aligned with the market opportunity across both new and existing accounts. With a clear definition and understanding of your ideal customer and unit economics, Revenue Operations helps develop the resource coverage and capacity model for customer-facing resources and brings transparency and accountability to the revenue planning process.
“The sun’s rays do not burn until brought to a focus”
Target Addressable Market
High performing companies align on the problems they solve for customers and the unit economics of selling and servicing their ideal customer profile.
Align on the use cases for their products and services.
Align on the ideal customer profile based on where they can win profitably.
Align on the unit economics of selling and servicing the customer.
Account Coverage
High performing companies invest in direct and indirect capacity to cover their addressable market and hit the targets in their revenue plan.
Invest in sales headcount based on a well-defined account coverage model.
Invest in an engagement model to allocate subject matter experts to the highest and best use.
Invest in relationships with partners to address key capability gaps.
GTM Strategy
High performing companies execute clearly defined plans and projects with specific targets, timelines and ownership.
Execute and adjust planned headcount investments based on business performance.
Execute and monitor the impact of the strategic projects which drive the revenue plan.
Execute and measure the impact of key partnerships in the GTM plan.