Revenue Operations

CHAPTER 10Tune the Revenue Operating System to Get Maximum Performance

As with any machine, digital technology provides us with different mechanisms to control outcomes. Some of these are inherent to the configuration of the machine. Others are levers that create immediate change. In a car, for example, you can now modulate your drive mode and speed to get more fuel economy on long trips. Shift torque ratios and gears to get more horsepower in a race. Stiffen your suspension and center of gravity to get more agility around curves. Achieving these different performance outcomes involves adjusting variables like torque, fuel and oxygen intake, transmission ratios, and suspension stiffness. These actions used to be done with a clutch, gas pedal, and a gear shifter. More and more these are managed by a computer.

For a computer – you might want battery life for long plane flights, processing power for data management, high-pixel screens for gaming and VR experiences. This requires adjusting variables like energy output, memory usage, processing resources, and screen configuration. The dials and sliders that control these variables are easy to find on the control panel on a modern computer.

Your Revenue Operating System is no different. We've already shown you how to build the right configuration. Now we will discuss how you can tune the dials to maximize performance.

Selling systems can generate vastly different outcomes based on how variables like channel mix, customer treatment ...