Revenue Operations

CHAPTER 12Tailor Revenue Operations to Work for Your Business, Big or Small

How Revenue Operations Can Grow Revenues, Profits, and Value in Your Business

Any business can unlock more growth and value from their existing revenue teams and growth assets by building the Revenue Operations commercial model outlined in this book.

That said, every business has a unique history, circumstances, and situation offering opportunities and challenges for growth. Revenue Operations can and has accelerated revenue, profit, and value for businesses of all sizes – highlighting lessons and nuances that you can use in your particular business. For example:

• Executives leading large, complex enterprises can become more nimble and agile by breaking down functional silos; leveraging prescriptive insights to improve the speed, engagement, and productivity of their selling teams; and demanding higher returns on their data, technology, and content assets.
• CEOs in slow-growth industries can generate higher valuations by focusing their revenue teams around a more precise assessment of high-opportunity clients; by creating a culture of continuous improvement in the commercial process; and by eliminating price, margin, and revenue leakage along their customer journeys.
• Organizations undergoing business model transformation can accelerate the shift to a more predictable and profitable recurring revenue model by aligning sales, marketing, and customer teams around a common purpose of generating customer ...