Revenue Operations

CHAPTER 14Practical Tools to Take Control of Your Revenue Cycle

Our goal in writing this book was ambitious – to teach the next generation of growth leaders a system to steadily drive growth in the twenty-first century.

In the first part of this book we defined Revenue Operations and its impact. In the next, we articulated the six key pillars that make up the management system for growth. Our goal was to help you decide which leadership model works best for aligning marketing, sales, and customer success in your business. We then outlined the building blocks of a Revenue Operating System. Here we provided a practical but durable framework to help you connect the dots across your technology, data, process, and team investments in ways that can help you grow faster at lower cost. This framework can help you prioritize the capital and operating investments you need to make to accelerate growth.

In this final section, we've brought it all together to get you started building your own system of growth. We introduced the concept of Smart Actions and provided you tools and examples to best implement Revenue Operations for your own company.

In chapter 11, we helped you identify a good place to get started on your journey. We outlined six Smart Actions that your organization can take to better align revenue teams, operations, systems, and processes to ignite growth. These represent the most common and financially viable steps the organizations we interviewed were taking. Individually, ...