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Revenue Operations Manual How to Build a High-Growth, Predictable and Scalable Business

Adint, Laura Lane, Sean
Heftet / 2024 / Engelsk

Produktdetaljer

ISBN
9781398616769
Publisert
2024-09-03
Utgiver
Kogan Page Ltd
Vekt
520 gr
Høyde
234 mm
Bredde
156 mm
Dybde
22 mm
Aldersnivå
U, P, 05, 06
Språk
Product language
Engelsk
Format
Product format
Heftet
Antall sider
344

Forfatter
Adint, Laura
Lane, Sean

Biografisk notat

Sean Lane is a Founding Partner at BeaconGTM, host of the "Operations with Sean Lane" podcast, and is based in Boston, Massachusetts. He has spent more than a decade building Revenue Operations teams at fast-growing B2B software companies, including Drift and Upserve. Laura Adint is currently a partner and operations executive for a financial services company in Los Gatos, California. With over 25 years of experience, her prior roles included Vice President of Field Operations at Drift, and Vice President of Sales and Services Operations at Adaptive Insights (a Workday company).

Revenue Operations Manual How to Build a High-Growth, Predictable and Scalable Business

Adint, Laura Lane, Sean
Heftet / 2024 / Engelsk
Adint, Laura Lane, Sean
Heftet / 2024 / Engelsk
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"As we face stratospheric growth and evolution in technology, <i><b>The Revenue Operations Manual</b></i>, written by <b>Sean Lane</b> and <b>Laura Adint</b>, masterfully illustrates the importance of human capital in conjunction with automation and why it is critical to build high functioning and strategic operating teams. People matter and this book takes an all-encompassing approach towards guiding the significant transition of your team's ability to maximize efficiency and drive productive business outcomes."

Rochelle Webb, CEO, Optimist Made

"<b>Sean Lane</b> and <b>Laura Adint</b> have delivered an essential playbook in <i><b>The Revenue Operations Manual</b></i>. It's packed with insights that can transform your approach not just to RevOps but to overall revenue growth. This book is an invaluable resource for anyone in the field."

David Cancel, Co-Founder and Executive Chairman, Drift

"Nailing Revenue Operations is a key part of scaling go-to market in the right way. <b>Sean </b>and <b>Laura</b> have distilled their extensive experience into an essential resource for leaders looking to streamline processes, foster alignment, and unlock sustainable growth."

Mallun Yen, Founder & General Partner, Operator Collective

Se alle

"<i><b>The Revenue Operations Manual</b> </i>provides a modern primer for outcome-oriented RevOps leaders focused on business growth without chaos. The templates, tips, and self-reflection questions covered in each section are extremely practical. Highly recommend internalizing the 'Operating Rhythms' covered -- the secret to success in revenue operations is ultimately consistent and repeatable process and routines."

Amar Doshi, SVP of Product, 6sense

"There wasn't a definitive guide to Revenue Operations when I started, there is now. If you need to drive scalable and efficient growth, this book helps you align tech and teams to do just that. <b>Sean Lane</b> and <b>Laura Adint </b>share insights from top industry experts, so if you're serious about scaling RevOps, this book is for you."

Toni Hohlbein, CEO and Co-Founder, Growblocks

"<i><b>The Revenue Operations Manual</b> </i>is an indispensable resource for any RevOps operator focused on achieving operational excellence and sustainable growth. <b>Sean Lane</b> and <b>Laura Adint </b>expertly guide readers through the complexities of aligning teams, leveraging technology, crafting effective strategies, and so much more. A true must-read for anyone serious about mastering Revenue Operations."

John Pasvankias, Vice President of Revenue Operations, Ramp

"<i><b>The Revenue Operations Manual</b> </i>is a definitive playbook for anyone looking to master the art of Revenue Operations. This book offers not just the theory but the practical steps and wisdom from some of the top practitioners in the industry. It's a must-read for those committed to driving business growth through operational excellence."

Sangram Vajre, CEO, GTM Partners

"I know of no other strategic function more worthy of C-suite attention and investment than RevOps. And now, thanks to two of the industry's most accomplished Revenue Operators - <b>Sean Lane</b> and <b>Laura Adint</b> - RevOps has its bible."

Andy Byrne, CEO, Clari

"<i><b>The Revenue Operations Manual</b> </i>is a must-read for any startup looking to scale efficiently. This book provides a tactical roadmap for aligning teams, processes, and technologies to drive predictable revenue growth. A true guide from practitioners who've done it!"

Mark Roberge, Co-Founder, Stage 2 Capital

WINNER: Axiom Business Book Award 2025 - Bronze Medal, Sales DISTINGUISHED FAVORITE: NYC Big Book Award 2025 - Sales & Marketing Growing a business is a team sport, and Revenue Operations - the number 1 fastest-growing job on LinkedIn - is how you can deliver that growth. Learn how to bring revenue-generating teams, business context, and technology together to build a high-achieving, predictable and scalable revenue machine. The Revenue Operations Manual takes you through every aspect of this evolving function, whether that's understanding what exactly it is, or how to effectively build your team, technology and partnerships to ensure your go-to-market strategies support business goals and revenue growth. Using case studies, examples of best practices (and of what not to do), this book offers expertise and interviews from world-class operators and provides a blueprint on the mindset required to build and scale this critical business function. Understand the value that Revenue Operations can bring to your business, the right time to invest in it, and how to maximize the outcomes this team can drive.
Les mer
Revolutionize your go-to-market strategies and drive growth by transforming your revenue-generating teams into a high-performing, well-oiled machine with this practical how-to guide.
    • Chapter - 00: Introduction: The Revenue Operations Mindset
  • Section - ONE: Build Your Knowledge
    • Chapter - 01: When is it Time to Invest in RevOps?
    • Chapter - 02: Know Your Numbers
    • Chapter - 03: Know What Your Company Sells
  • Section - TWO: Build Your Business
    • Chapter - 04: The Importance of Operating Rhythms: The Routines, Meetings, and Cadences to Help You Hit Your Numbers
    • Chapter - 05: Designing and Instrumenting the Customer Journey
    • Chapter - 06: The Building Blocks of the Modern Tech Stack
    • Chapter - 07: How to Make Internal Changes that Actually Stick
    • Chapter - 08: The Art and Science of Forecasting
    • Chapter - 09: Annual Planning and the Art of the "Fiscal Year Flip"
    • Chapter - 10: Why Variable Compensation Design is Key to Incentivizing the Right Behavior
    • Chapter - 11: Goal Setting in RevOps
    • Chapter - 12: Data, Data, and More Data: The Evolution from Reporting to Insight to Prediction
    • Chapter - 13: What Happens When Things Break: How to Look Around Corners and Plan for Your Own Mistakes
  • Section - THREE: Build Your Partnerships
    • Chapter - 14: Strategic Partner vs. Support Function: The Choice is Yours
    • Chapter - 15: Go Beyond Sales: The Importance of Cross-Functional Relationships
    • Chapter - 16: Get Your Partners Involved: Make Sure You Have Them "Crack an Egg"
    • Chapter - 17: Designing Your Processes with the End User in Mind
    • Chapter - 18: Blurred Lines: Where Does Training & Enablement Fit With a Revenue Operations Team?
  • Section - FOUR: Build Your Team
    • Chapter - 19: Staffing Your Team: What Makes a Good Revenue Operator?
    • Chapter - 20: Choosing the Right Organizational Structure
    • Chapter - 21: Management Philosophies: It’s all about the People, Silly
    • Chapter - 22: Speed Isn’t Always the Answer: Slow is Smooth, Smooth is Fast
    • Chapter - 23: Managing Expectations and Priorities: How to Say No
    • Chapter - 24: Get Outside of Your 4 Walls: The Importance of Seeking Out Role Models
    • Chapter - 25: Perfection is an Illusion: Instilling the "Better, Better, Never Done" Mentality
Les mer
Explains what revenue operations is and the opportunities this developing function can offer your business

Relaterte produkter

"As we face stratospheric growth and evolution in technology, <i><b>The Revenue Operations Manual</b></i>, written by <b>Sean Lane</b> and <b>Laura Adint</b>, masterfully illustrates the importance of human capital in conjunction with automation and why it is critical to build high functioning and strategic operating teams. People matter and this book takes an all-encompassing approach towards guiding the significant transition of your team's ability to maximize efficiency and drive productive business outcomes."

Rochelle Webb, CEO, Optimist Made

"<b>Sean Lane</b> and <b>Laura Adint</b> have delivered an essential playbook in <i><b>The Revenue Operations Manual</b></i>. It's packed with insights that can transform your approach not just to RevOps but to overall revenue growth. This book is an invaluable resource for anyone in the field."

David Cancel, Co-Founder and Executive Chairman, Drift

"Nailing Revenue Operations is a key part of scaling go-to market in the right way. <b>Sean </b>and <b>Laura</b> have distilled their extensive experience into an essential resource for leaders looking to streamline processes, foster alignment, and unlock sustainable growth."

Mallun Yen, Founder & General Partner, Operator Collective

Se alle

"<i><b>The Revenue Operations Manual</b> </i>provides a modern primer for outcome-oriented RevOps leaders focused on business growth without chaos. The templates, tips, and self-reflection questions covered in each section are extremely practical. Highly recommend internalizing the 'Operating Rhythms' covered -- the secret to success in revenue operations is ultimately consistent and repeatable process and routines."

Amar Doshi, SVP of Product, 6sense

"There wasn't a definitive guide to Revenue Operations when I started, there is now. If you need to drive scalable and efficient growth, this book helps you align tech and teams to do just that. <b>Sean Lane</b> and <b>Laura Adint </b>share insights from top industry experts, so if you're serious about scaling RevOps, this book is for you."

Toni Hohlbein, CEO and Co-Founder, Growblocks

"<i><b>The Revenue Operations Manual</b> </i>is an indispensable resource for any RevOps operator focused on achieving operational excellence and sustainable growth. <b>Sean Lane</b> and <b>Laura Adint </b>expertly guide readers through the complexities of aligning teams, leveraging technology, crafting effective strategies, and so much more. A true must-read for anyone serious about mastering Revenue Operations."

John Pasvankias, Vice President of Revenue Operations, Ramp

"<i><b>The Revenue Operations Manual</b> </i>is a definitive playbook for anyone looking to master the art of Revenue Operations. This book offers not just the theory but the practical steps and wisdom from some of the top practitioners in the industry. It's a must-read for those committed to driving business growth through operational excellence."

Sangram Vajre, CEO, GTM Partners

"I know of no other strategic function more worthy of C-suite attention and investment than RevOps. And now, thanks to two of the industry's most accomplished Revenue Operators - <b>Sean Lane</b> and <b>Laura Adint</b> - RevOps has its bible."

Andy Byrne, CEO, Clari

"<i><b>The Revenue Operations Manual</b> </i>is a must-read for any startup looking to scale efficiently. This book provides a tactical roadmap for aligning teams, processes, and technologies to drive predictable revenue growth. A true guide from practitioners who've done it!"

Mark Roberge, Co-Founder, Stage 2 Capital

WINNER: Axiom Business Book Award 2025 - Bronze Medal, Sales DISTINGUISHED FAVORITE: NYC Big Book Award 2025 - Sales & Marketing Growing a business is a team sport, and Revenue Operations - the number 1 fastest-growing job on LinkedIn - is how you can deliver that growth. Learn how to bring revenue-generating teams, business context, and technology together to build a high-achieving, predictable and scalable revenue machine. The Revenue Operations Manual takes you through every aspect of this evolving function, whether that's understanding what exactly it is, or how to effectively build your team, technology and partnerships to ensure your go-to-market strategies support business goals and revenue growth. Using case studies, examples of best practices (and of what not to do), this book offers expertise and interviews from world-class operators and provides a blueprint on the mindset required to build and scale this critical business function. Understand the value that Revenue Operations can bring to your business, the right time to invest in it, and how to maximize the outcomes this team can drive.
Les mer
Revolutionize your go-to-market strategies and drive growth by transforming your revenue-generating teams into a high-performing, well-oiled machine with this practical how-to guide.
    • Chapter - 00: Introduction: The Revenue Operations Mindset
  • Section - ONE: Build Your Knowledge
    • Chapter - 01: When is it Time to Invest in RevOps?
    • Chapter - 02: Know Your Numbers
    • Chapter - 03: Know What Your Company Sells
  • Section - TWO: Build Your Business
    • Chapter - 04: The Importance of Operating Rhythms: The Routines, Meetings, and Cadences to Help You Hit Your Numbers
    • Chapter - 05: Designing and Instrumenting the Customer Journey
    • Chapter - 06: The Building Blocks of the Modern Tech Stack
    • Chapter - 07: How to Make Internal Changes that Actually Stick
    • Chapter - 08: The Art and Science of Forecasting
    • Chapter - 09: Annual Planning and the Art of the "Fiscal Year Flip"
    • Chapter - 10: Why Variable Compensation Design is Key to Incentivizing the Right Behavior
    • Chapter - 11: Goal Setting in RevOps
    • Chapter - 12: Data, Data, and More Data: The Evolution from Reporting to Insight to Prediction
    • Chapter - 13: What Happens When Things Break: How to Look Around Corners and Plan for Your Own Mistakes
  • Section - THREE: Build Your Partnerships
    • Chapter - 14: Strategic Partner vs. Support Function: The Choice is Yours
    • Chapter - 15: Go Beyond Sales: The Importance of Cross-Functional Relationships
    • Chapter - 16: Get Your Partners Involved: Make Sure You Have Them "Crack an Egg"
    • Chapter - 17: Designing Your Processes with the End User in Mind
    • Chapter - 18: Blurred Lines: Where Does Training & Enablement Fit With a Revenue Operations Team?
  • Section - FOUR: Build Your Team
    • Chapter - 19: Staffing Your Team: What Makes a Good Revenue Operator?
    • Chapter - 20: Choosing the Right Organizational Structure
    • Chapter - 21: Management Philosophies: It’s all about the People, Silly
    • Chapter - 22: Speed Isn’t Always the Answer: Slow is Smooth, Smooth is Fast
    • Chapter - 23: Managing Expectations and Priorities: How to Say No
    • Chapter - 24: Get Outside of Your 4 Walls: The Importance of Seeking Out Role Models
    • Chapter - 25: Perfection is an Illusion: Instilling the "Better, Better, Never Done" Mentality
Les mer
Explains what revenue operations is and the opportunities this developing function can offer your business

Produktdetaljer

ISBN
9781398616769
Publisert
2024-09-03
Utgiver
Kogan Page Ltd
Vekt
520 gr
Høyde
234 mm
Bredde
156 mm
Dybde
22 mm
Aldersnivå
U, P, 05, 06
Språk
Product language
Engelsk
Format
Product format
Heftet
Antall sider
344

Forfatter
Adint, Laura
Lane, Sean

Biografisk notat

Sean Lane is a Founding Partner at BeaconGTM, host of the "Operations with Sean Lane" podcast, and is based in Boston, Massachusetts. He has spent more than a decade building Revenue Operations teams at fast-growing B2B software companies, including Drift and Upserve. Laura Adint is currently a partner and operations executive for a financial services company in Los Gatos, California. With over 25 years of experience, her prior roles included Vice President of Field Operations at Drift, and Vice President of Sales and Services Operations at Adaptive Insights (a Workday company).

Relaterte produkter