Cohort 11

Jeff Ignacio

VP Revenue Operations, Keystone AI

Unleashing Revenue Operations Impact

Lattice

Watershed

Hopin

Reddit

CB Insights

Develop a RevOps playbook you can immediately implement into your current org and make an immediate impact. Highly relevant for “teams of one” and “lean and mean startups”.

RevOps expertise in 10 weeks

This course is built for first time RevOps leaders, teams of one, and lean-and-mean startups.

Get out of the weeds and focus on the big picture

Become well versed across the wide variety of responsibilities of RevOps

Who is this course for

What you’ll get out of this course

Core responsibilities, a framework for Revenue Operations, RevOps tenets, organization structures, strategic impact vs tactical execution, prioritization and project management

Revenue Operations Impact

Operating cadences, process design, case management and SLAs, policies

Running a Tight Ship

Customer lifecycle (awareness to renewal) designs, lead lifecycle, sales stages, implementation, customer success operations

The Customer is Always Right

 

Executive alignment, setting goals (OKRs, V2MOM), defining North Star metrics, building a data dictionary, building a business review (MBR, QBR example)

Aligning the Stars - building business consensus

 

Infrastructure architecture, total cost of ownership, feature benefit analysis, project planning, RACI, sprints/agile management, change management

Strong Foundations Make for Strong Homes

 

Developing ICP, Personal Value Maps, segmentation, content management, campaign management, MQLs, lead scoring, lead grading, unit economics

The Marketing Engine

 

Qualified vs non-qualified, sales stages, pipeline management (i.e. hygiene, stalled), sales cycle / deal velocity / cohort analysis, forecasting, win / loss reviews

The Sales Engine

 

Renewals management, customer value maps, offense vs defense (customer outreach vs support), case management, customer health scores / risk assessment, capacity planning: high touch vs low touch

The Customer Success Engine

 

Running a successful Annual Plan, cross functional partnership, Compensation Design Principles

Planning and Compensation

 

Explore core unit economic concepts such as Customer Acquisition Cost, Lifetime Value, Payback Period, and Rule of 40.

Unit Economics

Provide a brief description for each module as a way to sell the value of what students will be learning throughout the course.

First Module

Second Module

Third Module

Course syllabus

Director of Commercial Operations, Antech Diagnostics

What people are saying

Meet your instructor

Tuesday, 1 hour lectureThursdays, 45 minutes office hours

Tuesdays & Thursdays

Course schedule

This course builds on live workshops and AMA style office hours

Active hands-on learning

Join a community of like-minded people who want to learn and grow alongside you

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About this course

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