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

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

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

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

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

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

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

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

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

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