
The Revenue Operations Manual
How to Build a High-Growth, Predictable and Scalable Business
Kogan Page Ltd (Publisher)
1st Edition
Published on 3. September 2024
Book
Hardback
344 pages
978-1-3986-1678-3 (ISBN)
Description
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.
Reviews / Votes
"As we face stratospheric growth and evolution in technology, The Revenue Operations Manual , written by Sean Lane and Laura Adint, 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."More details
Language
English
Place of publication
London
United Kingdom
Target group
College/higher education
Professional and scholarly
Product notice
Cloth over boards
Dimensions
Height: 240 mm
Width: 161 mm
Thickness: 23 mm
Weight
681 gr
ISBN-13
978-1-3986-1678-3 (9781398616783)
Schweitzer Classification
Other editions
Additional editions

Laura Adint | Sean Lane
The Revenue Operations Manual
How to Build a High-Growth, Predictable and Scalable Business
Book
09/2024
1st Edition
Kogan Page Ltd
€37.50
Available immediately
Persons
Author
Laura Adint is currently a partner and operations executive for a financial services company in Los Gatos, CA. 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).
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.
Content
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- 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
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- 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