Kieran is joined by Rosalyn Santa Elena, who shares insights from her experience in advising and scaling technology startups and large enterprise companies through the RevOps function.

They discuss the value of Revenue Operations, why it has become such a rapidly growing profession over the past few years, and why companies should be using it to align their people, processes and technology to achieve scale.

Rosalyn also talks through how she has made some of the biggest decisions in her career to get to where she is today and gives practical advice to people looking to unlock their own personal growth.

KEY TAKEAWAYS

- Revenue operations involves the infrastructure to support the entire revenue process and customer lifecycle across marketing, sales, customer success, and growth teams.

- People, processes, technology, data insights, and enablement are all critical components of revenue operations.

- Revenue operations has become more important due to complex go-to-market strategies, demanding buyers, SaaS business models, exploding data and technology.

- Revenue operations can help optimise the entire customer journey and break down organisational silos through strategic and operational alignment of teams.

- Conversion metrics and leading indicators are more important metrics to focus on than lagging metrics and activities when it comes to revenue operations.

- Stepping outside one's comfort zone and taking risks with career moves can provide valuable learning experiences and skill development.

- Important lessons learned include asking for help more often and getting comfortable with discomfort when taking on new roles.

- Companies should thoughtfully design their revenue operations strategy and structure based on their unique business needs and goals. There is no one-size-fits-all approach.

VALUABLE RESOURCES

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https://scalestation.io/free-website-grader

ABOUT KIERAN

Kieran Krohn is a renowned GTM professional, entrepreneur, investor and business growth expert.

His background is growing and scaling HubSpot’s business in Australia and New Zealand by developing their partner ecosystem. Over the last decade, he has held a number of roles in channel and direct sales as well as leadership where he built a high performing sales team.

He has been awarded key accolades as the top performer 4x in the region and achieved Presidents Club 7x consecutively.

His mission is to help business founders achieve the freedom they set out to when they left the corporate world, and build valuable businesses that will create financial certainty for generations to come.

Connect with Kieran on LinkedIn:

https://www.linkedin.com/in/kierankrohn