RevOps is often seen as a tactical internal supporting role to the marketing, sales and customer success leaders.

Instead I see Revenue Operations as a strategic role and propose a way of repositioning as revenue development.

Gartner just published their 2023 Software Buying Trends report and it provides valuable insight to revenue leaders.

I pick my highlights and share access to the full report.

Having found Product Market Fit and raised Series A, now is the time to re-assess your current and future customer segments and develop unique value propositions to support their individual needs.

At the start of the buying process buyers rely on peers, analysts and review platforms.

As they move into solution design and validation they rely on vendor architects and technical resources.

Let’s look at how you match your GTM motion to support them.

G2’s Buyer Behavior Report highlights that buyers are continuing to spend, but that they are focused on getting a return on that investment within 6 months.

I look into this and more of the findings from the report in this article.

Looking outside in from your customer’s perspective using a Business Model Canvas helps your team define new ways of delivering value to customers, or refining your current model.

Here’s how the workshop guides your team’s thinking.

Digital selling is a critical skill and Digital Sales Rooms are the technology that enables it.

Here are seven tips to help your team get the most success from your DSR program.

Recent data from TheSaaSCFO shows that during the journey from $3m to $10m ARR many companies switch from HubSpot to Salesforce.

In this article I share the data and look at what drives that change.

I look at the top charts from the latest Frontline Ventures European Expansion report.

Find out when top performing US companies make the move to Europe, where they come to, and how the staff their teams when they arrive.

Every company is a data company, and at this week’s Snowflake Summit and Salesforce World Tour two vendors shared their visions for the future of data.

I share specific actions you can take as a leader to incorporate data into your strategy.

Founders are increasingly measured on metrics that look at efficiency over pure ARR growth.

I look at slides presented by Dave Kellogg and Michael Lavner of Balderton Capital and suggest how revenue leaders can influence these metrics.

Gong is more than a sales coaching tool. At scale your call recording data can help you improve the key business metrics you are reporting to investors.

In this article you’ll learn seven examples to get you on your way.

Customer interviews typically focus on the user or the administrator of a product.

As you scale into the enterprise, new products or new geographies there are three other important influencers to speak with.

Scaling from $10m to $30m ARR requires an increased focus on predictability and repeatability as you open international offices and launch new products.

In this article you’ll learn how expanding your Revenue Operations team is a critical factor on your journey from Series B to Series C.

In PLG, getting your customer to a moment that matters in a couple of minutes determines whether they turn from explorer to user.

Here are three examples from HubSpot, Reveal and Aligned.

Retailers need to grab your attention and encourage to you buy products you hadn’t planned on buying.

Here are three techniques that you can borrow for your SaaS business.

RevOps is a new term. 90% of senior executives can’t explain exactly what it is or how it can improve their business.

Here are five key ways RevOps directly affects the CEO role as you scale your business.

Scaling your business from $3m to $10m ARR is an entirely new challenge as you move from experimentation to driving predictability and repeatability in your Go To Market teams.

In this article you’ll learn how Revenue Operations is an essential component on your journey to Series B.

With an average of 75 SaaS products companies are wasting money with underused and poorly negotiated contracts.

Vertice can help you understand where you are wasting money and negotiate better deals on your behalf.

Two contrarian views to the default customer success strategy followed by most SaaS businesses.

Frank Slootman of Snowflake and Jason Lemkin of SaaStr challenge the CSM role.