RevOps and Hops: Recent Episodes
Patrick Campbell, Michael Klett, Dan Callahan, Steve Cerasoli
Patrick Campbell (Founder, CEO, ProfitWell) and Michael Klett (Co-Founder, CTO, Chargify) get together to demystify and deconstruct RevOps with insight from industry leaders who are pioneering the field. Join them on the RevOps mission as they float down the San Antonio River consuming craft beers and conducting exclusive interviews to lay the foundation for RevOps success.
Key takeaways
- You need to find the right number of SaaS tools in the context of helping your customers
- Find the tool that fits the solution that you are going for, not the ego of the person buying it
- It’s ok to overspend, as long as people are using the tool the right way and it’s benefiting the customer, it will pay off
- People do things differently but getting their buy-in and understanding where they are coming from will lead to better alignment and communication
- Prioritization can sometimes lack when it comes to pricing but with 60 products, you have to prioritize
- Understand what levers you’re going to pull with pricing, even if it’s one product
- The idea of a chief diplomat and bringing every delegate to the table when it comes to pricing - get buy in
- Value doesn’t go away, it just migrates
Key Takeaways
- Delighting the customer is what really leads to success (retention/expansion)
- Customer delight needs to be a company-wide culture phenomenon
- Each customer touch point you have should be a building conversation, not a repeat of the last
- Bring in customer success during the sale to avoid repetition and create clarity
- Armando believes revenue growth is the most decisive measure of growth; however, there are important metrics to keep track of per stage of growth.
- You don’t have to reinvent the wheel. The functions are already there. (History shows us that, especially with the rise of RevOps.)
- Everything is going to change and break at different stages
- Adapt if things break.
- KPIs will change over time and it’s not going to be perfect.
Topics we cover:
- Generalists vs specialist. Both impactful in their own way, but having a generalist that can do it all, will help with RevOps.
- “Know what you don’t know.” Learn how to be nimble and do other things.
- Centralization—when you bring all your teams together, you lose the silo syndrome.
- Beat your competitors through implementing operations to get ahead.
Topics covered in this episode
- Scott has a methodical approach to RevOps at Chargify.
- Customer outcomes somewhat interchange with the idea of RevOps.
- Customer outcomes—the success your customers are having because your product is having an impact on their business, in turn, providing the revenue.
- Get your product and engineering team to buy into the importance of RevOps by showing them the impact their work has on the customer.
- Although sales, marketing, and customer success teams are hitting their goal, it doesn’t always mean the business is.
- Align each team with the same goals
Here's what we cover:
- RevOps is a centralized function that helps recognize and align revenue from sales, marketing, and customer success.
- RevOps isn’t new—some form of revenue operations has been around for a very long time, it simply lacked a title.
- RevOps is one of the fastest growing job titles in the SaaS world.
- Businesses need permission to get out of their silos and enable revenue operations.
- MRR is the best way to start measuring revenue but as you grow, different metrics will come into play.
- You need a RevOps team or manager focused on revenue. They will help align teams and all the different metrics.
Welcome to the first episode of RevOps and Hops, a show that breaks down everything about Revenue Operations while enjoying some of the best hops around. Sit down with Chargify CTO Michael Klett and Patrick, as they unravel the mysteries of RevOps.
In this episode they discuss the relationship between RevOps and marketing with Dave Rogenmoser, CEO of Proof, and how it’s not just marketing or sales anymore—it’s about helping. Some talking points below. (edited)
- Being authentic with the customer hits home. It’s not marketing or sales anymore, it’s about helping.
- You can’t have a relationship without authenticity.
- Market past the conversion to keep those customers around longer and boost LTV.
- Someone who runs RevOps needs to care about every section of the flywheel.
While “RevOps” has rapidly risen to prominence in the SaaS community, it's still a foreign concept for many CROs, founders, and operators in the revenue operations world.
In RevOps and Hops, ProfitWell's Patrick Campbell and Chargify's Michael Klett demystify and deconstruct RevOps with insight from industry leaders who are pioneering the field. Join them on the RevOps mission as we float down the San Antonio River consuming craft beers and conducting exclusive interviews to lay the foundation for RevOps success.