Scaling RevOps in High Growth SaaS: Key Strategies from RevOps Expert ??
Scaling a company’s go-to-market strategy can be a daunting task, especially as businesses transition to new models like SaaS, navigate mergers, or attempt to align siloed teams. Often, companies struggle with disconnected processes, unreliable data, and inefficient communication between revenue-generating teams.
In this episode of The Revenue Lounge, we chat with Josh Pudnos , VP and Global Head of Revenue Operations at Exiger who shares his fascinating journey from public policy to leading revenue operations in tech. Josh provides invaluable insights into how companies can scale their go-to-market (GTM) strategies by building robust tech stacks, processes, and data systems that support growth.
Here are the key takeaways from our conversation with Josh:
Transitioning from Services to SaaS Requires Structural Change
?? When a company shifts from a services model to SaaS, it needs to realign siloed teams and integrate different sales motions into a unified, efficient system.
??? Josh discusses how operational challenges during this transition can be mitigated by aligning technology, processes, and leadership to support the new model.
The Role of RevOps in Mergers and Acquisitions
?? During mergers or acquisitions, the role of RevOps extends beyond technology and process integration. It involves aligning diverse business cultures and leadership philosophies.
?? Josh highlights that successful integration is more complex for RevOps due to the need to harmonize revenue-driving functions across teams.
Building Data Integrity is Foundational for Scale
?? Scaling a company requires trusted data. Without data integrity, strategic decisions such as pipeline forecasting become unreliable.
???? Josh advises that establishing reliable data sources, standardizing processes, and educating teams on proper data entry are essential for driving sustainable growth.
Effective Leadership Alignment Requires Communication
?? Josh emphasizes the importance of continuous communication between leadership teams to ensure alignment across sales, marketing, and customer success.
?? Regular touchpoints and clear internal communication are critical for ensuring all stakeholders are working toward the same goals.
Overcoming Siloed Functions in Go-to-Market Strategy
?? Siloed departments with their own metrics can hinder growth. Josh stresses the importance of aligning these departments around a cohesive go-to-market strategy.
?? This alignment allows teams to prioritize shared goals, such as growing Annual Recurring Revenue (ARR), which is key to a successful GTM strategy.
Building a Tech Stack for Growth
Josh also discusses the importance of building a robust tech stack to scale your business. Here are some key points:
Tech Stack as a Growth Enabler
??? The right technology, such as Salesforce, sales engagement platforms, and CPQ systems, can help streamline processes and provide the visibility needed for scaling.
?? Josh points out that these tools enhance operational efficiency and allow teams to make data-driven decisions.
Data-Driven Decision-Making Requires Trustworthy Data
?? For data-driven decisions to be effective, the data itself must be reliable and accurate.
??? Josh emphasizes that building trust in data across the organization involves standardizing data inputs, defining key metrics, and refining data analysis processes.
Iteration is Key to Process Improvement
?? Josh advises that process improvement isn’t a one-time activity. Teams must continuously review their processes and metrics, adjusting as the business evolves.
?? Iterating on lead scoring systems, sales processes, and customer success workflows is essential to maintaining alignment with business growth.
The Role of RevOps in Change Management
Scaling a business often requires major changes to processes and systems, but Josh also reminds us that the human element is critical. Here are Josh’s insights into change management:
Change Management is Essential for Success
?? Organizational transformation requires buy-in from leadership and teams, and success depends on iteration, communication, and celebrating small wins.
?? By fostering leadership support and continuously improving, RevOps can successfully drive organizational change.
Overcoming Resistance to New Processes
?? One of the toughest challenges for RevOps is ensuring adoption of new processes, especially at high-pressure times like the end of a quarter.
? Josh suggests that leadership buy-in is crucial for overcoming resistance and enforcing these changes.
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When Should Companies Implement RevOps?
RevOps is crucial at various stages of business growth, including:
Series A/B/C: ?? Implement RevOps early to build a strong foundation for scaling.
Employee Growth: ?? As your team expands, RevOps helps maintain alignment and clarity across functions.
Advice for Aspiring RevOps Leaders
Josh offers advice for those early in their RevOps careers:
Constant Learning and Networking
?? Building a strong network of RevOps peers is crucial for gaining diverse perspectives and staying ahead of industry trends.
Driving Alignment Across Functions
?? Aligning departments like sales, finance, and marketing requires understanding the emotions and perspectives of stakeholders.
"How can we have one set of data and understand it in the same way and be able to repeat that? That is ultimately the biggest challenge and the biggest key, I think, to revenue operations. The technology helps you get there. The strategies come out of that if you do that part well. And if you don’t do that well, the strategies and the analysis become much harder and maybe weaker.”
Ready to implement these strategies and scale your revenue operations?
Join this conversation ??? with host Randy Likas and learn how to drive growth through data, technology, and leadership alignment! ??
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