Ron Feathers

Watch our fireside chat with Sandeep Singh and our CEO Joe Parlett outlining seven key best practices for effective revenue enablement: 1. Have a well-defined revenue enablement plan aligned with business objectives and major events/milestones. 2. Provide role-specific, tailored training for different roles like AEs, SDRs, and CSMs rather than recycling generic content. 3. Collaborate cross-functionally and vertically when creating enablement content, involving teams like product, finance, legal, HR etc. 4. Offer a variety of content types beyond just product features - include sales methodology, soft skills, compensation details etc. 5. Utilize multiple training delivery formats like e-learning, videos, workshops, and guest speakers for better engagement. 7. Invest in enablement technology tools like LMSs and AI-powered solutions. 8. Define and measure enablement KPIs in addition to standard revenue metrics. https://lnkd.in/gSeMjQZj

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📈 If you’re an #SRE working with PagerDuty, you’re likely familiar with add-on fees and monthly invoices that climb higher and higher. While PagerDuty provides basic #alerting and on-call scheduling, SREs are often left paying for multiple extras, with minimal support for advanced #IncidentManagement. Our blog post dives deep into the true cost of #PagerDuty, breaking down the features (and limitations) of each plan and why the promised ROI may not measure up. 👉 https://hubs.ly/Q02WFDNc0

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In episode #153, I tackle bookings data. I see problems over and over in how SaaS companies track or don’t track bookings data. - New ARR - Expansion ARR - Contraction ARR - Renewals - Feed S&M metrics Primer on software bookings: https://lnkd.in/gRW6AWsm Listen to the episode here: https://rpb.li/2p1v #SaaS

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SaaS teams aren’t stagnant, and their compensation plans shouldn’t be either. But the two rarely stay aligned as targets, teams, and the market change. Historically, it’s been too hard to adapt and introduce plan changes without major disruption to sales, operations, and payout processes. That is… until now. Today, we are excited to announce major platform enhancements that give Sales, Finance, and RevOps leaders adaptability and usability in a commission tracking platform. Features like a first-of-its-kind Mapping Manager that allows users to build data logic once in a template, save it, and re-use it anytime they need to add a new comp plan and connect to its data source. (A massive time saver.) Our Manager Plans and Dynamic Team Assignments are designed to seamlessly support the shifts that occur when reps transition between teams. These features ensure that your compensation plans stay aligned with your evolving team structure. And a new multi-level approval process ensures that by the time Finance gives its final sign-off on commission earnings, reps and sales leadership have already seen and approved their earnings, streamlining the payout process while giving reps more ownership over their commissions. We are constantly listening to our customers and evolving QuotaPath to address their biggest pain points. Thank you to everyone who contributed to today’s announcement, which positions QuotaPath as the most adaptable commission software on the market. Check it out below. #RevOps #commissions #software #adaptability

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Check out cofounder Bryan Brown's thoughts on the Gainsight blog on customer success as a revenue center that is central to the GTM team: https://lnkd.in/g6aV8V85 Is your team ready to align on customer growth? Read the post to get 6 questions you should ask yourselves at your next GTM exec meeting! Download the full report on customer-led growth from the 💬 #customerledgrowth #GTM

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What does successful forecasting look like? Forecasting was a manual process at Okta, packed with inconsistencies and reduced to the current quarter. Reps made their “best guess.” Then, they came to Clari. Together, we worked to: - Establish new metrics - Create a meeting cadence - Involve cross-functional stakeholders - Set up a technology platform (Clari) to manage it all Today, Okta teams operate with a single dashboard and a single source of truth. “Best guess” has been replaced by “best in class.”

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What's it really like working with RevPartners? Take it from one of our partners (customers). An enterprise billing platform. Have multiple customers over $300M in ARR. They do dozens of large-scale implementations a year. And their leadership doesn't look any further than RP to implement the science of sustainable revenue growth. Why? Their faith was born in working with Hannah Rubin. Hannah takes a "doctor, not a waiter" approach to strategy. She's super genuine with our partners, and makes sure to make EVERYTHING accessible. This partner worked with Hannah daily for nearly six months. Hannah supported a variety of projects, from strategy to implementation Direct quote: "The bonus, she's an awesome human! Hannah is the reason I looked no further than RP!" Oh...and the kicker? This leader is on a "personal crusade" to evangelize HubSpot (and influence others to leave Salesforce) so that even more of her customers can work with RP. We love to hear feedback like this, but we REALLY love when we can help our partners grow by optimizing their HubSpot instance and strategizing for success. Happy Friday and keep being AWESOME, RPers! 🤠 🤠 🤠

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🌟 Meet Karen Werner, one of our Customer Success Managers! 🌟   Karen loves to tackle our customers’ biggest challenges. Here’s what she had to share: “What I love most about being a CSM at Apryse is helping our customers achieve their goals. I use problem-solving skills to tackle challenges and provide tailored support to meet each customer’s unique needs. It’s so rewarding to develop long-term connections with customers and watch their success grow over time!” Karen, thanks for helping our customers reach their goals! 🙌 #CustomerServiceWeek #ApryseSupport #CustomerSuccess   

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Pro tip: actually helping your customers is a thing that works! In fact, it works so well that companies that prioritize customer success see a 24% lower churn rate 😱 Who wouldn't want that? At HelpGhost, we're building a platform that makes it ridiculously easy to deliver top-notch support, because apparently, that's a thing that companies should do. Stay tuned for the future of customer success at HelpGhost.ai 👻

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RevOps Unboxed arrives with another episode! 🎯 This week, Sandy speaks to Roderick Jefferson about reducing friction between RevOps and enablement. 📊 The pair dive into how RevOps and revenue enablement should work together, removing friction and building the relationship, the challenges with gaining buy-in, and more. 🧠 Listen now 🎧: https://lnkd.in/eYHU69bb #revops #revenueenablement #revenueoperations #alignment

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RevOps Unboxed Season Three is here! 🎉 Join Sandy Robinson, M.Ed., SVP of Revenue Operations and Enablement at Patra Corporation, as she kicks this season off by discussing her thoughts on how to structure your RevOps team for success. 🎧 Listen now: https://lnkd.in/daKgMhY5 We’re so excited to be back and can’t wait to share which amazing guests we have lined up later this season! 🤩 #RevOps #RevenueOperations #Podcast

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The #1 struggle for RevOps teams trying to generate more revenue with less cost is… prioritization. There are multiple areas RevOps can work on to be more “revenue efficient” but where should they focus on first? Eddie Reynolds, CEO of Union Square Consulting, probably the OG of RevOps, says RevOps teams should use the Revenue Efficiency Pyramid as a rubric to ask the right questions and gauge the limitations of their RevOps strategy. This will help them find out the most important areas that are BROKEN and need to be PRIORITIZED. Watch the full episode to learn more about the Revenue Efficiency Pyramid along with other tactics and frameworks that will help fine-tune your RevOps strategy. Trust us, you won’t want to miss this episode! Revenue Efficiency: Generate More Revenue with Less Cost https://lnkd.in/gEjAqQ7y 

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Gainsight's approach to customer success is deeply intertwined with its partner ecosystem, demonstrating that existing customers are more than just revenue sources — they're advocates, partners, and opportunities for growth.   Nick Mehta, Gainsight’s CEO, shared with us that by integrating your product seamlessly into your customers' workflows, leveraging ecosystem intelligence, and creating events that foster valuable connections, you can significantly enhance customer satisfaction and loyalty. In our latest article, Nick reveals how ELG can elevate your customer success strategy. Here’s a sneak peek: - Integrations that delight: Why seamless tech integration is crucial for customer satisfaction and retention. - Ecosystem intel: How leveraging partner insights can drive renewals and uncover new upsell opportunities. - Event excellence: Strategies for hosting impactful events that engage both existing customers and new prospects. Discover how Gainsight is using ELG to transform customer success and drive growth. https://lnkd.in/gAS5kZ7w

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What should your RevOps organization be doing to maximize its impact? It depends on where your company is in the growth cycle. https://bit.ly/3TzAlAf via RevOps Co-op #RevOps #automation

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🔴 You can't outrun churn by forcing CS teams to drive revenue through upsells, cross-sells, and referrals. Startups are missing are missing the forest for the trees. Chasing a 120% NRR? Good luck if you're bleeding customers left and right. If you were as obsessed with stopping the bleeding as you are with hitting sales quotas, you'd be far better off. 🤯 Here’s the brutal truth: even the best CS team can't save you if have a high churn rate. Reaching a 1-2% monthly churn rate takes discipline, effort, and consistency. Many startups struggle with this because they: ❌ Don't invest in better discovery. BANT and MEDDIC is not the answer. ❌ Think Customer = Company. Companies dont buy, people do. ❌ Confuse Initial Company Profile for Ideal Company profile. ❌ Deliver customer onboarding are like a 42km hurdle race. ❌ Rely too heavily on Buyer Personas and not JTBD. ❌ They lack the courage to stick 6 months to a plan. ❌ Build ICP from a acquisition pov, not retention. ❌ Fail at refining the Initial Company Profile. ❌ Don't delivery recurring outcome/values. ❌ Have short visioned sales incentives. ❌ Can't say no to bad-fit customers. 💡 Why should you focus on reducing churn? ✅ Lost referral opportunities. ✅  It shrinks your target market. ✅ Drives up your CAC as you fill up the sales funnel. ✅ A 5% increase in customer retention = 25% to 95% increase in profits. ✅ High churn rates can tank your startup’s valuation. ✅ Compounding revenue loss. The bottom line? 💡 You can’t outrun churn. Prove me wrong. PS: 👇 Do you think high churn rates are more a product issue or a sales issue? What strategies have you found effective in reducing churn? #customersuccess #saas #startups #careercoaching  #CS #CSM #SuccessHacks #customersuccessmanager #saas  

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For this week's featured blog post, our very own Sherry Z. writes about the similarities between a RevOps Manager and a chef de cuisine. Read more about how a RevOps Manager can streamline your revenue processes, optimize efficiency, and drive growth. Discover key insights and strategies to transform your revenue kitchen into a well-oiled machine. https://lnkd.in/eMEX_tU2 #RevOps #RevenueOperations #BusinessGrowth #Efficiency #SalesOps #SalesOperations #SalesPerformance

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ALERT! Your champion just left 🚨 Generating pipeline is important, but what about preventing churn? Set up Slack and email alerts to stay on top of churn risks and include next steps for your Customer Success team. → Never miss a champion departure → Keep your team in the loop about new executives joining and stirring the pot → Communicate exactly what the CSM can do next to avoid churn After all, a strong customer base is the foundation you need to scale your company.

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"RevOps is an internal service organization" for your company's executive team and go-to-market leaders. On a recent episode of RevOps Champions, John Marcus III shared his take on the pivotal role of revenue operations for business growth and success. Here are a few takeaways from that conversation: 1️⃣ When filling a RevOps role within your company, hire individuals with frontline experience in sales, marketing, and customer support. These folks will be knowledgeable and empathetic when creating metrics and compensation plans that motivate and support employees. 2️⃣ RevOps professionals are becoming increasingly important to leadership teams. RevOps plays a supportive role, contributing to the scalability and growth of businesses by enabling cross-functional alignment. 3️⃣ Alignment between marketing, sales, and customer service teams is critical. The harmonious collaboration of these departments creates a seamless journey for customers as well as internal teams. You can find the link to his full episode in the comments 👇

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