Setting up GTM operations (with Roee Hartuv, Head of Revenue Architecture at Winning by Design)
The RevOps & ABM Alignment
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RevOps-like Process for E-commerce Conversion Rate Optimization
The chapter explores a RevOps-like process used in HubSpot for enhancing conversion rates in e-commerce in 2016, involving hypotheses creation, strategic product placements, and customer value optimization. It covers challenges in pipeline growth and transition to enterprise sales, considerations in GTM operations like free user conversions, declining win rates, and the impact of discount rates. The chapter emphasizes negotiation strategies in B2B software companies, the importance of customer retention, and the effects of past strategies and patterns on present-day businesses.
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