Chris sat down with Sajeel Qureshi, on the Rev Ops 500 podcast to discuss the myths and future of revenue operations (Rev Ops). Chris challenges the notion that Rev Ops is the most important function in go-to-market strategies, pointing out that many companies still understaff and underfund this area. He believes that Rev Ops should be split into strategic and tactical functions, with a focus on using standardized data to make informed decisions. Chris also introduces the concept of HIRO Pipeline, a new operating model that shifts the focus from leads and MQLs to account activations and conversions. He emphasizes the need for companies to adopt a more holistic view of their go-to-market strategy and align their teams based on data-driven insights.
Key Takeaways:
-Rev Ops is often understaffed and underfunded, despite being considered the most important function in go-to-market strategies.
-Companies should split Rev Ops into strategic and tactical functions to drive proactive decision-making.
-The current operating model, based on the demand waterfall and MQLs, is outdated and needs to be replaced with a more holistic approach.
-HIRO Pipeline, a new operating model, focuses on account activations, conversions, and standardized data to inform decision-making.
-Companies should shift their definition of qualified pipeline to align with HIRO Pipeline, based on a six-month rolling win rate greater than 25%.
