Steve Silver, ex-Vice President and Research Director at Forrester, joins us to discuss the critical elements of creating a RevOps charter. With decades of experience in sales operations and RevOps research, Steve provides actionable insights into how to structure, design, and activate a RevOps charter that aligns with the broader business goals. He shares his approach to creating a unified revenue operations strategy that breaks down silos between marketing, sales, and customer success.

We cover:

- The importance of a RevOps charter and how to develop one

- Structuring RevOps responsibilities across planning, process, technology, data, and measurement

- How to align key stakeholders, including sales, marketing, finance, and customer success

- The evolving role of technology in sales and RevOps, including the rise of AI and automation

- Best practices for measuring success in RevOps beyond activity metrics

Steve Silver on LinkedIn: https://www.linkedin.com/in/stevesilver/

RevOps Letter: https://www.getweflow.com/revopsletter

Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer

Philipp on LinkedIn: https://www.linkedin.com/in/janiszech

Weflow: https://www.getweflow.com

Chapters:

(00:00:00) Introduction

(00:01:18) Steve’s Background and Evolution of RevOps

(00:03:59) Why Create a RevOps Charter?

(00:06:24) Defining the Scope of RevOps Responsibilities

(00:10:30) Structuring the RevOps Organization

(00:15:40) The Role of Data and Metrics in RevOps

(00:19:33) Aligning RevOps with the CFO and FP&A Teams

(00:26:01) The Future of Sales Technology and AI in RevOps

(00:34:08) Final Thoughts and Advice