Curious Leadership with Dominic Monkhouse E328 | Mastering RevOps: Insights from Industry Leaders (UPGRADE’24 Panel Discussion)
In this special episode, we hear from Dominic and other industry experts (Michelle Hulse, Director of Revenue Operations at PAX8, Paweł Nicał, a pioneering RevOps expert from Poland) from the UPGRADE'24 conference.
Revenue Opertions is at the heart of this panel discussion. Listen in to how aligning sales, marketing, and finance creates a seamless customer journey. Michelle shares examples from PAX8 and how they revolutionised their lead handling with data-driven strategies. Dominic provides a walk through of the strategic implementation of OKRs and how RevOps can drive sustainable growth without the need for constant funding. Paweł discusses the critical metrics for RevOps success and the role technology plays in this unified approach.
Real-world examples are shared of optimising sales performance, leveraging AI for operational efficiency, and the philosophical underpinnings that make RevOps a game-changer across industries—from SaaS to any business with a recurring revenue model. Whether RevOps is a buzzword or the future of strategic alignment, this discussion reveals its undeniable impact on business agility and growth.
Takeaways
- Collaboration is Key: Revenue Operations joins the dots between Marketing, Sales, and Customer Experience providing a seamless workflow instead of silos.
- Strategic Growth through OKRs: Objectives and Key Results are significant for structuring tasks and teams.
- Tech and Innovation in RevOps: pioneering technology tool 'Clay,' which integrates various data sources and automates processes, enabling "all bound" operations.
- AI can automate data collection, but humans will always lead creative strategic decisions.
Timestamps
(03:35) Panel Introductions from Karol Popa: UPGRADE’24
(05:31) What is Revenue Operations?
(08:51) Is RevOps A New Way Forward or Just A Buzzword?
(13:53) When To Bring RevOps Into Business.
(18:03) Example of RevOps Teams in Pax8.
(22:13) Silo Focus Needs To Align.
(23:37) Steps To Start With RevOps In Your Business.
(26:33) Different Functions In A RevOps Team.
(29:00) Strategic Growth Opportunities.
(34:21) Aligning Teams With Data.
(38:03) Real Impact and KPIs.
(44:19) Segmentation of Ideal Partner Profile.
(49:16) Technologies For Effective RevOps.
(55:37) AI in Revenue Operations.
(58:22) Boldest Experiments Within RevOps.
(01:03:39) Use RevOps To Drive Innovation & Strategic Change.
About UPGRADE'24
The UPGRADE'24 conference took place on 21-22 November 2024 in Wrocław, Poland. Organised by ITCorner, the event focused on the technology sector and catered to business owners and C-level executives in the IT industry.
The conference addressed strategies for adapting to market changes, methods to enhance business growth and profitability, and opportunities for networking and knowledge exchange with industry leaders. Attendees participated in talks, workshops, and panels designed to help businesses stay competitive during rapid technological transformations.
For more information about UPGRADE'24, please visit www.letsupgrade.pl or search for #UPGRADE'24 on social media platform.
Follow UPGRADE'24
Website: https://letsupgrade.pl
About Dominic Monkhouse
Founder of Monkhouse & Company, Elite Business Coach and CEO Mentor, author of two smash hit books 'Mind Your F**king Business' and 'F**k Plan B’ and Host of the Top 2% Global Podcast 'Mind Your F**king Business’; Dominic Monkhouse is on a mission to demystify business growth. As a Founder and CEO, he has a track record scaling up award-winning technology service businesses and has been called ‘Britain’s best boss’ for his habit of creating great places to work. He now specialises in helping ambitious business leaders achieve fast and sustainable growth by building high-performing teams and developing clear, actionable strategies.
About Karol Popa
Karol Popa is Poland’s first certified Scaling Up coach, helping businesses in Poland, Estonia, and the UK scale effectively, focusing on companies with 100–1,000 employees and 50–300 million revenues. With a background in advertising, strategic consulting, and leadership in a cloud technology firm, he brings practical experience to his coaching. As a European Growth Institute partner and certified Gallup CliftonStrengths trainer, Karol specialises in unlocking organisational potential by leveraging individual and team strengths.
About Michelle Hulse
As the Director of Revenue Operations EMEA at Pax8, the World’s leading Cloud Commerce Marketplace, Michelle Hulse leverages her 24 years of experience in the tech industry to drive revenue growth by aligning Marketing, Sales, and Experience (Success) teams. Using data, processes, and technology, she has been instrumental in scaling Pax8's EMEA operations, contributing to 100% year-over-year revenue growth.
About Paweł Nicał
Paweł Nicał is a strategic advisor and expert in the area of Revenue Operations. In the years 2020-23 he was the Head of RevOps at Nethone, where he built one of the first teams in this area in Poland and, together with the management board, led the company through the Seed, Series A and Private Equity acquisition rounds. He also gained experience working with companies such as RTB House, Mangopay and Boston Consulting Group on the EMEA, US and APAC markets. Since 2023, he has been running a consulting business, specialising in the implementation and development of RevOps, RevTech and Outbound areas in B2B SaaS companies.
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