#20 Running RevOps in a product-led growth company, Udi Cohen, Director of Revenue Operations, Lusha
Mar 12, 2024
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Learn about running RevOps in a product-led growth company with insights into Lusha's approach. Topics include CRM setup for PLG, sales forecasting, MQLs & PQLs, and sales methodologies at Lusha. Discover the evolution to structured enterprise sales and revenue forecasting in product-led growth firms.
Emphasizing understanding business impact in RevOps transition from technical roles to proactive solutions.
Implementing structured playbooks and sales methodologies like MEDDIC for accurate forecasting and deal accountability in a PLG company.
Deep dives
Transitioning to Revenue Operations from Technical Background
Udi from Lucia discusses his shift from technical roles to revenue operations, highlighting the importance of understanding business impact. He emphasizes moving from offering technical solutions to comprehending business needs, enabling a proactive approach.
Product-Led Growth Strategies at Lucia
Udi explains Lucia's transition from a product-led growth (PLG) approach to incorporating structured playbooks for mid-market and enterprise deals. By focusing on methodical sales methodologies like MEDDIC for mid-market clients, Lucia aims for accurate forecasting and deal accountability.
Data-Driven Revenue Forecasting and RevOps Impact
The discussion delves into data-driven revenue forecasting at Lucia, combining historic conversion rates and pipeline coverage for accurate projections. Udi emphasizes the RevOps team's role in storytelling behind the numbers to proactively identify trends and make informed strategic decisions for revenue growth.