RevOps Lab #15 Building a RevOps org in a high-growth SaaS company - Stefan Mersch, Head of Revenue Operations & Strategy, Sastrify
Feb 6, 2024
Join Stefan Mersch, Head of Revenue Operations & Strategy at Sastrify, as he shares his insights on building a RevOps organization from the ground up. He delves into the importance of sales empathy in CRM adoption and the impact of user feedback on optimizing processes. Stefan discusses early KPIs like funnel conversions, the lean team structure of RevOps, and how AI is reshaping sales tech. He also advises on navigating tool scrutiny and emphasizes the need for curiosity and data-driven decisions in aspiring RevOps professionals.
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Founding Sales To RevOps Transition
- Stefan transitioned from being the first sales hire to leading RevOps after agreeing with the CEO to swap roles as the team grew.
- His first RevOps project was migrating from Pipedrive to HubSpot to build processes and forecasting infrastructure.
Explain CRM Changes To Boost Adoption
- Explain the why behind CRM fields and processes to increase sales adoption.
- Use real workflows like MatPick to make fields directly useful to reps, not just reporting.
Funnel Conversions Reveal Root Problems
- Tracking funnel conversions and deal velocity reveals where pipeline breaks and who needs enablement.
- These metrics guide enablement, SDR focus, and leadership priorities for improving conversions.