RevOpsAF The Podcast The Role of RevOps in B2B SaaS
Nov 22, 2024
In this conversation with Shantanu Mishra, a seasoned revenue operations leader and former SVP at Pluralsight, fascinating insights about RevOps in B2B SaaS emerge. He discusses how RevOps blends art and science to boost scalable growth. Shantanu introduces the bowtie model for managing the lead-to-renewal process and debates centralized versus decentralized team structures. He emphasizes the importance of collaboration, adaptability, and understanding company culture in RevOps success, while also sharing his passion for sports and life outside work.
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RevOps Manages The Bow-Tie
- Revenue operations blends art and science to deliver consistent, scalable growth at B2B SaaS companies.
- It must manage both the lead-to-win funnel and the post-sale customer journey as a single bow-tie system.
Hybrid Functional Structure Works
- RevOps includes centralized GTM strategy, analytics, tools, deal desk, and enablement supporting marketing, sales, and CS.
- Some functions remain vertically aligned like territory design and customer success workflows but must coordinate horizontally.
Focus On Operating Rhythm Not Org Chart
- Don't let reporting lines define RevOps capability; treat functions as part of the revenue engine even if they report elsewhere.
- Build operating rhythms and collaboration mechanisms beyond org charts to deliver outcomes.