#57 How to get Annual Planning right - with Shantanu Shekhar, Head of RevOps at Personio

Shantanu Shekhar, Director of Revenue Operations at Personio and former RevOps leader at LinkedIn and Gong, shares insights into how RevOps and finance teams can partner effectively to drive strategic decision-making. From designing KPI trees to fostering alignment across teams, Shantanu dives into the methodologies and frameworks that help RevOps professionals take a seat at the leadership table. We cover: - The importance of the partnership between RevOps and finance - Using KPI trees to align teams and set clear goals - How to integrate financial metrics with operational realities - Effective planning strategies to break silos between revenue, finance, and product teams - Lessons from Shantanu’s experience at LinkedIn, Gong, and Personio Shantanu Shekhar on LinkedIn: https://www.linkedin.com/in/shantanushghar/ 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 (00:01:08) Shantanu’s Journey in RevOps (00:04:22) Building Effective Partnerships Between RevOps and Finance (00:07:31) The Power of KPI Trees for Strategic Alignment (00:14:39) Navigating Annual Planning Week (00:19:06) Aligning Cross-Functional Teams with Data-Driven Insights (00:24:00) Balancing Top-Down Goals with Ground-Level Realities (00:28:56) Lessons Learned From Scaling RevOps in SaaS (00:35:30) Final Thoughts and Book Recommendations