A free, self-paced textbook in 8 chapters. Read a chapter, then drill it with the 164 companion flashcards using spaced repetition.
Revenue operations, commonly called RevOps, is the practice of aligning sales, marketing, and customer success around shared data, shared process, and shared revenue goals. Rather...
At the heart of RevOps sits the revenue funnel, the staged journey a buyer takes from lead to customer to renewal or expansion. Because that journey crosses multiple teams, shared...
Lead qualification is the backbone of funnel conversion. An MQL, or Marketing-Qualified Lead, is a lead that marketing has judged worth passing to sales based on fit and engagement...
Once revenue is recurring, it has to be measured consistently. Annual recurring revenue (ARR) is the annualized value of recurring subscription contracts at a point in time, exclud...
Revenue scale and revenue efficiency are not the same thing. Customer acquisition cost (CAC) is total sales and marketing spend over a period divided by the number of new customers...
Forecasting is where RevOps discipline shows up most visibly. Reps typically categorize deals into forecast buckets such as Best Case, Commit, and Omitted. Commit is the set of dea...
RevOps sits on top of a set of go-to-market motions and the people who run them. A sales motion is the structured, repeatable way a team approaches a customer segment, while a sale...
Process design is the connective tissue of RevOps. Process mapping documents each step of a revenue process, including owners, inputs, outputs, and SLAs. A RACI matrix clarifies ow...