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00:00 Introduction
04:23 What exactly is ‘RevOps’?
06:21 What is the right time to start a RevOps function in SaaS?
08:29 What is a good ARR to start building your RevOps function?
12:02 How to hire for RevOps in the early stages of your startup
16:33 Is RevOps a sales function or a finance function?
20:05 Whom should a RevOps resource report to?
21:19 The skill sets to look for when hiring RevOps talent
25:04 Why sales experience counts towards building a strong RevOps muscle
28:13 Top KRAs/KPIs for a RevOps function
33:43 How to structure Sales, Customer Success and Marketing - together or separately?
36:35 As a sales team grows, do you club key functions like sales enablement, planning and procurement, or are they subsumed under product marketing?
39:26 Has there been a redefinition of RevOps thanks to the growth of data?
42:56 Is the cost of RevOps subsumed under service cost or perhaps, CAC?
44:21 Tooling for RevOps
46:45 At what stage should founders start thinking about RevOps tools?
50:57 How can RevOps support market research teams?
53:33 What science is there to the quarterly forecasting process, and how does RevOps add value to this?
59:05 Winding up
As a SaaS founder, you may be asking:
🔹 Why do SaaS companies need RevOps, and what’s at stake if it’s overlooked?
🔹 Should RevOps come into play only at scale, or should it be an integral part of your strategy from the start?
🔹 Who’s responsible for revenue operations - just Marketing and Sales, or more?
In this session of SaaS Talks, we dive into crucial questions about the role of RevOps with two stellar speakers:
🔹 Maneesh Sharma, COO at LambdaTest
🔹 Siva Rajamani, CEO & Co-Founder at Everstage
Hosted by Alok Goyal