Table of Contents
Share this article
Learn from the brightest minds how to predictably and efficiently grow revenue.
Related Content
How Top Performers Handle Objections 80% Earlier, with Hervé Timsit from EDB
In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Hervé Timsit, Chief Revenue Officer at EDB, to explore objection handling and the evolving landscape of enterprise software sales. With over 17 years of experience, Hervé shares insights on leading global sales teams, implementing data-driven strategies, and the critical role…
Why Value Alignment is the New Growth Engine, with Dan Sylvester from SundaySky
In this episode of Revenue Insights, host Adam Roberts, Sales Director at Ebsta, sits down with Dan Sylvester, SVP of Revenue at SundaySky to explore value alignment and the evolution of B2B sales and customer success. Dan shares insights on the growing importance of personalized video content, maintaining brand consistency while democratizing content creation, and…
Why Sales Training Fails – And How AI is Fixing It with Ivy Holt, Head of Global Revenue Enablement at PagerDuty
In this episode of Revenue Insights, host Guy Rubin sits down with Ivy Holt, Head of Global Revenue Enablement at PagerDuty, to explore the evolving role of enablement in driving sales success. Ivy shares insights on the distinction between revenue operations and enablement, the challenges of measuring effectiveness, and the impact of AI and remote…
Building Revenue Operations Infrastructure with Michael Boardman, Director of Revenue Operations at Castellan Solutions
Michael Boardman, Director of Revenue Operations at Castellan Solutions, joins us in the next episode of The Revenue Insights podcast to discuss the role of RevOps in setting up an efficient infrastructure for scaling and achieving the business goals.
Table of Contents
The journey to sales operations
Michael started his sales operations journey with a development program at the EMC company, where he learned the sales ops basics. After several years working in SaaS businesses as an analyst, he switched to sales ops. Michael then got into consulting at Castellan Solutions, where he currently serves as the Director of Revenue Operations.
It all starts with data
RevOps leaders strategically integrate sales, marketing, customer support, and finance. And everything in RevOps starts with data and how many data points have been created. Accurate data is the premise for driving revenue and improving the sales process.
Motivating the RevOps team members
Firstly, you need to get the trust of team members. And the most impactful way to do that is by getting some quick wins that will bring specific value to different teams and help them solve their issues. One important quick win Michael had was integrating a company Castellan had acquired and combining the business processes of both organizations. So, identify something easy you can do that will have an immediate and positive impact.
Measuring the data and forecasting
Building RevOps infrastructure starts with collecting the data you need to measure and forecasting ahead when adopting systems, tools, and processes. Meanwhile, move towards the forecast as fast as possible because that will tell you where to go next.
What should RevOps consider when forecasting?
When collecting the data, start small. Gather five to ten metrics that you care about and then measure. Some metrics might include customers’ average deal size, sales cycle, and pipeline value.
Recommended episodes
- Revenue Management Forecasting: Cailin Radcliffe of Loopio
- The Six Pillars of Revenue Operations with Rhys Williams, VP Revenue Operations at Convercent
- Sr. Director Revenue Operations & Enablement: Marc Runyan of Nitro, Inc.