SaaS Talks #37: RevOps - Why, When & How?

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.

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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