A guide to building a revenue operations function from scratch
What to prioritise when standing up revenue operations as a dedicated function for the first time.
Start with measurement reconciliation before anything else — get sales, marketing, and finance reporting from one dataset with one set of definitions, since most of revenue operations' value comes from resolving this specific problem.
Give the function direct reporting access to commercial leadership from the outset. A revenue operations function buried several layers within sales or marketing specifically struggles to arbitrate disputes between those functions credibly.
Resist the temptation to build extensive new reporting infrastructure before the underlying definitions are agreed — a beautiful dashboard built on contested definitions just displays the disagreement more precisely.
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