REVENUE OPERATIONS
A New Way to Align Sales & Marketing, Monetize Data, and Ignite Growth
Growing a business in the 21st Century has become a capital intensive and data-driven team sport. In Revenue Operations: A New Way to Align Sales and Marketing, Monetize Data, and Ignite Growth, an accomplished team of practitioners, academics, and experts provide a practical and proven system for aligning revenue teams and unlocking more growth from your people, data and technology assets. The book shows business leaders, managers, and front-line sellers’ practical ways to crush sales, marketing, and customer support siloes and connect the dots across an increasingly complex technology ecosystem to simplify selling and accelerate growth. With this book, you’ll learn a set of smart actions you can take to successfully transition to the new system of growth without disrupting your cash flow or profit growth. This practical and executable system for generating scalable and sustainable growth can applied virtually any business – large or small – that wants to generate more growth and value. This book will teach you:
- Real-world case studies and personal experiences from executives from an array of high technology, commercial, industrial, services, consumer and cloud based businesses.
- The six core elements of a system for managing your commercial operations, architecture, intelligence, infrastructure, and data assets.
- Building-block approaches to connect the dots across your technology infrastructure to generate more scalable growth and a better customer experience at lower costs.
- The skills and tools the next generation of growth leaders will need to succeed and an essential career roadmap for anyone who wants a career any growth discipline in the next 25 years.
An indispensable resource for anyone who wants to generate more growth from the business – from the CEO to sales and marketing leaders, to operations professionals, and front line sellers – Revenue Operations is based on over one thousand surveys of and interviews with business professionals conducted during 2020 and 2021 and a comprehensive analysis of the sales and marketing technology landscape. As a perfectly balanced combination of theoretical insight and data-driven application, this book belongs on the bookshelves of anyone responsible for driving revenue and growth.
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REVIEWS FOR REVENUE OPERATIONS
Companies need the right technology, process and strategy to accelerate revenue streams and efficiency. In Revenue Operations, Hummel and Diorio underscore the importance of a cohesive Revenue Operating System, highlighting how to align your teams and harness the power of data — all while maintaining a customer-first approach — Meredith Schmidt, EVP Revenue Cloud, Salesforce
Growing revenue has emerged as the ultimate team sport that separates winners from losers. Revenue Operations provides systems for breaking silos and aligning revenue teams in a rapidly changing world —General Stanley McChrystal (ret.), Author of Team of Teams
Connecting more dots across the revenue cycle creates more value for the customers. Diorio and Hummel nail the roadmap on how to do this — Bill Koenigsberg, CEO, Horizon Media, Inc.
Historically we’ve taught and managed the science of growth as a set of individual disciplines, but the real-world problem of growing a business is interdisciplinary in nature. Diorio and Hummel do a great job of defining clear skills, structures, and systems leaders can use to manage, coordinate, and align all these disciplines coherently around the customer – —Professor David Reibstein, The Wharton School of Business, University of Pennsylvania
Revenue Operations harnesses advanced analytics to align resources to opportunities and to drive better revenue performance. It gives managers a science-based approach to managing every aspect of the go-to-market system. – Frank Jules, President, AT&T Business
Revenue Operations provides a clear formula for alignment around a common purpose: maximizing customer value. This is a must-read book for every member of the revenue team – Christian Smith, CRO, Splunk
An indispensable resource for anyone who wants to grow their business – from the CEO to sales and marketing leaders, to operations professionals and front line sellers —Mike Marcellin, CMO, Juniper Networks
Revenue Operations addresses the biggest problem facing CEOs and business leaders, revenue growth, by providing a playbook that can be executed one step at a time — Sam Errigo, COO, Konica Minolta
This is a must-read book for any professional who wants to succeed in the subscription economy. – Robbie Traube, CRO, Zuora
Diorio and Hummel lay out a practical system for generating scalable and sustainable growth that applies to virtually any business – large or small – that wants to generate more growth and value. –—Bob Kelly, CEO of Sales Management Association
Revenue Operations is an essential career roadmap for those that have made growth their cornerstone objective – –Bob Liodice, President and CEO, The Association of National Advertisers