Starting And Ending With RevOps - Doug Landis - RevOps Rockstars - Episode # 36

RevOps Rockstars

Joining us for our season finale is a GTM genius who helped grow some of the biggest SaaS companies on the planet. With experience at Box, Salesforce, and Google, he has developed a well rounded expertise in all things RevOps. This week’s RevOps Rockstar is Growth Partner at Emergence Capital, Doug Landis!

Doug sits down with David and Jarin for a potentially controversial conversation on the right time to implement RevOps teams. Doug dives into the importance of having a strong data plan, the areas of most impact for an early stage RevOps team, and why now is the time to double down on understanding your ICP.

Takeaways:

• While it may seem controversial, many early stage companies should hire for RevOps before sales. While CEO’s need to focus on leading the growth of the first million before bringing on more sales people, RevOps can enable the CEO to sell better.
• As companies focus on scaling, they need to ensure they have strong data practices in place. Without knowing what data and metrics drive the success of your company, you will fail to grow efficiently.
• In today’s market companies need to be focusing on one thing, ICP. Building a pipeline is hard, and you need to ensure that you are targeting the right people, in the right ways, at the right times.
• At early stage companies, the best thing a RevOps leader can help with is building an overview dashboard. This helps senior leadership not only understand the business better, but communicate more effectively with the board of directors
• If your sales team doesn’t understand what a RevOps team should do, that RevOps team becomes a catch all team. When sales is more aligned with RevOps, they can advocate for better support for RevOps teams as work loads fluctuate during the year.
• Pipeline is the heartbeat of any company, and companies need to be focusing on tracking the right metrics to understand it. Identify your company goals and their corresponding metrics to track, rather than solving with technology.
• When planning ahead on strategy, you need to also incorporate the ramp up time of your reps into your timeline. If you only start hiring by the time you start implementing, you are already behind on hitting your goals.

Quote of the Show:

• “The right rev ops leader who is really strategic in the business understands what fundamentally we're trying to do from the top down.” - Doug Landis

Shoutouts:

• Amy Volas: https://www.linkedin.com/in/amyvolas/
• Samantha McKenna: https://www.linkedin.com/in/samsalesli/
• John Barrows: https://www.linkedin.com/in/johnbarrows/
• Ian Koniak: https://www.linkedin.com/in/iankoniak/
• Kevin "KD" Dorsey: https://www.linkedin.com/in/kddorsey3/

Links:

• LinkedIn: https://www.linkedin.com/in/douglandis/
• Website: https://www.emcap.com/

Ways to Tune In:

• Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstars
• Apple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702
• Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6Chxh