Kabir Uppal’s Post

Hey Revenue Leaders: Are you using your #RevOps team to its full potential? I see so many companies limit their RevOps person to just managing their CRM when there's so much more they can do. Often times this is because of underinvestment in the RevOps function. Here are some signs you might be underinvesting in your RevOps team: ➡ Is your RevOps team constantly putting out fires? They should have the bandwidth to focus on strategic growth. If they're always in a reactive mode, they won’t be able to add anything from a strategy point of view. ➡ Are critical RevOps initiatives stalling without leadership backing? They need top-level support to make an impact. This means investing time to set objectives for your team that are aligned with the business. ➡ Are they involved in key decision making? If they aren’t involved in decision-making, they can’t drive the changes your business needs. Making sure you invest in people who can execute on the operational side of RevOps (i.e. systems admin, data analytics, process, enablement, etc.), but in people who can lead the strategic aspects of GTM planning. You need a team of experts. ➡ Are they fully integrated with sales, marketing, CS, finance and product? RevOps should connect the dots across all these different departments—not be stuck managing one-off processes. Make sure they are communicating effectively to drive efficiency and visibility across the entire revenue team ➡ Do they have specific goals tied to revenue outcomes? Without clear objectives, it’s hard for them to drive results.  Strategic RevOps should align closely with the company’s top priorities, driving specific revenue goals. RevOps has the potential to transform your business. It's up to you to set them up to be a strategic growth driver, and not just systems admin.

Series #4 of 7: First Principles - Systems and Process Discipline The nature of GTM systems is such that smart people + good products does not always lead to success. You need the system within which those smart people work to be healthy. Beneath the surface of many GTM engines lies chaos. As pain increases, leaders may occasionally lift the covers to see what lies below, only to quickly feel overwhelmed and shift from addressing root causes to focusing on symptoms. The exception to the rule are early-stage startups who can thrive with innovative, enthusiastic teams moving quickly and without too much coordination. However, around $10M, it's crucial to take the time to focus on building a solid foundation for your GTM system. It may be easy to ignore these foundational principles for a while, but the bigger you get the more the pain compounds - until you are your own biggest blocker to growth. Systems and process discipline means using data to define, document, and train teams on the activities that drive predictable outcomes. Signs you're struggling with systems and process discipline: 📈 Lack of clear systems of record for prospect and customer data 📈 Inconsistent understanding of the sales cycle across reps 📈 Unorganized new employee onboarding for GTM teams 📈 Uncertainty about where to find information and which systems are connected 📈 Undocumented or poorly documented processes 📈 Lack of accountability to documented processes Systems & process discipline may not seem a thrilling place to put your attention, but you ignore it at your peril. There is a huge financial impact when "everyone does their own thing"- the hours lost fixing issues, the miscommunication & complexity, and the systems that you pay for but are not leveraging properly. Revenue is lost to customer churn, with risks missed and upsell opportunities going unidentified. And in many cases,  the internal friction and internal tensions will drive attrition. One of my mantras is that "simple is not easy" - but it's usually worth it. Taking the time to make your systems and processes as simple as possible while still driving the outcomes you need will result in an improved customer journey, a more efficient GTM engine, and happier, more successful teams. It takes effort to map workflows to goals, build repeatable processes, leverage the right systems, train everyone and ensure managers drive accountability. But it’s the only path to get out of your own way. #gtm #revenuearchitecture #sustainability #scalability

GTM alignment is not a one-time task but a continuous process. It needs constant orchestration. There are two leaders in your organisation who are best to co-own this. One is RevOps. They… 🔹 Design and execute the operations, systems and processes. 🔹 Drive efficiencies, reduce friction and build reporting for all teams accountable to revenue. 🔹 Implement data-driven processes and analytics The other is your Partner Ecosystem leader. They… 🔹 Focus on building meaningful relationships 🔹 Make partnerships a native activity for each department. 🔹 Foster a culture of accountability and transparency. 🔹 Encourage strategic and targeted sales and marketing initiatives. 🔹 Develop shared business objectives across all revenue teams. 🔹 Be the architect of internal and external partner ecosystem GTM. Together, RevOps and your Partner Ecosystem leader can make a transformational impact on your business. Creating a more aligned and effective revenue team. 🔔 Building efficient, repeatable and scalable motions. 🔔 Balancing strategy direction with tactical speed. 🔔 Ultimately driving increased revenue growth, better customer experiences and a higher valuation for your owners and investors. The waiting is over. Now is the time to invest in both RevOps and your Partner Ecosystem. #RevOps #PartnerEcosystem #GTMalignment

🚀 Understanding Revenue Operations: A New Era in GTM Strategy🚀 Revenue Operations (RevOps) is gaining momentum, with roles like Chief Revenue Officer becoming some of the fastest-growing job categories. At Hyperscayle LLC, they define RevOps as the design and execution of GTM processes across the lead-to-cash lifecycle, integrating marketing, sales, customer success, channel, and finance operations into a cohesive strategy. Their holistic RevOps Framework focuses on: 1️⃣ Leadership Alignment 2️⃣ Process Definition 3️⃣ Team Structure 4️⃣ Systems & Tools 5️⃣ Data Foundation Curious about how to implement these principles effectively? Dive into our comprehensive framework and stay tuned for deep dives into each component. 🔗 Connect with them for more insights on optimizing your RevOps strategy: https://lnkd.in/gdJ9ycfe #RevOps #GoToMarket #RevenueOperations #BusinessStrategy #Hyperscayle #Leadership #DataManagement"

Every week, I get DMs from GTM/RevOps managers asking the same question: How can I become a Clay expert? Here’s my advice: ✚ Tie Clay to a real GTM Ops project—or better yet, to a key department OKR. This forces you to dive in, test, and learn hands-on. It's the fastest way to gain expertise. ✚ If internal buy-in is hard (something I dealt with early on), start with a proof of concept. Clay’s monthly self-serve plan is perfect for this—you won't need to initiate internal procurement processes until you're ready to scale up to Enterprise or annual, and you'll be able to experiment with the solution quickly. that’s exactly how I did it — I took on a project to automate our outbound process, some days spent 12 hours straight experimenting with Clay, and tied my success to meeting key results. It took me in total 3-6 months to get fully proficient Also, that journey didn’t just teach me Clay—it helped me merge my GTM/RevOps skills with Ai making me a more effective Ops manager and now a full-time GTM Ops/Clay consultant! Honestly, I believe it’s tough to grow as a GTM/RevOps leader without getting into Clay. It also introduces you to a whole ecosystem of must-have solutions that work seamlessly together (like Ocean.io, Smartlead, MadKudu, 42 Problems, Inc., Apify, etc.) P.S: happy to answer any Clay related questions via DM 💬

The first 100 days are critical to a CMO's success and will dictate their future within the organization. Eighty three percent of global CEOs agree that marketing possesses considerable potential to fuel growth. To fuel this growth and set CMOs forth on a path to achieve ROI, they must stay on the pulse of tech trends, bring new ideas and data points to conversations with the leadership team, and own their role with confidence. Read more of Partner, Jessica Tvelia's insights on CMOs in the SaaS space: https://lnkd.in/e4tRreTG #chiefmarketingofficer #CMO #saas #technology #gotomarket

Every client I talk to, GTM efficiency is under scrutiny. The reason is obvious, the economy is tough and the days of growth at all cost mentality are long gone. So, how do you measure and improve your GTM efficiency? Do you have a solid RevOps team that can help create an effective GTM process and can provide standardized, holistic, and accurate data that your organization can trust? Lead your organization to be able to answer questions like are we targeting the right accounts? Are we getting the right leads?  What is our churn? Are the operating metrics that matter going up or down? If you need help, join me at the upcoming events where you can learn from thought leaders and your peers. MarketingOps.com's Mops-Apalooza 2024 – Nov. 4-6 in Anaheim - Join 500 marketing and revenue pros in person or online and learn how to achieve GTM excellence. CMO Huddles's CMO Super Huddle – Nov. 8 in Palo Alto - Join an exclusive gathering of 101 forward-thinking marketing leaders who dare to achieve more in 2025. GTM Partners' Better Together 2024 – Nov. 20 in SF - Join an elite group of leaders shaping the discussion around what a modern, Enterprise, GTM team, and tech stack should look like and how it can be best. Optimized for efficiency and scalability. #MarketingOps #GTM #MarketingOperations #MOpsCommunity #OpsLeaders #MarketingOpsMatters #CMOCommunity

Recently, I came across an interesting discussion happening in one of the communities I'm part of. It revolved around what we should call this operations team: "RevOps or GTM Ops." While many people think they are the same, I talked to some folks in GTM teams and asked what comes to mind when they hear "RevOps" and "GTM Ops." Here's a breakdown of the differences: RevOps: 1. Focuses on the entire revenue lifecycle, from lead generation to customer retention. 2. It aims to optimize processes and systems across sales, marketing, and customer success. 3. Drives efficiency and alignment between revenue-generating teams. 4. Utilizes data analysis and automation to improve performance. GTM Ops: 1. Primarily concerned with the execution of the go-to-market strategy. 2. Focuses on activities like sales enablement, marketing campaign execution, and channel management. 3. Ensures smooth implementation of the chosen GTM strategy. 4. Optimizes resources and processes within the GTM framework. Think of it like this: 1. RevOps is the architect: They design the overall revenue generation system, ensuring all parts work together seamlessly. 2. GTM Ops is the construction crew: They execute the plan, putting the strategy into action and making sure everything runs smoothly. Ultimately, both RevOps and GTM Ops are crucial for driving sustainable revenue growth. They work hand-in-hand to ensure a well-oiled revenue machine that delivers results. Siddhartha Chandan Meghana Let me know what comes to your mind when you hear RevOps and GTM Ops. Share your insights in the comments! 👇 #RevOps #GTMOps #RevenueGrowth #SalesMarketingAlignment

The future of Go-to-Market is happening now, and it's reshaping how companies drive growth. 📈 We're witnessing a critical shift in the GTM landscape: → AI is automating specialist functions → Market dynamics are changing faster than ever → The need for aligned GTM teams has never been greater This is why we're proud to see forward-thinking leaders from Fortune 500s to high-growth companies choosing our GTM OS Certification to build their strategic capabilities. Welcome to our growing community of GTM leaders from: Intuit Mailchimp Red Hat Manhattan Associates Autodesk Honeywell Intel Corporation Acquia Here's what they're saying about the impact: "To me personally, across my career of product, product marketing, and marketing, I really found this invaluable... It's going to help me share across the leadership teams how to best communicate the work we're doing effectively." - Caitlin Clark-Zigmond, Intel Corporation "The GTM OS helps to make a shift in Customer Retention instead of Acquisition... aligning the entire GTM team with everyone saying how can we make customer success and giving our customers the most value a company-wide mandate." - Amelia Taylor, The Revenue Table "As I started 2025 GTM planning conversations for my team, I found it helpful to refer to the ROI model from GTM Partners... It is my favorite model. I continue to learn from it. I continue to employ it even as I practice value engineering myself and my team does as well." - Anurag Goel, Red Hat Join these leaders in mastering the frameworks that drive aligned, scalable GTM success. Learn more from the 🔗 in comments… #GTM #Leadership #Strategy #BusinessGrowth

Revenue Leaders should work hand-in-hand with RevOps. Same as COO works hand-in-hand with CEO. Revenue leaders focus on: - Strategy: We need to launch outbound motion - Tactics: We will go for a specific segment with XYZ offer - Coaching: This is our value proposition and how we write/call/meet - Execution: Our reps contact 100 accounts/month RevOps focus on: - Data: We will collect lead statuses, meetings booked, and activities... - Process: Sequencing process, status update, reporting... - Automation: Lead status automation, handover automation... - Tooling: We use Apollo for prospecting, and HubSpot for sequencing... - Planning: Monthly targets & assignments... You don't need to reinvent the wheel for inbound, outbound, abm motions. With a good RevOps leader or Agency, you can deploy processes faster so your revenue teams can focus on strategy and execution. #revops #hubspot