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Founder Fireside Chat - May 25, 2021

Founder Fireside Chat with Evan Liang - Championing the RevOps Revolution

Before RevOps was the hot topic and the ultimate solution of today’s problems, early advocates saw its potential in making effective, aligned, lucrative teams. We sat down with Evan Liang, Founder & CEO of LeanData, to discuss his role as an early champion of RevOps, how his org had the head-start on this trending field, and how this insight builds a foundation for a successful company. 

Topics

  • The revolution of Revenue Operations from the late 2010s and how early advocates think about it the field today

  • The evolution of automation - be a forward leaning organization with the right tech and thinking

  • How to use RevOps to face the challenges of enterprise selling

  • How non-traditional folks can break the mold and start working towards their vision

Key takeaways

  • Beginning of RevOps: In the beginning, companies started to adopt the notion of RevOps because they had to think outside of silos and embrace a holistic customer journey. Now, RevOps should be a process that solves your pain points. When the Ops teams work better together, you build a better machine.

  • Evan’s definition of RevOps: The most important thing is mentality, good RevOps folks do these three things: 1. take a proactive approach to defining a really efficient process, 2. breakdown silos and think through the efficiency of end-to end-processed/handoffs, and 3. use technology effectively - integrating everything together and analyzing the implications of one system change for the entire org

  • The golden question, where should RevOps live? Once again, it’s all about mentality: Figure out who has the right mentality at the executive level that will think through that entire end to end journey and can pioneer it

  • RevOps is focusing on the people, process, and technology: who has that mentality and can pioneer a holistic approach? Are you looking at every aspect of your process and making it cohesive? Is your tech aligned and integrated to create a frictionless experience for your customers and team?

  • Evolution of automation: Winners in the future have to look at every single step and optimize it - speed to lead for RevOps looks at everything holistically while understanding the metrics and being data-driven