Getting executive buy-in on expanding your Revenue Operations team

If you're in Revenue Operations the chances are high that you wear fifty different hats. Fifty might be an understatement. Before you lose your marbles and hit burn out, how can you go about asking for more people resources? The good news is you can make this a math problem. By how much do you … Continue reading Getting executive buy-in on expanding your Revenue Operations team

SE Ops: Sales Ops for the Sales Engineering team

Earlier this year, a fellow Modern Sales Pro asked what a Sales Ops-style role for a Sales Engineering team might look like. Shortly after sending my thoughts on the topic, Stephen Morse, former VP Sales Engineering at Salesforce and current VP of WW Field Engineering for Algolia, shot back to say my insights were spot-on. … Continue reading SE Ops: Sales Ops for the Sales Engineering team

Creating a professional services pricing model

A friend of mine came looking for some general feedback about how people approach billing for professional services. They were selling to enterprise clients, mostly in financial services and insurance, and were starting to see more and more of their time and resources spent on integrations, configuring and delivering hardware, and offering ongoing support past … Continue reading Creating a professional services pricing model