Revenue Hub
Accelerate revenue execution
CPQ (Configure Price Quote)
Automate quotes & subscriptions
CLM (Contract Lifecycle Management)
Streamline contract signings
Billing
Manage revenue lifecycle
Subscriptions
Unlock recurring revenue
31 min 
Typically the sales operations organization has access to data that others may not, and they understand the context of the data. They work with it day in, day out so they understand what’s a trend, what’s an anomaly. That’s one of the main reasons that revenue modeling is a great initiative to be led by sales operations.
Secondly, sales operations has ground-level knowledge of the teams working day-to-day with sales and customer success. Sales ops gets feedback on what’s happening in the field and continues to add context to the data that you have. And then you can leverage this to start to piece together something for the future.
In the first iteration of Emailage’s revenue plan, they were looking at past trends, and then they were forecasting those trends into the future. They weren’t taking a critical look at other areas where they could encourage growth. That enabled them to create a plan that allowed them to see how they could get 15% more revenue out of the plan if they focused on certain areas of the model.
Revenue capacity modeling gives the C-suite the opportunity to see how their ambitions can be met. It’s good for you as a sales operations professional because it gives you a lot of ammunition to defend your plan. And it’s good for the C-suite because it gives them an opportunity to challenge the assumptions and say, okay, I don’t think we’re going to lose that many salespeople and we need to invest in these initiatives to make sure that we don’t. It gives both sides an opportunity to have a real practical, intelligent conversation about what you want to do the next year.
Channel sales is another area to look for growth. If you onboard X number of channel partners, if you invest X amount into our top-performing channel partners, how much more revenue can you get out of these relationships with these partners?
Anthony’s team would start the planning process around September. That’s when there are high-level ambitions of things to accomplish for the next year. Then they would have everything fine-tuned by November, and then they would get the final approvals by early December. In January, it’s go time.
From a technology perspective, Anthony recommends making sure you have the right technologies that make it easy for your team to input all the data that you need. This includes a great CRM, a great marketing automation tool, and a good CPQ. You also need data manipulation software.
Emailage used Tableau but you can also use the reports and dashboards in your CRM. This could be good enough if you have the right data and the right culture with your team.
