RevOps School

Revenue Operations is an increasingly popular yet often misunderstood business domain. We built this school to help RevOps leaders increase their influence and impact across their go-to-market team.

You'll learn the RevOps Maturity Level Framework, gain hands-on experience conducting a Revenue Engine Diagnostic, and discover the significance of a product-focused CRM approach and adoption framework.

Course details

Enrollment type: Live
Virtual classes: November 06, 2024 - December 18, 2024
Class time: Wednesdays from 11am - 12:30pm ET
Open to: Executive + Associate Members

Brian Kreutz

Brian Kreutz, Instructor

Brian Kreutz has spent over a decade in the world of RevOps. Brian has seen everything from working as an individual contributor to co-founding a SaaS startup to now advising high-growth companies. He's a proud CRM Admin, world traveler, and craft beer connoisseur, but most of all, he loves helping people and companies drive business performance through RevOps and their CRM.

After working with and advising over a hundred different companies, he is a seasoned leader adept at propelling business growth. Currently, as Senior Lead RevOps Products at RevPartners, he specializes in crafting and executing holistic revenue strategies for scaling companies.

Connect with Brian

Course curriculum

This course is designed for those across the GTM motion - from managers to C Suite leaders in Sales, Marketing, Customer Success, and RevOps.

*Please note that curriculum topics and/or session order may be subject to change.

Session 1:
The Science of Sustainable Revenue Growth

By the end of this class, you will be able to:

RevOps: Understand what Revenue Operations really is and how it fits into your business
Data Model: Interpret your Data Model and how it affects your primary Go-To-Market Motions
G2M Motions: Define your current Go-To-Market Motions and review how they align to your CRM set up and customization

Session 2:
Mastering Your Data and Growth Models

By the end of this class, you will be able to:

Primary KPIs: Analyze your Data Model and determine which Primary KPIs are the main drivers of your business
Growth Model: Understand the different stages of business growth and how your G2M Motions affects these
Data Analysis: Interpret your data model through the lens of Primary KPIs and infer reasons for positive and negative trends

Session 3:
Running your Own Revenue Engine Diagnostic

By the end of this class, you will be able to:

Levers: Gain visibility into current processes that are bottlenecks and adding friction to generating revenue for your business by mapping out each step in the customer journey
Assessment: Understand how to perform your own Revenue Engine Diagnostic and develop a 90 day action plan to begin aligning your customer journey to your GTM Motions
Secondary KPIs: Determine your revenue partitions that allow further and deeper data analysis

Session 4:
The Credit Adoption Framework and Executing Change Management

By the end of this class, you will be able to:

CRM is a Product: Articulate why your CRM needs to function more like a true product and not a project
Adoption Framework: Define the CREDIT Adoption Framework and how it applies to your business processes
Change Agent: Understand the steps and phases needed to execute an internal project and what is needed from you, the leader

Session 5:
Building the Revenue Goal Matrix and Quarterly Business Reviews

By the end of this class, you will be able to:

Goal Matrix: Complete a goal matrix for your business analyzing what top of funnel and bottom of funnel inputs are needed to hit your revenue goals
Quarterly Business Reviews: Develop a consistent practice or analyzing qualitative and quantitative business performance every 90 days
Performance Insight: Easily gain insight into Why your company did or did not hit your Quarterly Sales Target

Session 6:
Understanding your RevOps Maturity Level and Telling Stories with Data

By the end of this class, you will be able to:

Maturity Model: Understand the 5 Maturity Levels and how the framework enhances how Revenue Operations can drive your business’ performance
Data Storytelling: Understand the Pyramid Principle and how the techniques properly align stakeholders to your main storytelling points

Expected Results

By the end of this school, you will have the knowledge and skills to be able to:

Gain a deep understanding of Revenue Operations (RevOps) and its role in your business. Learn to interpret and leverage your Data Model, align Go-To-Market (G2M) motions with CRM customization, and analyze Primary KPIs to drive sustainable revenue growth.
Develop the skills to run a comprehensive Revenue Engine Diagnostic, identify and address bottlenecks in your customer journey, and create a 90-day action plan to align processes with G2M motions effectively.
Understand the principles of CRM as a product and apply the CREDIT Adoption Framework to manage internal projects. Learn the steps and strategies required for successful change management and CRM optimization.
Build and utilize a Revenue Goal Matrix to align inputs with revenue goals, conduct meaningful Quarterly Business Reviews, and gain insights into performance trends. Master data storytelling techniques and the RevOps maturity model to effectively communicate and enhance business performance.

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Course FAQ

: This course is included in Pavilion's Executive and Associate Membership. Join Now.
: No. Join Pavilion to enroll in RevOps School.
: Virtual classes begin: November 06, 2024 - December 18, 2024
Class time: Wednesdays from 11am - 12:30pm ET
: Enrollment has closed.
: Enrollment has closed.
: 80% attendance is required for certification. Watching session recordings counts towards attendance for those with scheduling conflicts or who are in time zones where live attendance is a challenge.
: For those who are unable to attend live sessions, session recordings are made available within 24 hours of class. Watching session recordings counts towards attendance.
: No, there is not a final exam at the end of this course.
: After successfully meeting attendance requirements, you will receive a certificate of completion for this course.

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