The SiriusDecisions Revenue Operations Charter Report

The best content for understanding the latest trends in data-driven lead-flow management

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© SiriusDecisions. All Rights Protected and Reserved. 1 Research Brief Editor's note: For an editable template of the SiriusDecisions Revenue Operations Charter, download the attached PowerPoint template, "The SiriusDecisions Revenue Operations Charter Template." The Outer Space Treaty of 1967, initially signed by the United States, United Kingdom and the Soviet Union, established laws governing property rights and agreed-upon uses for space, the moon and other celestial bodies. At the time the treaty was drafted, space exploration was a new human endeavor and the signatory nations, in anticipation of situations they thought might arise, felt it best to agree on a new set of principles for preventing and resolving disputes. The goal of achieving alignment between sales, marketing and customer success functions is not a new endeavor for b-to-b leaders. However, technological innovations that improve organizational abilities are accelerating change and creating a need for a new set of cross-functional operating principles for seamlessly aligned revenue operations teams. In this brief, we define the components of a revenue operations charter and explain how these components support revenue operations teams in their effort to elevate organizational performance. Vision and Goals Because of revenue operations' high degree of interdependence with other functions, revenue operations leaders must be clear about their mission and purpose. Vision and goals should be included in the initial stages of creating the charter. • Vision. This component defines the revenue operations function's overall purpose and guides its decision-making. To support the momentum of revenue operations, the vision statement should receive minimal revisions after it is agreed on and established. The vision statement must be concise and inspiring so that it attracts and continually motivates the revenue operations team members. • Goals. The goals the revenue operations function seeks to accomplish must be measurable, achievable and a stretch from the organization's current state. Goals are what the organization hopes revenue operations will achieve (e.g. "maximize revenue across the revenue engine") rather than specific The SiriusDecisions Revenue Operations Charter A revenue operations charter is a set of organizing principles designed to maximize revenue and performance and ensure that revenue engine planning, processes, infrastructure, data and measurement align across an organization Revenue operations can be implemented as a coalition of sales operations, marketing operations, sales enablement and customer success, or it can be a new organization that unites those functions Regardless of the organizational structure, the revenue operations charter can be used to facilitate alignment and support among all stakeholders and interlocking functions

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