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The Revenue Room™ - The Journey to Revenue Excellence
Manage episode 380863591 series 3480881
Everyone is talking about RevOps, revenue intelligence, making more revenue happen with less, gaining pricing power, and data-driven sales empowerment. This requires organizational alignment, pipeline, process & product standardization, and culture change. And, of course, a single source of revenue truth data strategy.
Guest Speakers:
- Denise Medved, Chief Commercial Officer of Informa Markets, North America
- Matt York, CEO, The Channel Company (CRO of Foundry at the time of the recording)
Key Topics Discussed:
- The importance of data-driven selling in B2B organizations
- 60% of B2B sales organizations will transition to data-driven selling by 2025
- Data-driven organizations are more profitable, attractive to investors, and have better customer health
- Revenue as a business process
- Four components of the revenue framework: a. Revenue operating plan b. Aligning revenue-critical roles c. Aligning KPIs and outcomes d. Standardization
- Revenue Kaizen: Continuous improvement in revenue operations
- The importance of starting small and scaling
- Identifying who can adapt to changes and who may resist
- Aligning revenue-critical roles
- Connecting marketing, sales, customer success, and product teams
- Creating a customer-centric approach
- KPIs and outcomes for revenue-critical roles
- Importance of connecting all roles to revenue targets
- Using data to track and optimize performance
- Standardization in revenue operations
- Importance of standardizing data, processes, and products
- Enabling better comparison and decision-making across the organization
- Operating principles for revenue excellence
- Leadership commitment
- Data-driven decision making
- Customer obsession
- Forecasting as a core competency
- Building revenue capabilities
- Introducing the Revenue Capabilities Wheel
- Emphasizing data fluency across the organization
- The importance of high-quality revenue
- Focus on retaining and growing existing customer base
- Preparing for future challenges and opportunities
Key Takeaways:
- Data-driven selling is crucial for modern B2B organizations
- Revenue excellence requires a holistic approach, involving all departments
- Standardization and data fluency are fundamental to improving revenue operations
- Continuous improveme
About Heather Holst-Knudsen
Heather Holst-Knudsen is the founder and CEO of H2K Labs and Revenue Room™ Connect. She is a seasoned executive with extensive experience in digital transformation, data, and revenue growth. She is a recognized leader and operator in media, marketplaces, events, and adjacent technologies. Heather has a proven track record of leading organizations to achieve customer-centric innovation, revenue growth, and enterprise value creation. As a thought leader, Heather shares her insights on multisided business models under The Revenue Room™. Connect with Heather on LinkedIn.
ABOUT H2K LABS
H2K Labs is a tech-enabled value creation specialist that helps media, data/information, event, and marketplace businesses accelerate revenue, drive profitability, and fuel enterprise value using data, digital, and AI. We host The Revenue Room™ Podcast, curate Revenue Room™ Connect, a professional network for CEO and their revenue-critical C-Suite teams, and produce events including RevvedUP 2025. For more information, please visit https://www.h2klabs.com
To join Revenue Room™ Connect, please visit https://www.revenueroomconnect.com
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