Siva Rajamani, CEO @ Everstage Shreenidhi Shivkumar, Head of Implementation and Solutions @ Everstage The biggest challenge in building a resilient company over the next decade will be to unlock the true power of data and synergies across functions. Being at the center of the Go-to-market teams, RevOps is perfectly positioned to bring this vision to reality. While all of this is possible in theory, it requires a lot of tactics (Secrets) that only true practitioners can share. Siva Rajamani, CEO and co-founder of Everstage, will discuss the blueprint with 6 secrets he’s learned from his experience of scaling Revenue from $30M to $200M as a RevOps leader.

1. Shreenidhi Shivkumar
Head of Implementation
and Solutions
Everstage
6 Secret Strategies Founders Use to
Leverage RevOps for Growth Acceleration
Siva Rajamani
CEO
Everstage
@ siva_rajamani
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2. The Rise of RevOps
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1. 6,000+ job openings in US at
this point for Revenue
Operations role
2. 300% Increase in Revenue
Operations leadership roles in
the last year in US
So whats driving
all this Frenzy for
Revops?

3. Strategy #1: Rationalize Reality with Metrics
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OBJECTIVE
Define and track key SaaS metrics
Align Marketing & Sales metrics
WHY?
Without unified reporting and baseline,
growth cannot happen.
WHY REVOPS?
Context.
RevOps, the only team to work with Sales,
marketing, leadership and finance

4. Rationalize Reality with Metrics
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Example exercise: Metrics to Standardize
ARR
GAAP
REVENUE
CHURN AND
RENEWALS RATE
LIFETIME VALUE
AND CUSTOMER
ACQUISITION COST
NET DOLLAR
EXPANSION RATE
NEW BUSINESS AND
EXPANSION BUSINESS
CLASSIFICATION

5. Strategy #2: Collect Insights in Disguise
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OBJECTIVE
Summarize opportunities/challenges to
leadership based on ground level insights
WHY?
Growth strategies fail when they fail to
address the current reality
WHY REVOPS?
Trusted partner by reps.
RevOps helps reps with deals, CRM,
reporting, incentives.

6. Collect Insights in Disguise
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Example exercise: Helpful information that you can only acquire through reps
Why do prospects choose us?
What is the core reasons deals get closed quickly?
Who are the competitors at each level?
What are the common reasons for losing regional deals?
What are the opportunities reps see in the market,
especially field reps?

7. Strategy #3: Reward the Right Growth Behaviours Strategically
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GOAL
Create incentive structures to tactically
drive growth
WHY?
Without proper incentives, there is no
accountability for reps/leaders.
WHY REVOPS?
Credibly Neutral.
RevOps can balance leadership vision and,
finance requirements and sales challenges.

8. Reward the Right Growth Behaviours Strategically
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Example exercise

9. Strategy #4: Minister of Policies, Processes and Tech Stack
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GOAL
Streamline process, establish policies and
adopt latest tech stack.
WHY?
Enabling growth plan requires
optimization and scalability of
processes/tools.

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Minister of Policies, Processes and Tech Stack
POLICIES
1. Rules of Engagement
policy
2. Lead Assignment rules
3. Discounting policy
4. Cross-team/Cross-region
collaboration policy
PROCESSES
1. Quote to Cash process
2. Lead to Quote process
3. Annual Planning
4. Deals desk setup and
legal alignment
Example exercise
TECH STACK
1. Integration across tools
2. Access Provisioning and
Control
3. Process Automation
4. Reporting infrastructure

11. Strategy #5: Master of Coin for Marketing
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GOAL
Track, report and optimize marketing
spend and returns
WHY?
Marketing is too close to the problem.
Growth requires focused attention and
optimization.
WHY REVOPS?
Unbiased filtered feedback from sales
and keeping it real with marketing

12. Strategy #6: Grow and Protect
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GOAL
Delight your customers post-sales to
expand effectively and avoid churn
WHY?
Growth comes sometimes from
existing base.
Implementation, onboarding
and expansion can be great levers

13. Grow and Protect
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Example exercise: Account Book Strategy
Account book classification and assignment
Expansion targets and Churn Control targets for Account book
Cross sell and Upsell strategy and playbooks
Tracking and Reporting
Resourcing for Implementation, Onboarding, Customer Success Teams
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14. Summary
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Rationalize Reality with Metrics
Collect Insights in Disguise
Reward the Right Growth Behaviours Strategically
Minister of Policies, Processes and Tech Stack
Master of Coin for Marketing
Grow and Protect
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3
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15. Summary
Come visit us at booth #219!
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Siva Rajamani
CEO
Everstage
@everstageinc
Shreenidhi Shivkumar
Head of Solutions
Everstage
@everstageinc
Sivaroopan Sivakumar
Head of Customer Success
Everstage
@everstageinc

16. THANK YOU