Free · 14 chapters + capstone · free eBook.
Who this is for
You now own some piece of the machine that turns strangers into revenue.
Everyone assumes you already know how it all works. There has never been a place to actually learn it. This is that place.
- The analyst in their first sales ops or RevOps seat
- The SDR, AE, or CS manager moving into operations
- The FP&A or data analyst assigned to the revenue org
- The founder doing RevOps without the title
By the capstone you can diagnose a revenue engine end to end and defend every number in the diagnosis.
The definitions everyone assumes you already know
“Most metric fights inside a company are definition fights in disguise.”
“A comp plan is strategy with a W-2 attached.”
“An attribute without provenance is a rumor in a database.”
14 chapters. One first job.
Everything you need to go from “I inherited a mess” to “I can defend every number in this business.”
- 1The Job
- 2The Revenue Engine
- 3The Metric Canon
- 4The System of Record
- 5Data Quality & Enrichment
- 6Routing, Handoffs & SLAs
- 7Reports People Act On
- 8Forecasting Fundamentals
- 9Territories & Quotas
- 10Compensation Basics
- 11The Operating Cadence
- 12Planning Season
- 13Shipping Change
- 14The Career, From Here
+Capstone: The Funnel Audit: the document that gets you promoted.
About the author
Christopher O'Donnell, creator of HubSpot’s Marketing Hub, Sales Hub, Service Hub & Data Hub.
RevOps Foundations is his course for the person who just got the job. It is the first course in a two-part series that continues with Advanced Revenue Operations (with AI).
Already the person with The Folder? Take the sequel:
Advanced Revenue Operations (with AI) →