Praise for REVENUE OPERATIONS

“Revenue Operations is an essential career roadmap for those who have made growth their cornerstone objective.”
—Bob Liodice, President and CEO, The Association of National Advertisers

“Revenue Operations harnesses advanced analytics to align resources to opportunities and to drive better revenue performance. It gives managers a science-based approach to managing every aspect of the go-to-market system.”
—Frank Jules, President, AT&T Business

“Growing revenue has emerged as the ultimate team sport that separates winners from losers. Revenue Operations provides systems for breaking silos and aligning revenue teams in a rapidly changing world.”
—General Stanley McChrystal (ret.), Author of Team of Teams

“Connecting more dots across the revenue cycle creates more value for the customers. Diorio and Hummel nail the roadmap on how to do this.”
—Bill Koenigsberg, CEO, Horizon Media, Inc.

“Historically we’ve taught and managed the science of growth as a set of individual disciplines, but the real-world problem of growing a business is interdisciplinary in nature. Diorio and Hummel do a great job of defining clear skills, structures, and systems leaders can use to manage, coordinate, and align all these disciplines coherently around the customer.”
—Professor David Reibstein, The Wharton School of Business, University of Pennsylvania

“In Revenue Operations, Hummel and Diorio underscore the importance of a cohesive Revenue Operating System, highlighting how to align your teams and harness the power of data—all while maintaining a customer-first approach.”
—Meredith Schmidt, EVP, Revenue Cloud & Solutions, Salesforce

“Revenue Operations provides a clear formula for alignment around a common purpose: maximizing customer value. This is a must-read book for every member of the revenue team.”
—Christian Smith, CRO, Splunk

“An indispensable resource for anyone who wants to grow their business – from the CEO to sales and marketing leaders, to operations professionals and front line sellers.”
—Mike Marcellin, CMO, Juniper Networks

“Revenue Operations addresses the biggest problem facing CEOs and business leaders, revenue growth, by providing a playbook that can be executed one step at a time.”
—Sam Errigo, COO, Konica Minolta

“This is a must-read book for any professional who wants to succeed in the subscription economy.”
—Robbie Traube, CRO, Zuora

Crush siloes by connecting teams, data, and technologies with a new systems-based approach to growth.

Growing a business in the 21st Century has become a capital intensive and data-driven team sport. In Revenue Operations: A New Way to Align Sales and Marketing, Monetize Data, and Ignite Growth, an accomplished team of practitioners, academics, and experts provide a proven system for aligning revenue teams and unlocking growth. The book shows everyone how to connect the dots across an increasingly complex technology ecosystem to simplify selling and accelerate revenue expansion. With Revenue Operations, you’ll understand what it takes to successfully transition to the new system of growth without killing your existing business. This practical and executable approach can be used by virtually any business - large or small, regardless of history or industry - that wants to generate more growth and value. By reading this book you will find:

• Real-world case studies and personal experiences from executives across an array of high technology, commercial, industrial, services, consumer, and cloud-based businesses.
• The six core elements of a system for managing your commercial operations, digital selling infrastructure, and customer data assets.
• Nine building-blocks that connect the dots across your sales and marketing technology ecosystem to generate more consistent growth and a better customer experience at lower costs.
• The skills and tools that next generation growth leaders will need to chart the roadmap for a successful career in any growth discipline for the next 25 years.

An indispensable resource for anyone who wants to get more from their business – board members, CEOs, business unit leaders, strategists, thought leaders, analysts, operations professionals, partners, and front-line doers in sales, marketing, and service - Revenue Operations is based on over one thousand surveys of and interviews with business professionals conducted during 2020 and 2021. It also includes a comprehensive analysis of the sales and marketing technology landscape. As a perfectly balanced combination of academic insight and data-driven application, this book belongs on the bookshelves of anyone responsible for driving revenue and growth.