The 6 Pillars Of RevOps - Kay Dastgheib - RevOps Rockstars - Episode #19

RevOps Rockstars

Today’s RevOps rockstar is someone who develops top performing teams, and has a passion for scalable and sustainable business growth. As a RevOps leader, he focuses on establishing a proactive data-driven culture. Joining David and Jarin this week for another amazing episode of RevOps Rockstars is the VP of GTM Strategy & Operations at Mural, Kay Dastgheib. David, Jarin, and Kay dive deep in to Kay’s 6 pillars of RevOps, how he empowers team members to utilize data, and the ways to use your RevOps skills to build an effective garden.

Takeaways:

• Data is the language of RevOps, but everyone speaks at a different level of fluency. While some things may seem obvious internally, Ops teams need to take the time to effectively communicate their observations.

• When presenting your data, it’s not enough to just show the numbers and stats. RevOps teams need to distill into actionable insights. You need to convert the data into benchmarks or milestones that teams can work towards completing.

• RevOps professionals need to also consider themselves revenue leaders. RevOps leaders need to keep an eye on booking targets and the forecast pipeline. Pacing on gross and net retention alone is not enough.

• Kay breaks his RevOps team into 6 operating pillars. Sales operations, revenue enablement, business analytics, CS operations, marketing operations, and go to market systems.

• When it comes to finding the balance between in-house and outsourced work, a large factor for Kay is time. For time bound projects that require expertise on tap, Kay prefers to leverage external consultants.

• It wouldn’t be RevOps if there wasn’t something that needed immediate attention. As a RevOps leader, you need to rely on your teammates under you for critical escalations. Setting metrics of importance allows you to supervise the team without micromanaging.

• While simpler is often better, RevOps teams operate within multiple pieces of software. Having a central source of truth is good, but ensuring the way you construct your reports are synonymous is a crucial step.

Quote of the Show:

• “Our stakeholder’s success is our success.” - Kay Dastgheib

Shoutouts:

• Josh VanGeest: https://www.linkedin.com/in/jrvangeest/

• Anil Somaney: https://www.linkedin.com/in/anilsomaney/

• Chris Hays: https://www.linkedin.com/in/chrishays1/

Links:

• LinkedIn: https://www.linkedin.com/in/kayvandb/

• Website: https://www.mural.co/

Ways to Tune In:

• Amazon Music - https://music.amazon.com/podcasts/08a4b302-d25e-4b7b-a11a-60e9b51df083/revops-rockstars

• Apple Podcast - https://podcasts.apple.com/us/podcast/revops-rockstars/id1654084702

• Spotify - https://open.spotify.com/show/6ynGAP60cktaDs1Cb6Chxh

• YouTube - https://youtu.be/zKGrhOCwbFI