A opening remarks - Operations Pantaloons- InsightSquared

© 2019 SiriusDecisions. All Rights Reserved
Operations Pantaloons
June 13, 2019
Dana Therrien
Practice Leader
@danatherrien

WELCOME TO RAMP 2019!
Dana Therrien • SiriusDecisions

@siriusdecisions 3 © 2019 SiriusDecisions. All Rights Reserved
The Operations
Maturity Model

All the world’s a stage, and
all the men and women
merely players;
They have their exits and
their entrances; And one
man in his time plays many
parts, His acts being seven
ages.

At first the infant,
mewling and puking in the
nurse’s arms;

And then the whining
school-boy, with his satchel
and shining morning face,
creeping like snail
unwillingly to school.

And then the lover, sighing
like furnace, with a woeful
ballad
made to his mistress’
eyebrow.

Then a soldier, full of strange
oaths, and bearded like the
pard, jealous in honour,
sudden and quick in quarrel,
seeking the bubble reputation
even in the cannon’s mouth.

And then the justice, in fair
round belly with good capon
lin’d, with eyes severe and beard
of formal cut, full of wise saws
and modern instances;
And so he plays his part.

The sixth age shifts into the lean
and slipper’d pantaloon, with
spectacles on nose and pouch on
side;
His youthful hose, well sav’d, a
world too wide for his shrunk
shank; and his big manly voice,
turning again toward childish
treble, pipes and whistles in his
sound.

Last scene of all, that ends
this strange eventful history,
Is second childishness and
mere oblivion;
Sans teeth, sans eyes, sans
taste, sans everything.

The Seven Ages of Operations
Sales Finance
Infant
Marketing Operations
Lover
Collaborative Tools
Soldier
Customer Success
Justice
Digital Transformation
Pantaloon
Artificial Intelligence
Old Man
Sales Operations
Sales Enablement
School
Boy

The Seven Ages of Operations
Sales Finance
Infant
Lover
Collaborative Tools
Soldier
Customer Success
Justice
Digital Transformation
Pantaloon
Artificial Intelligence
Old Man
Sales Operations
Sales Enablement
School
Boy

Revenue Operations Defined
A set of operating principles
shared between
Intended to ensure planning,
processes, infrastructure,
data, and measurements
align cross-organizationally
to maximizing revenue and
performance.
Sales Operations
Sales Enablement
Customer Success

Revenue Operations Types
Virtually Aligned
(Coalition of the Willing)
Marketing
Ops
Sales
Ops
Customer
Success
Sales
Enablement
Sales
Enablement
Sales
Ops
Customer
Success
Marketing
Ops
Rev Ops
Leader
CRO/COO
Centralized
Function

Somewhat
Centralized Function
Sales
Ops
Rev Ops
Leader
Sales
Enablement
Marketing
Ops
Customer
Success
No Revenue Operations
Function
Sales
Ops
Sales
Enablement
Customer
Success
Marketing
Ops

Virtually Aligned
(Coalition of the
Willing)
No Revenue
Operations
Function
Centralized
Function
Somewhat
Centralized Function

Revenue Operations Functions Today
Source: SiriusDecisions 2019 Revenue Operations Research Survey conducted with LeanData, InsightSquared, Outreach.io
9%
15%
18%
18%
40%
Somewhat centralized
function
Virtually aligned – “coalition
of the willing”
No revenue operations
function
Centralized functions
reporting to CRO or senior
leader

I’m talking about what
matters, not figures. I’m
pointing at the moon, and
you’re looking at my
finger.
– Vast Aire

A opening remarks - Operations Pantaloons- InsightSquared

A opening remarks - Operations Pantaloons- InsightSquared

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