The Revenue Operations Manual: An In-Depth Guide to Building Your Team, Your Partnerships, and Your Business

Nowadays, growing a business is a team sport. You need to bring revenue-generating teams, the right technology and the best data together into one place in order to build an effective and predictable revenue engine.

This is where revenue operations teams come in. The Revenue Operations Manual takes you through every aspect of this evolving function, whether that’s understanding what exactly it is, or how to effectively build your team, technology and partnerships in order to ensure your go-to-market strategies support business goals and revenue growth.

With real-world examples of best practice and of what not to do, this book offers expertise and interviews from world-class operators from hypergrowth companies, providing a blueprint on how to build and scale this critical business function. Understand the value that revenue operations can bring to your business, and what the right time to invest in it is, as well as how to design your business in order to maximize the opportunity this team can bring.

Sean Lane is a Founding Partner at Minot Light Consulting, host of the ＂Operations with Sean Lane＂ podcast, based in Boston, Massachusetts. He has spent more than a decade building Revenue Operations teams at fast-growing B2B software companies, including Drift and Upserve.

Laura Adint is currently a partner and operations executive for a financial services company in Los Gatos, California. With over 25 years of experience, her prior roles included Vice President of Field Operations at Drift, and Vice President of Sales and Services Operations at Adaptive Insights (a Workday company).