The Data Room

Scott shares his experience as a 5-time CEO as well as an independent Board director on multiple companies. Some highlights from this episode include:

Challenges - Why is BOD reporting so challenging and cumbersome for VC/PE backed companies?

Perspective - What are the responsibilities of the Board and what do they need to know to execute those responsibilities?

Frequency - what to report on a monthly basis vs. quarterly basis

Content - what to include (and not include) in your BOD meetings?

Noisy KPI dashboards & static scorecards have made us all numb to data. Nothing jumps out as actionable. That's why we need CONTEXT.

In Episode 22 of The Data Room, Scott Stouffer explores the five key elements of context that make Go-to-Market reporting actionable so you can improve operations and outcomes.

1. Time

Here's what we cover in Episode 21:

• 3 choices for building a comphrensive RevOps function

TL;DR - You can't build RevOps properly with just one person!

In Episode 20 we'll cover:

• 2 core requirements for RevOps

B2B companies face an uphill climb when it comes to scaling. There’s a sizable amount of risk that these companies must address in order to grow and potentially raise more funding.

In this episode, scaleMatters CEO and Co-Founder Scott Stouffer shares his insights into the tough journey that startups face and how they can navigate this journey efficiently and effectively:

• The odds that startups face to get past the initial seed stage (0:48)

You’re a growing B2B company with some traction and some initial customers. Should you hire a RevOps leader or a business analyst to help with your go-to-market engine?

Ideally, you’d have enough capital to hire both, but that’s rarely the case.

In this episode, Scott Stouffer, scaleMatters CEO and Co-Founder, reviews the case for hiring a RevOps leader or a business analyst.

He reviews:

- The data that CEOs need when they’re growing an early-stage business (1:17)

- What data is useful for determining what strategies are most effective vs. least effective (2:42)

- The core tech stack that B2B companies should invest in (6:07)

- Why RevOps is so popular for managing your tech stack (7:07)

- The differences between a RevOps leader and a business analyst (10:!2)

As a B2B startup, you have many avenues available to start building. It can be a bit overwhelming to figure out where to put your focus.

Once you build your sales and marketing teams, is it time to start building out a revenue operations function?

Join Scott Stouffer, CEO and Co-Founder of scaleMatters, as he reviews the timing of investing in RevOps as a B2B startup:

- When it’s too premature to invest in RevOps (1:06)

- Challenges that indicate that it’s time to invest in RevOps (4:01)

- Why you shouldn’t leave it to sales or marketing teams to manage your tech stack (8:11)

Raising your Series A funding is an exciting time. You’ve gained traction in an initial customer market and investors are showing confidence that you can scale. But now what?

Your first 100 days after completing a Series A round are crucial - it’s time to get planning.

Learn what Scott Stouffer, scaleMatters CEO and Co-Founder, recommends once you raise a Series A round of financing:

- Common priorities to include in your 100-day plan (1:05)

- Why a delay in investing in RevOps could be detrimental to your growth (5:20)

- The specific skills CEOs should look for in a RevOps team (8:24)

Your strategies and tactics change depending on the size of your company. The same can be said for revenue operations.

In this episode, Scott Stouffer, CEO and Co-Founder of scaleMatters, walks through the ways RevOps solves challenges specific to seed, Series A, and Series B companies:

He covers:

- The risk profile of a business related to the stage of funding (1:41)

- The value of RevOps for seed stage companies (4:05)

- The value of RevOps for Series A stage companies (6:05)

- The value of RevOps for companies at Series B and beyond (12:53)

B2B startups might often hear the term “revenue operations” and think that they’re too early to invest in an operational component of their business.

In reality, the earlier you invest in revenue operations (RevOps), the stronger you are setting yourself up for growth.

In this episode, Scott reviews the importance of RevOps for an early-and growth-stage startup:

- The impact of the RevOps function on B2B startups (1:17)

- The type of expertise needed to manage a B2B tech stack (5:15)

- How startup CEOs can use RevOps as a strategic asset (7:56)

- The top 4 ways RevOps can underpin revenue growth (15:41)