The RevOps Show

Jess and Doug are diving into The 3 Zones of Execution. 

• Zone One is the Performance Zone. It's the next 90 days and is all about meeting objectives and hitting your number.
• Zone Two is the Enablement Zone. It's the next 90 days to a year and is all about staging, operationalizing, systemizing, and optimizing.
• Zone Three is the Transformation Zone. It's the next three years and beyond and is all about vision, change initiatives, and building capabilities.

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

Today Jess wants to talk about system design and of course Doug is 100% focused, locked in, and ready to go…maybe!

Questions answered in today's episode: 

• What is system design? How would you explain it?
• Why is system design important? Why do we always go back to system design?
• Where do you start with system design?
• What are some of the biggest challenges that you run into? Where are places that people get stuck?

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

Today Jess and Doug are discussing five mistakes of RevOps. They aren’t the top five, but they are five that can be prevented.

5 Mistakes of RevOps covered: 
1. Losing the plot
2. Champagne vision - beer tolerance
3. The failure to use friction
4. Is the juice worth the squeeze?
5. Becoming the department of sales prevention

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

We’re here today to discuss a story, one that may cause confusion, chaos and disruption to the RevOps world. Doug’s a bit hesitant to share this story with us because while using client stories as examples, because it’s real life experience, he does try to keep it completely anonymous (which he is going to continue to do). The movement to RevOps has created hype and as he looks at everyone talking about revenue operations, one of the things more often than not that’s the question to answer is, what is RevOps NOT responsible for?

Today's episode will answer questions on a client that shouldn't have a focus of RevOps...at least not yet. You'll get to learn answers to:

• When is revenue operations the wrong focus?
• If their problem is not a RevOps problem, what is it?
• What is a lack of force problem?
•  What are the things you need to do for the problem to be RevOps?
• What should this company do?

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

Baseball season is back! While the topic for today isn't around baseball, it's important that we all know the full lineup of the Reds. The actual topic for today is all about the ideal client profile (ICP). This has come up in a few places on the podcast and Doug likes to reference the fact that people think they have ICPs and in fact they don’t.

Questions answered in today's episode: 

• Why an ideal client profile? 
• What's an ideal client profile? 
• How do you know when your profile is done?
• What are some misconceptions with ideal client profiles? 
• Where do you start with putting together an ideal client profile?
• How often should you modify your profile?

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

Doug has his cup of coffee and is ready to take on whatever Jess has planned for this episode which happens to be centered around the goal people have of a perfect CRM. And to confirm we’re talking about the perfect CRM/database. While they are two different things, they’re being used interchangeably. The unique aspect about this episode in particular is you’ll get to see a peek behind the curtain into how Imagine operates as roles reverse today and Doug is the one doing the question asking.

Questions answered in today's episode: 

• What's the perfect database?
• Why does the problem of wanting a perfect database exist? 
• What's the key to having a priority?
• How do you know what your problems are?
• Where should you start in the journey if you want to be successful?

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

Jess is really happy in today’s episode, but will she remain that way? It all depends on if Doug brings out the soundboard. (Spoiler alert: of course he’s going to bring out the soundboard!) Today’s topic is really exciting as Doug finally got to choose what to discuss - dashboards and reporting and more specifically, effective dashboards and reporting.

Questions answered in today's episode: 

• What does an effective dashboard and report accomplish?
• What makes an effective report?
• Is there a difference between what we're trying to accomplish with a specific report versus a specific dashboard?
• How do you put together a strategy for an effective dashboard?
• Why is it so hard to put an effective dashboard together?

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

Baby Shark, Fight Club, Doug has the soundboard going today! But we’re not here to talk about the soundboard, today Jess and Doug are discussing customer acquisition versus revenue acquisition. What’s the difference? Are they the same thing? Find out in today’s show.

Questions answered in today's show:

• What's the difference between customer acquisition and revenue acquisition?
• What is lift? 
• Why is it that there seems to be so much focus on customer acquisition and getting new customers over revenue acquisition?
• Should you focus on customer acquisition over revenue acquisition?

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

Jess is working through Doug’s greatest hits, and today is one he’s excited to talk about - alignment and specifically alignment between sales, marketing, and success. On top of it, Doug has something new that he’s going to bring up on the subject, so you definitely want to listen in for that insight.

Questions answered in this episode: 

• Why is alignment important? 
• Is alignment a myth? 
• Where does RevOps come in?

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.

At Imagine we have what are called The First Principles for Radical Execution. Here, we’re looking at one that isn’t understood as easily, consider the opportunity cost. Doug and Jess will walk you through what that means, and how you apply it in RevOps.

Questions answered in today's episode: 

• What does consider the opportunity cost mean?
• How do you determine what change is? If we’re trying to manage the opportunity cost and we’re trying to make a rapid change, how do you know how much you change and how rapidly? How do you know that you’ve gone too far?

If you're liking the show, please make sure to subscribe and share it with your friends and/or coworkers. Follow us on Twitter: @dougdavidoff, @JessDCardenas & @demandcreator to receive updates on when new episodes publish or to get other great insights. You can also watch the video version of the show on our page. Thanks for watching and remember you can't solve your upstream problems, downstream.