Tentang Program
Revenue leakage sering terjadi pada handoff, definisi stage, data quality, dan tool yang tidak terintegrasi. RevOps membangun satu sistem operasi revenue agar funnel dapat diprediksi dan diperbaiki. Peserta menghasilkan current-state map, KPI dictionary, SLA, serta transformation backlog.
Business Challenges
- Marketing, sales, dan customer success menggunakan lifecycle serta definisi keberhasilan yang berbeda.
- Revenue leakage terjadi pada handoff, stage definition, data quality, dan aktivitas tanpa ownership.
- Forecast tidak dapat dipercaya karena opportunity criteria, probability, dan seller judgment tidak konsisten.
- Technology stack bertambah tanpa integration map, automation priority, dan change management.
Learning Outcomes
- Memetakan end-to-end revenue lifecycle, handoff, bottleneck, owner, dan exit criteria.
- Menyusun shared taxonomy, KPI dictionary, required field, data-quality rule, dan source of truth.
- Meningkatkan pipeline visibility dan forecast discipline melalui coverage, velocity, serta forecast category.
- Membangun RevOps roadmap yang mencakup SLA, technology, automation, operating rhythm, dan governance.
Learning Modules
- Revenue Process Architecture — Peserta memetakan lifecycle dari demand sampai renewal, handoff, bottleneck, rework, owner, dan exit criteria. Output: end-to-end revenue process map.
- Revenue Process Architecture — Peserta memetakan lifecycle dari demand sampai renewal, handoff, bottleneck, rework, owner, dan exit criteria. Output: end-to-end revenue process map.
- Data, Metric & Forecast — Peserta menyepakati taxonomy, source of truth, required field, leading-lagging KPI, coverage, velocity, dan forecast category. Output: revenue KPI dictionary.
- Data, Metric & Forecast — Peserta menyepakati taxonomy, source of truth, required field, leading-lagging KPI, coverage, velocity, dan forecast category. Output: revenue KPI dictionary.
- Technology & Automation — Peserta menilai peran CRM, marketing automation, BI, integration, workflow trigger, dan technical debt. Output: system map dan automation backlog.
- Technology & Automation — Peserta menilai peran CRM, marketing automation, BI, integration, workflow trigger, dan technical debt. Output: system map dan automation backlog.
- RevOps Governance — Peserta menetapkan SLA, funnel meeting, forecast call, experiment review, prioritization, dan change management. Output: RevOps operating rhythm.
- RevOps Governance — Peserta menetapkan SLA, funnel meeting, forecast call, experiment review, prioritization, dan change management. Output: RevOps operating rhythm.
Target Participants
Sales Executive, Account Manager, Business Development, Sales Supervisor, Commercial Manager