Mostly metrics
Run the Numbers
E31: Hubspot's SVP RevOps Sid Kumar Goes DEEP on Revenue Operations
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E31: Hubspot's SVP RevOps Sid Kumar Goes DEEP on Revenue Operations

In this episode, Hubspot SVP of RevOps Sid Kumar discusses the most crucial aspects of revenue operations, the importance of data strategy, perspectives on rep productivity and commission structures, discounting, and more. The conversation also touches on how the lines between go-to-market and product strategies are increasingly blurring. Sid also gives us his take on comp plan design. Supercharge financial operations with Maxio. Request a demo at www.maxio.com/runthenumbers for 10% off your first year.

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SPONSORS: Maxio | Tropic | Thoropass

Maxio is the only billing and financial operations platform that was purpose built for B2B SaaS. They're helping SaaS finance teams automate billing and revenue recognition, manage collections and payments, and put together investor grade reporting packages. 🚀 Request a demo at www.maxio.com/runthenumbers for 10% off your first year.

Tropic is the next-generation Procurement Platform that’s helping modern CFOs take control of their budgets and bottom line. By combining approval workflows, supplier management, and pricing benchmarks all in one place, Tropic makes savings opportunities easy to find and act on. 🌴 Visit www.tropicapp.io/metrics to learn how.

Thoropass provides complete compliance management, continuous monitoring, and security audits through intuitive software and expert guidance – allowing you to do business with confidence. Learn more: https://bit.ly/Thoropass 🔒

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FOLLOW US ON X:

@cjgustafson222 (CJ)

@sidkumar (Sid)

@TurpentineMedia (Turpentine)

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TIMESTAMPS:

(00:00) Intro

(00:36) Where does RevOps sit?

(03:38) The Intersection of RevOps and Finance

(04:43) When to Hire the First RevOps Person

(05:45) The Role of Data in RevOps

(08:27) The Relationship Between FP&A and RevOps

(10:33) Designing Effective Commission Plans

(12:39) The Role of Incentives and Outcomes in RevOps

(18:57) Sponsors: Maxio | Tropic

(22:22) The Importance of Agile Planning in RevOps

(26:01) Understanding Sales Capacity and Quota Assignment

(27:15) AI and Product Led Growth: Blurring the Lines

(27:43) Understanding Business Segmentation

(32:20) Sponsor: Thoropass

(33:40) The Philosophy of Discounting

(37:32) The Role of Spiffs in Sales

(41:09) Understanding Rep Productivity Metrics

(48:29) The Role of Communication in CFO Success

(50:41) The Impact of Large Commission Checks

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Mostly metrics
Run the Numbers
Run the Numbers is a twice-weekly podcast about financial metrics and business models, designed for ambitious people operating tech startups. It's a collection of things host CJ Gustafson (CFO at Partstech and writer of Mostly Metrics) has learned and thought about in the trenches as a tech CFO. This show is meant to serve as a playbook of sorts for the stuff CJ wishes he knew earlier in his career, both from experience and from copying people smarter than himself. Topics frequently touch upon Startup SaaS Metrics, Annual Budgeting, Financial Forecasting, Headcount, Equity, Dilution, and Fundraising – and how all of these drive business performance and growth.