Revenue Operations

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Purpose

Since parts of all three functional groups work closely together and operational management of the database needs to seamlessly move from one functional group to another, this section is a singular reference point for all three teams to find the most up-to-date workflows, routing, rules and definition sets. Overview of workflow and operational processes that overlap the Sales, Marketing and Customer Success teams. A singular repository to track all tools, license allocation, admins and contracts for the combined Marketing & Sales Operations tech stack. Tips, tricks and how to's for the various applications and external resources that will help user be more productive in the business systems.

Reaching the Teams (internally)

Tech Stack

| Applications & Tools | Who Should Have Access | Whom to Contact w/Questions | Admin(s) | | :— | :— | :— | :— | | Clearbit | Account Executives
Account Managers
Outbound SDR
Inbound BDR | JJ Cordz (primary)
Francis Aquino | JJ Cordz
Francis Aquino | | DiscoverOrg | Mid-Market AEs
Outbound SDR | Francis Aquino | Francis Aquino | | DoGood | Online Marketing | Mitchell Wright | Mitchell Wright | | Drift | Inbound BDR | Mitchell Wright (primary)
JJ Cordz (integration related) | Mitchell Wright
JJ Cordz | | FunnelCake | Sr Director Demand Gen
Marketing OPS
Online Marketing | | JJ Cordz | | Google Analytics | Sr Director Demand Gen
Marketing OPS
Online Marketing
Product Marketing
Content Marketing | | Mitchell Wright
JJ Cordz | | Google Tag Manager | Online Marketing | | Mitchell Wright
JJ Cordz | | GovWin IQ | Sales - Federal | Francis Aquino | Francis Aquino | | InsightSquared | Executives
Sales Leadership | Francis Aquino | Francis Aquino | | LeanData | Marketing OPS
Sales OPS | JJ Cordz (primary)
Francis Aquino | JJ Cordz
Francis Aquino | | LicenseApp | Access via GitLab credentials | Francis Aquino | | | LinkedIn Sales Navigator | Sales Leadership
Account Executives
Account Managers
Outbound SDR
Inbound BDR | JJ Cordz | JJ Cordz
Francis Aquino | | Marketo | Marketing OPS
Online Marketing
Content Marketing
Field Marketing | JJ Cordz (primary)
Mitchell Wright | JJ Cordz
Mitchell Wright | | Optimizely | Online Marketing | | Mitchell Wright | | Outreach.io | Account Executives
Account Managers
Outbound SDR
Inbound BDR | Francis Aquino (primary)
JJ Cordz
Chet Backman | Francis Aquino
JJ Cordz
Chet Backman | | Piwik | Online Marketing | | Michell Wright | | Salesforce | Sales Leadership
Account Executives
Account Managers
Outbound SDR
Inbound BDR
Solutions Architects
Marketing OPS | Not related to quotes or lead routing: Francis Aquino

Lead Routing/Scoring/Source: JJ Cordz | Francis Aquino
JJ Cordz | | Sertifi | Account Executives
Account Managers | Francis Aquino | Francis Aquino | | Terminus | Online Marketing | | Mitchell Wright | | Unbounce | Marketing OPS
Online Marketing
Content Marketing
Field Marketing
Design | Mitchell Wright
JJ Cordz | Mitchell Wright
JJ Cordz | | WebEx | Marketing OPS | JJ Cordz | JJ Cordz | | Zendesk | Access via Salesforce | Lee Matos | Francis Aquino | | Zoom | Access via GitLab credentials | PeopleOPS | PeopleOPS | | Zuora | Access via Salesforce | Wilson Lau (primary)
Francis Aquino (secondary) | Francis Aquino |

Operations License Tracking & Contract Details (document can only be accessed by GitLab team members)

Glossary

Term Definition
Accepted Lead A lead a Sales Development Representative or Business Development Represenative agrees to work until qualified in or qualified out
Account An organization tracked in salesforce.com. An account can be a prospect, customer, former customer, integrator, reseller, or prospective reseller
AM Account Manager
AE Account Executive
APAC Asia-Pacific
BDR Business Development Representative
CS Customer Success
EMEA Europe, Middle East and Asia
Inquiry an Inbound request or response to an outbound marketing effort
IQM Initial Qualifying Meeting
MQL Marketo Qualified Lead - an inquiry that has been qualified through systematic means (e.g. through demographic/firmographic/behaviour lead scoring)
NCSA North, Central, South America
Qualified Lead A lead a Sales Development Representative or Business Development Representative has qualified, converted to an opportunity and assigned to a Sales Representative (Stage 0-Pending Accpetance)
RD Regional Director
Sales Admin Sales Administrator
SAO Sales Accepted Opportunity - an opportunity Sales agrees to pursue following an Inital Qualifying Meeting
SDR Sales Development Representative
SLA Service Level Agreement
SCLAU Abbreviation for SAO (Sales Accepted Opportunity) Count Large and Up
SQO Sales Qualified Opportunity
TEDD Technology, Engineering, Development and Design - used to estimate the maximum potential users of GitLab at a company
Won Opportunity Contract signed to Purchase GitLab

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