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10 value streams · 34 processes

Revenue operations

Every process a revenue-operations department runs, written down step by step. They are grouped into value streams, which is how the department divides its own work. Open a stream to read the processes in it.

The value streams
Tooling
Signal-to-System
A run starts when the revenue organization needs something its tools cannot do, or when a tool it has stops earning its place.
Processes inside
  • Administer a Tool
  • Choose a Tool
  • Integrate a Tool
4 processes
 Data
Record-to-Truth
A run starts whenever records arrive from somewhere: a form, an import, an enrichment feed, a person typing.
Processes inside
  • Dedupe and Merge
  • Define a Record
  • Enrich a Record
4 processes
 Territory
Number-to-Territory
A run starts when leadership sets a number and somebody has to make it addressable.
Processes inside
  • Model the Territories
  • Move an Account
  • Publish the Carve
4 processes
 Routing
Rule-to-Route
A run starts when the organization decides who should get what, and how quickly.
Processes inside
  • Fix a Misroute
  • Watch the Response Clock
  • Write a Routing Rule
3 processes
 Deal desk
Deal-to-Approval
A run starts when a deal wants terms the standard ones do not cover: a discount past the threshold, a non-standard term, an unusual structure, an exception to policy.
Processes inside
  • Approve a Discount
  • Publish the Approval Thresholds
  • Review a Non-Standard Deal
3 processes
 Compensation
Result-to-Payout
A run starts when a plan period opens and ends when everybody has been paid what the plan says.
Processes inside
  • Calculate Commission
  • Design a Compensation Plan
  • Settle a Commission Dispute
3 processes
 Forecast
Pipeline-to-Forecast
A run starts on the reporting cadence and produces the numbers the commitment conversation argues over.
Processes inside
  • Build the Roll-Up
  • Enforce Pipeline Hygiene
  • Publish the Forecast View
3 processes
 Reporting
Activity-to-Insight
A run starts when somebody needs to know what the revenue organization did and what came back.
Processes inside
  • Answer a Data Question
  • Build a Report
  • Define a Measure
4 processes
 Enablement
Hire-to-Productive
A run starts when somebody joins a revenue team and ends when they can do the job unaided.
Processes inside
  • Certify a Seller
  • Onboard a Seller
  • Roll Out a Change
3 processes
 Governance
Process-to-Adoption
A run starts when a way of working is written or changed, and ends when it is what people actually do.
Processes inside
  • Document a Process
  • Instrument a Process
  • Review Adoption
3 processes