Revenue Operations (RevOps) Course

Lesson 1 • RevOps Organizational Design

Covers reporting structures, team charters, and RevOps placement within an org. Students can recommend an org design appropriate to company stage and size.

Lesson 2 • RevOps Maturity Assessment

Introduces maturity models to benchmark current RevOps capability. Students assess an organization and identify priority improvement areas.

Lesson 3 • Building the RevOps Business Case

Teaches how to quantify RevOps impact and secure executive buy-in. Students produce a business case linking RevOps investment to measurable revenue outcomes.

Lesson 4 • The Revenue Engine Model

Maps the full revenue engine from demand generation through retention. Students learn to visualize how each function contributes to compounding revenue growth.

Lesson 1 • Unified Data Model Design

Teaches how to architect a single source of truth across CRM, MAP, and CS tools. Students map object relationships and define canonical data structures.

Lesson 2 • Data Governance and Hygiene

Establishes policies, processes, and tooling to maintain data integrity over time. Students create a governance charter and automated hygiene workflows.

Lesson 3 • Revenue Analytics and Reporting

Introduces core revenue metrics and dashboard design principles. Students build reports that surface actionable insights for each GTM function.

Lesson 4 • Revenue Data Fundamentals

Covers data types, sources, and ownership across the revenue stack. Establishes why data quality is the prerequisite for every downstream RevOps function.

Lesson 1 • Account and Contact Data Strategy

Teaches account hierarchy modeling, contact roles, and ICP tagging. Students implement a structured account model that supports territory and segmentation logic.

Lesson 2 • CRM as Revenue Infrastructure

Positions CRM as the system of record for all revenue activity. Students audit existing CRM setups and identify structural gaps limiting revenue visibility.

Lesson 3 • Sales Process Automation in CRM

Covers workflow automation, task triggers, and alert logic within CRM. Students automate repetitive sales process steps to reduce admin burden.

Lesson 4 • Pipeline and Opportunity Management

Defines stage criteria, exit conditions, and pipeline hygiene standards. Students build a stage-gated pipeline model that produces reliable forecasts.

Lesson 1 • Stack Rationalization and ROI

Teaches how to audit tool usage, eliminate redundancy, and measure stack ROI. Students produce a rationalization report with consolidation recommendations.

Lesson 2 • Tool Evaluation and Selection

Provides a structured framework for evaluating, scoring, and selecting revenue tools. Students run a mock RFP process and produce a vendor scorecard.

Lesson 3 • Tech Stack Governance and Roadmap

Establishes governance policies for tool onboarding, access, and deprecation. Students build a 12-month stack roadmap aligned to GTM priorities.

Lesson 4 • Integration Strategy and Data Flow

Covers native integrations, iPaaS platforms, and API-based connectivity. Students design an integration map that ensures bidirectional data sync across the stack.

Lesson 1 • Lead Management and Routing

Covers lead lifecycle stages, scoring models, and intelligent routing logic. Students design a lead management system that minimizes response time and leakage.

Lesson 2 • ICP and Segmentation Strategy

Defines ideal customer profiles and tiered segmentation models that guide GTM resource allocation. Students build a data-backed ICP and segment taxonomy.

Lesson 3 • GTM Process Documentation and Governance

Teaches process mapping, documentation standards, and change control for GTM workflows. Students produce a living process library with version control.

Lesson 4 • Sales-to-CS Handoff Design

Maps the post-sale transition to ensure customer success continuity. Students create a handoff playbook that preserves deal context and sets CS up for expansion.

Lesson 1 • Forecast Accuracy Improvement

Diagnoses forecast variance and implements corrective process changes. Students track forecast accuracy over time and close the loop on systematic errors.

Lesson 2 • Forecasting Fundamentals

Introduces forecast types, inputs, and the sources of forecast error. Students distinguish between bottoms-up, tops-down, and run-rate approaches.

Lesson 3 • Pipeline Review Cadence Design

Structures weekly, monthly, and quarterly pipeline reviews for maximum signal. Students design a review agenda and inspection framework for each cadence.

Lesson 4 • Pipeline Coverage and Health Metrics

Defines coverage ratios, velocity metrics, and pipeline health indicators. Students calculate required pipeline coverage by segment and sales motion.

Lesson 1 • KPI Framework Design

Establishes a tiered KPI hierarchy from board-level metrics to rep-level activity. Students map KPIs to GTM functions and define ownership for each metric.

Lesson 2 • Operating Cadence and Review Design

Structures daily, weekly, monthly, and quarterly operating reviews around KPIs. Students design a full operating cadence calendar with agenda templates.

Lesson 3 • Retention and Expansion Metrics

Covers gross and net revenue retention, churn cohorts, and expansion rate tracking. Students build a retention dashboard and identify at-risk cohorts.

Lesson 4 • Customer Acquisition Cost and LTV

Teaches CAC, LTV, and payback period calculations across segments and channels. Students build a unit economics model and interpret its strategic implications.

Lesson 1 • RevOps Strategic Planning

Connects RevOps initiatives to company-level revenue goals and board priorities. Students produce an annual RevOps strategic plan with OKRs and resource requirements.

Lesson 2 • M&A and GTM Integration

Covers RevOps due diligence, system integration, and GTM harmonization post-acquisition. Students produce an integration checklist for a simulated M&A scenario.

Lesson 3 • Scaling RevOps for Growth Stages

Adapts RevOps structure and processes for seed, growth, and enterprise stages. Students design a scaling playbook triggered by specific growth milestones.

Lesson 4 • RevOps as Competitive Advantage

Frames RevOps excellence as a durable competitive moat through speed and precision. Students articulate a RevOps vision that differentiates the company in its market.