Sean Lane is a Founding Partner at BeaconGTM, host of the "Operations with Sean Lane" podcast, and is based in Boston, Massachusetts. He has spent more than a decade building Revenue Operations teams at fast-growing B2B software companies, including Drift and Upserve.

Laura Adint is currently a partner and operations executive for a financial services company in Los Gatos, California. With over 25 years of experience, her prior roles included Vice President of Field Operations at Drift, and Vice President of Sales and Services Operations at Adaptive Insights (a Workday company).

• • Chapter - 00: Introduction: The Revenue Operations Mindset
• Section - ONE: Build Your Knowledge
• • Chapter - 01: When is it Time to Invest in RevOps?
  • Chapter - 02: Know Your Numbers
  • Chapter - 03: Know What Your Company Sells
• Section - TWO: Build Your Business
• • Chapter - 04: The Importance of Operating Rhythms: The Routines, Meetings, and Cadences to Help You Hit Your Numbers
  • Chapter - 05: Designing and Instrumenting the Customer Journey
  • Chapter - 06: The Building Blocks of the Modern Tech Stack
  • Chapter - 07: How to Make Internal Changes that Actually Stick
  • Chapter - 08: The Art and Science of Forecasting
  • Chapter - 09: Annual Planning and the Art of the "Fiscal Year Flip"
  • Chapter - 10: Why Variable Compensation Design is Key to Incentivizing the Right Behavior
  • Chapter - 11: Goal Setting in RevOps
  • Chapter - 12: Data, Data, and More Data: The Evolution from Reporting to Insight to Prediction
  • Chapter - 13: What Happens When Things Break: How to Look Around Corners and Plan for Your Own Mistakes
• Section - THREE: Build Your Partnerships
• • Chapter - 14: Strategic Partner vs. Support Function: The Choice is Yours
  • Chapter - 15: Go Beyond Sales: The Importance of Cross-Functional Relationships
  • Chapter - 16: Get Your Partners Involved: Make Sure You Have Them "Crack an Egg"
  • Chapter - 17: Designing Your Processes with the End User in Mind
  • Chapter - 18: Blurred Lines: Where Does Training & Enablement Fit With a Revenue Operations Team?
• Section - FOUR: Build Your Team
• • Chapter - 19: Staffing Your Team: What Makes a Good Revenue Operator?
  • Chapter - 20: Choosing the Right Organizational Structure
  • Chapter - 21: Management Philosophies: It’s all about the People, Silly
  • Chapter - 22: Speed Isn’t Always the Answer: Slow is Smooth, Smooth is Fast
  • Chapter - 23: Managing Expectations and Priorities: How to Say No
  • Chapter - 24: Get Outside of Your 4 Walls: The Importance of Seeking Out Role Models
  • Chapter - 25: Perfection is an Illusion: Instilling the "Better, Better, Never Done" Mentality