Everyone is talking about RevOps, revenue intelligence, making more revenue happen with less, gaining pricing power, and data-driven sales empowerment. This requires organizational alignment, pipeline, process & product standardization, and culture change. And, of course, a single source of revenue truth data strategy.
Guest Speakers:
- Denise Medved, Chief Commercial Officer of Informa Markets, North America
- Matt York, CEO, The Channel Company (CRO of Foundry at the time of the recording)
Key Topics Discussed:
- The importance of data-driven selling in B2B organizations
- 60% of B2B sales organizations will transition to data-driven selling by 2025
- Data-driven organizations are more profitable, attractive to investors, and have better customer health
- Revenue as a business process
- Four components of the revenue framework: a. Revenue operating plan b. Aligning revenue-critical roles c. Aligning KPIs and outcomes d. Standardization
- Revenue Kaizen: Continuous improvement in revenue operations
- The importance of starting small and scaling
- Identifying who can adapt to changes and who may resist
- Aligning revenue-critical roles
- Connecting marketing, sales, customer success, and product teams
- Creating a customer-centric approach
- KPIs and outcomes for revenue-critical roles
- Importance of connecting all roles to revenue targets
- Using data to track and optimize performance
- Standardization in revenue operations
- Importance of standardizing data, processes, and products
- Enabling better comparison and decision-making across the organization
- Operating principles for revenue excellence
- Leadership commitment
- Data-driven decision making
- Customer obsession
- Forecasting as a core competency
- Building revenue capabilities
- Introducing the Revenue Capabilities Wheel
- Emphasizing data fluency across the organization
- The importance of high-quality revenue
- Focus on retaining and growing existing customer base
- Preparing for future challenges and opportunities
Key Takeaways:
- Data-driven selling is crucial for modern B2B organizations
- Revenue excellence requires a holistic approach, involving all departments
- Standardization and data fluency are fundame
About Heather Holst-Knudsen
Heather Holst-Knudsen is the founder and CEO of H2K Labs and Revenue Room™ Connect. She is a seasoned executive with extensive experience in digital transformation, data, and revenue growth. She is a recognized leader and operator in media, marketplaces, events, and adjacent technologies. Heather has a proven track record of leading organizations to achieve customer-centric innovation, revenue growth, and enterprise value creation. As a thought leader, Heather shares her insights on multisided business models under The Revenue Room™. Connect with Heather on LinkedIn.
About Revenue Room™ CXO
Revenue Room™ CXO is a private executive community for CEOs and revenue-critical C-Suite leaders who are shaping the future of growth in the data and AI economy. Through curated peer discussions, benchmarking sessions, and strategy sprints, members tackle real-time challenges in revenue transformation, customer intelligence, and business model innovation. This is not another networking group — it’s a confidential forum for leaders ready to accelerate enterprise value in 2025 and beyond.
Learn more or apply for membership at info.h2klabs.com/apply-cxo
