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:

1. 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
2. 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
3. Revenue Kaizen: Continuous improvement in revenue operations 
   • The importance of starting small and scaling
   • Identifying who can adapt to changes and who may resist
4. Aligning revenue-critical roles 
   • Connecting marketing, sales, customer success, and product teams
   • Creating a customer-centric approach
5. KPIs and outcomes for revenue-critical roles 
   • Importance of connecting all roles to revenue targets
   • Using data to track and optimize performance
6. Standardization in revenue operations 
   • Importance of standardizing data, processes, and products
   • Enabling better comparison and decision-making across the organization
7. Operating principles for revenue excellence 
   • Leadership commitment
   • Data-driven decision making
   • Customer obsession
   • Forecasting as a core competency
8. Building revenue capabilities 
   • Introducing the Revenue Capabilities Wheel
   • Emphasizing data fluency across the organization
9. 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

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™ CONNECT

Revenue Room™ Connect is a high-trust membership network for growth-minded executives in media, events, data, and B2B platforms. It’s where forward-thinking leaders align around what actually drives revenue—with curated content, peer exchange, and exclusive access to frameworks, events, and executive insights. Join to connect with others solving the same challenges you are. Create your free profile at https://www.revenueroomconnect.com.

ABOUT H2K LABS

H2K Labs is a tech-enabled value creation specialist that helps media, data/information, event, and marketplace businesses accelerate revenue, drive profitability, and fuel enterprise value using data, digi...