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The Revenue Operations Mindset by Sean Lane

Transforming Siloed Businesses into Scalable Revenue Machines Sean Lane, a founding partner at BeaconGTM, on the importance of instilling a revenue operations mindset within organizations. Lane emphasizes the need to focus on the entire customer journey, aligning technology decisions to support the journey, and building strong foundational disciplines around knowledge, business, partnerships, and team building. He defines revenue operations as a function that aims to transform siloed, unpredictable businesses into high-achieving, predictable, and scalable revenue machines. The presentation covers key aspects of revenue operations, including planning, execution, and insights, as well as strategies for mapping the customer journey, instrumenting and measuring it, building partnerships, and assembling a high-performing revenue operations team. The overarching message is that while the technology landscape is rapidly changing, the foundational disciplines and desired business outcomes remain constant, and revenue operations professionals can leverage these principles, along with AI-powered tools, to drive greater efficiency and predictability in go-to-market execution.