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, Califronia. 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