Читать книгу Revenue Operations - Stephen Diorio, Chris K. Hummel - Страница 3

1 Chapter 1FIGURE 1.1 The Revenue CycleFIGURE 1.2 Sources of Shareholder Return. Source: Data from E. Olsen, F. Pla...FIGURE 1.3 Revenue Growth and Firm Value. Source: Blue Ridge Partners, Pitch...FIGURE 1.4 The Commercial Processes That Create Firm Value. Source: 1) Brand...FIGURE 1.5 The Megatrends That Changed the Growth Formula

2 Chapter 3FIGURE 3.1 The Six Pillars of a Management System for Revenue Operations

3 Chapter 4FIGURE 4.1 Distribution of Growth Levers Across Executive Functions

4 Chapter 6FIGURE 6.1 The Revenue Operating System: IntroductionFIGURE 6.2 The Revenue Operating System: Building BlocksFIGURE 6.3 The Modern Growth Investment Mix. Source: The Marketing Accountab...FIGURE 6.4 The Revenue Operating System

5 Chapter 7FIGURE 7.1 The Effectiveness of Technology Infrastructure Supporting the Sal...FIGURE 7.2 Aligning the Technology Stack with the Most Common Points of Fail...FIGURE 7.3 Three Ways Technology Can Enhance Selling ChannelsFIGURE 7.4 Connecting the Dots Between Sales Engagement Data and Business Va...

6 Chapter 8FIGURE 8.1 The Top Opportunities to Better Manage Sales Teams. Source: Reven...

7 Chapter 9FIGURE 9.1 The Top Ways Customer Behavior Is Impacting Remote Selling Produc...

8 Chapter 10FIGURE 10.1 The Interrelated Decision Factors That Inform Growth System Perf...

9 Chapter 11FIGURE 11.1 Revenue Cycle InsightsFIGURE 11.2 The Digital Selling PlatformFIGURE 11.3 Account-Based MarketingFIGURE 11.4 The Integrated Learning and Development ProcessFIGURE 11.5 Real-Time Data-Driven SellingFIGURE 11.6 Intelligent Response Management

10 Chapter 12FIGURE 12.1 The Relative Performance and Valuation of Different Commercial M...FIGURE 12.2 The Relative Performance and Valuation of Different Commercial M...

11 Chapter 13FIGURE 13.1 The Revenue Value ChainFIGURE 13.2 The Revenue Value Chain (Example)