The Revenue Room™ - The Journey to Revenue Excellence

The Revenue Room™, by H2K Labs

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
• Standardization and data fluency are fundamental to improving revenue operations
• Continuous improvement and adaptation are necessary for long-term success

Interested in joining Revenue Room™ Connect, the first C-Suite network for C

ATTEND REVVEDUP 2025
RevvedUP is an event designed specifically for CEOs and their C-Suite teams leading B2B/B2C media, event, information, data and marketplace businesses. Join the industry leaders and visionaries leveraging digital, data assets and AI to drive exceptional growth and superior enterprise value. To register and learn more, please visit https://www.accelevents.com/e/revvedup-2025.
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, digital, and AI. We host The Revenue Room™ Podcast, curate Revenue Room™ Connect, a professional network for CEO and their revenue-critical C-Suite teams, and produce events including RevvedUP 2025. For more information, please visit https://www.h2klabs.com

To join Revenue Room™ Connect, please visit https://info.h2klabs.com/revenue-room-connect-information-request