Revenue Operations & Growth Topics
Revenue operations, sales pipeline management, and acquisition-focused growth. Includes sales analytics, pipeline management, revenue forecasting, and customer acquisition strategies. For post-sale customer success and retention, see Customer Success & Experience.
Marketing Automation and Lead Management
Covers knowledge and hands on experience with marketing automation platforms and lead management systems used to plan, execute, and measure demand generation and customer acquisition programs. Topics include platform selection and implementation, campaign orchestration, segmentation and personalization, lead capture and enrichment, lead scoring and qualification, nurture workflows, attribution and performance reporting, integration with customer relationship management systems and sales processes, data hygiene and deduplication, and best practices for marketing and sales alignment. Candidates may be asked to discuss specific platforms, integration patterns, architecture for tracking and attribution, and how automation drove measurable business outcomes.
Building Revenue Dashboards and Reporting
Learn to create effective dashboards and reports that answer business questions. Practice selecting appropriate visualizations (line charts for trends, bar charts for comparisons, KPI cards for single metrics). Understand how to structure a dashboard: clear title, key metrics at the top, supporting details below. Learn to use filters and drill-down capabilities. Know how to build different types of reports: executive summary dashboards, team performance reports, pipeline health reports, and predictive forecasting dashboards.
Marketing Automation and Revenue Operations Integration
Focuses on the intersection of marketing automation platforms, customer relationship management systems, and revenue operations to align demand generation with pipeline and revenue outcomes. Key concepts include lead capture and routing, lifecycle stages, marketing qualified leads and sales qualified leads, lead scoring and grading models, service level agreements and handoff processes between marketing and sales, data synchronization and system integrations, attribution and funnel reporting, nurture program orchestration, and measurement of marketing contribution to pipeline and revenue. Also covers governance, governance of marketing technology stacks, data quality practices, and coordination with sales operations and finance for consistent revenue reporting.
Partnership with Sales Team
Understanding sales team needs and challenges. Providing sales enablement materials that actually help close deals. Defining lead quality standards collaboratively. Receiving feedback on lead quality non-defensively and adjusting strategies. Understanding that marketing and sales both contribute to revenue growth. Communicating campaign performance in terms sales cares about.
Marketing Operations Case Studies
Covers solving realistic marketing operations and strategy problems using a structured case study approach. Candidates should demonstrate how to define the problem and success criteria, identify and prioritize key metrics and data sources, articulate hypotheses and investigative steps, and propose solutions with trade offs and implementation plans. Expect discussion of process optimization, lead quality and conversion analysis, measurement frameworks, and how to connect proposed changes to business outcomes. Candidates should also show ability to build the business justification for technology or process investments, calculate return on investment and prioritization logic, and describe cross functional impacts on sales, marketing and engineering. For quick or mini case prompts, emphasize clarifying questions, scoping, data requirements, analytical approach, root cause identification, actionable recommendations, and success measurement and iteration.