Welcome to your RevOps Academy. Shadab again from RevPartners team. So before we move on to the go to market and data model discovery that we do during our kickoff, Let's quickly talk about some of the fundamental building blocks that I was talking about in the last video. If you are watching this one first, I recommend watching the intro for revenue engine diagnostics and you'll get the full picture including the maturity level frameworks and the revenue engine diagnostics model as a whole. Let's begin. So we start with a very very base layer, the business model. How do we make money? That's the main question we are asking. How do we sell and service our own products? Very very fundamental. That's our go to market model. So that can be our sales go to market, marketing go to market, and CS go to market. There can be operations as well. Then data model. How do we report on company performance? How do we do that? Growth model. How do we hit our growth targets? Tech stack. How do we organize all of this stuff? Where do we do it? In our case, it's mostly HubSpot. It's actually exclusively HubSpot for all of our partners. And then fundamental things. Where do we start? So now before we start building out anything, we need to have this baseline understanding. And from there on the very, very first step of data model, this is where we start. In the very, very first call, this is what you need to do. This is what we do and we recommend you do. Just have like a quick business summary of what you are doing. Your current revenue, your team size. What is the type of goals? Are you on MRR, ARR, or total contract values, go to markets? Then what are your go to market motions? Just like we discussed in the last slide. So is it like one stage, two stage, PLG, account based, lander and expand, or any other, you know, hybrid model? Try to stick with the primary model first, like the primary strategy and then secondary ones will be handled separately. Because if you try to fit everything in one, it's gonna be difficult. So try to or if you have multiple running, that's completely fine. Just select one that you wanna optimize for now, and then go from there and then build upon that. It will be much easier this way. There are certain cases talk to our team if you wanna explore that. There are certain cases where there are multichannel models running at the same time. So how do you optimize for that? We have done it, uh, in the past. Uh, we can do it for you as well. Anyhow, what is your primary go to market motion? Is it like inbound, outbound, partnerships, community, event, product, secondary go to market model? So similar options. And then data model, uh, how do you make money? How do you organize the data? And what is your segmentation, uh, like your business segments? So in our case, we have revenue operations and we have all bound as a service. These percentages mean nothing like these all data is the your data v data. But let's say we are primarily doing rev ops as a service and then all bound, which is our new product line, is 10% catching up really fast, but, yeah, these are not real numbers. And then what is your North Star metric? For us, it's average contract value or annual contract value. For some people, it can be ARR or MRR. So that can be different. Or some people it can be totally different thing. If their pricing is exactly the same, they might be counting the number of closed bond deals. That's completely fine. But you need to have an out star defined. Your deal source and then your specific source within that deal source. So how do you correctly capture? Do you do you capture it? And, uh, are you be, you know, willing to move it? Basically, just try to document as much as possible. So this is like a basic info and then some engagement details that we capture for our internal stuff. Then we do a product discovery. Okay. What products do we have? So we have reverse as a service. We have feature release. We have product launch. We have fast track. We have outbound as a service. We have outbound as a project, one time thing. And we have guided activation. Mostly we try to focus on things that are recurring in revenue. Since CRM is a product, your business itself is a product that's competing. Think of your business as a product that's competing on a a supermarket market shelf. So since your business is ever evolving, your systems, your processes, your revenue engine should always be evolving. Thus, we do recurring engagements. Uh, primarily, there are small fraction of things that we do on a nonrecurring basis. Let's say, for example, like a one time large scale migration, rip and replace, integration, things like that. We do that as well. And, you know, you see, we have the type, we have the pricing, we have the list price, we have the frequency. And what does our average sales cycle looks like. So you wanna capture all of this information. And then for the recovering one, we wanna since we decided, hey, we are primarily in the recurring business model, we wanna do it very, very carefully, and we wanna ensure that we are collecting all of our volume metrics and our conversion metrics. Once you get your volume metrics down correctly, then you can easily derive your conversion metrics. So our case, for example, like in this example case, we have sessions, we have leads, MQLs, SQLs, deals created, closed won. Then we have closed MRR and closed NRR. And then in terms of recurring steps, we have net new, we have cross sell expansion, downgrade, and churn. We track every single one of those. So both the left side of the bota and the right side of the bota. And then exact same thing for our business segment two. So you wanna make sure, uh, you document all of this, uh, for your business. Now, we wanna see, okay, what is our pipeline looking like, uh, in the CRM? Actually, how does it looks like? So we have, like, a couple of pipelines, and, uh, looks like all of them are live and adopted, at least in this example case. And then what are our primary KPIs goals? So for q one twenty twenty five, we have, you know, 15 k goal, and it's, like, the same for the whole year. From q one to q two, the goal increased for leads, but it stays the same. So this is where you enter all of your goals so you can start to track. And then I'm not gonna, like, walk through every single part of this since some lot of things are calculated. Then we have, um, the visibility chart. You can see. Okay. You have the sessions here. You have the leads here and the conversion rate between them. And you can see, okay, within the primary KPI. So lead is a primary KPI. Within the lead, what can I find more information about the lead? Like, how can I drill down into that? So the summary, the create date, lead score, go to market motion. Okay. Within, uh, these SQL to opportunity, what can I find? Uh, within, like, opportunity close one, how can I drill it down and and further segment it down? So these are your data partition. This will enable you to answer fundamental questions about your business. And then any of your change log and timeline and things like that. So this is the overall structure of the go to market and data model discovery. I will see you in the next video where we talk about the next steps for the revenue engine diagnostics. It's a comprehensive process so stay tuned.