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  • srjosephlawfirm

After the sale is enabled and a lead is generated, what's next for revenue operations?

If revenue operations is defined as an end-to-end commercial operations model, then enablement of the deal continues through the proposal phase of the sale and on into the contracting phase if an award is made. Here's where a business-minded legal team can be a differentiator in driving commercial operations excellence. That's because protecting the deal from revenue leakage goes beyond pure sales acumen. It's the "little things" that matter when negotiating the contract terms and conditions --- well, not so "little things" like payment terms, limitations of liability, IP rights, warranties, confidentiality and data protection for sensitive and PII data, and termination rights. These are the "little things" that impact revenue but are not so obvious in a transaction-based pricing structure or in a T&M model. And these "little things" are the types of cost risks that Legal is well-suited to raise, but oftentimes are not seen as an imminent threat and therefore deemed low risk. These "little things" equate to commercial risks where Legal can play well with the business (and particularly, the Sales team) to distinguish the dollars accounted for when booking a sale and the dollars recognized when booking revenue. This is because there are cost implications that dilute the revenue attached to a sale. And these cost implications are usually not obvious in the pricing structure. Hence, after the sale is enabled and a lead is generated, revenue operations has an ongoing role in the journey to commercial excellence. #businessoperations#sales#salesoperations#revenueoperations#revops#intellectualpropertyrights#paymentterms#dataprotection#limitationsofliability#commercialexcellence#processimprovement#processexcellence#operationalexcellence#operationsexcellence#legal#confidentiality

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