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 improveme

About Heather Holst-Knudsen

Heather Holst-Knudsen is the founder and CEO of H2K Labs and Revenue Room™ Connect. She is a seasoned executive with extensive experience in digital transformation, data, and revenue growth. She is a recognized leader and operator in media, marketplaces, events, and adjacent technologies. Heather has a proven track record of leading organizations to achieve customer-centric innovation, revenue growth, and enterprise value creation. As a thought leader, Heather shares her insights on multisided business models under The Revenue Room™. Connect with Heather on LinkedIn.

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://www.revenueroomconnect.com