Been building out our RevOps function for the past year and honestly it's been a bit of a learning curve figuring out which metrics actually move the needle vs which ones are just noise. Started tracking everything under the sun but realized we were drowning in dashboards. Now we're focused on NRR, CAC payback period, and pipeline velocity since those seem to connect directly to what the board cares about. Also started doing cohort analysis by channel which has been eye opening for understanding which acquisition sources actually stick around. The shift from just counting meetings to caring about activation rates and customer quality has probably been the biggest mindset change for us.
I'm curious what other founders and ops folks are prioritizing though. Are you tracking Rule of 40 at your company? And when you're early (under 1M ARR), does it make sense to even build out RevOps or is that premature before you have enough data? Also keen to hear if anyone's actually using AI agents or automation to track these metrics in real time instead of just pulling reports weekly.