The Revenue Room™ - The Journey to Revenue Excellence

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 fund

About RevvedUP 2026
RevvedUP 2026 is where CEOs and revenue-critical C-Suite leaders reset their growth playbook for the AI-first economy. Taking place March 23–24, 2026 at The Vinoy Resort in St. Petersburg, FL, this two-day strategy lab helps leaders pressure-test how AI moves from cost center to growth driver and turn data and disruption into competitive advantage.

About Heather Holst-Knudsen
Heather Holst-Knudsen is the founder and CEO of H2K Labs and Revenue Room™ Connect. A seasoned executive and operator across media, marketplaces, events, and technology, she specializes in digital transformation, data-driven growth, and customer-centric value creation. Heather shares her insights on multisided business models through The Revenue Room™.

About Revenue Room™ CXO
Revenue Room™ CXO is a private executive community for CEOs and revenue-critical C-Suite leaders navigating growth in the data and AI economy. Through curated peer discussions and strategy sprints, members tackle real-world challenges in revenue transformation, customer intelligence, and business model innovation.

Learn more or apply for membership at info.h2klabs.com/apply-cxo.