AOP Vocab
What does AOP stand for?
Annual Operating Plan
Who ultimately needs to approve the AOP plan?
What are the 2 types of pipeline that go into TOFU pipeline?
Sales & marketing sourced pipeline
What is the AOP Plan?
The annual process where RevOps and Finance turn ARR and TOFU goals into a board plan. It happens in two phases across Q3 and Q4.
What needs to happen before SDR leadership can do capacity + hc planning?
Marketing and RevOps need to create a plan to hit TOFU targets and build a budget
What's the formula for productivity? (Capacity math)
What is the Board Plan
The board plan consist of an ARR and TOFU plan. This final plan is agreed upon by Finance and the Executive team.
TOFU plans -> Build Budgets -> Capacity & HC Planning -> Build Quotas -> Propose plan
What's the formula to figure out how many SDRs a market can support?
TAM estimate / Book size