Whilst building a relationship with the customer is a great way to really delve deep into what they need as a business, it's pointless without the data to support it. Your customer success team could have a strong relationship with a customer and fully understand their needs but if marketing and sales don't have visibility over what that looks like, they can't use that understanding to reach new customers.
RevOps helps align your data across teams meaning sales, marketing and customer success all have a unified view of your customers and their needs.
The alignment that a revenue operations strategy offers creates a more holistic view of the entire customer journey and the improved data means you can easily identify KPIs and metrics to measure customer experience, customer loyalty and brand advocacy. The three most important KPIs are:
Customer churn - This metric can be a scary one that no one wants to talk about but having open, honest conversations across teams is the only way to improve it.
Revenue per employee - How much revenue does your business bring in per employee? Being aware of this number and talking about it regularly can help you set better goals and plan for business growth.
Account relationship score - Strong relationships drive revenue. It's important to understand each customer relationship on an individual level so your go-to-market teams can approach and deal with them in the right way.
Knowing your technology
Your tech stack is the key to all your business data and processes. If your software isn't aligned and connected, your go-to-market teams won't be able to get the information they need to deliver the experience your customers are looking for.
A RevOps structure connects your tech stack across functions ensuring that your data is analysed and clean and all your major business processes are automated.
Unleash the power of RevOps
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Begin experiencing faster growth by managing revenue generation cross-functionally. Download the complete guide to RevOps to learn how you can align your teams and scale revenue.