Your A-Z Guide on what is Revops

Revenue Operations (RevOps) is a methodology that helps companies align teams under the same goal of optimizing revenue. Adopting a RevOps strategy has become critical to maximizing growth.

Reaching the optimal state of growth is not always a simple process. Adopting a successful strategy requires an in-depth examination of your entire business and requires a solid foundation.

Let's explore:

What is RevOps?
Who are the players?
Benefits of RevOps
When is it time to adopt RevOps?
How to implement a RevOps framework
Tips for successful adoption

What is RevOps

Revenue Operations (RevOps) aligns marketing, sales, and customer service teams across the customer lifecycle. When put into practice, your organisation will break down silos and align go-to-market teams under the same revenue growth strategy. This results in improved transparency and cohesion across the technology, processes and strategy.

RevOps is the framework that brings this all together and results in enhanced revenue growth and clear ROI reporting.

Who are the key players

Marketing

Customer lifecycle information should be easily accessible across one platform and processes should be consistent across all of the GTM teams. As a result, marketing can deliver campaigns that offer real value and can begin building authentic relationships with customers.

Sales & CS

In a RevOps framework, CS teams are involved before the final sale is completed. This proactive approach introduces customers to their point of contact earlier and helps to continue fostering authentic relationships.

RevOps team

The RevOps team has a distinct vision of the revenue strategy across the go-to-market teams. They're there to handle the strategy around objections, team enablement, gathering insight, and using tools.

The challenges RevOps solves

Disconnect in the data.

Marketing and sales often operate with their own data sets, knowledge, and processes. Once RevOps is at play, it’s easier to recognise sales, marketing, and customer success as a single function.

Customers expect an integrated, seamless experience.

Customers are in search of an experience that feels personal to them. In order to achieve this level of personalisation, your entire team needs to have an understanding of the customer's journey and their business pain points.

Different goals lead to greater inefficiencies.

Traditionally, each department within a business has its own operating function and each has different goals and priorities. The incremental improvements are falling through the gaps. Through better collaboration and visibility, RevOps provides focuses on closing gaps in the customer lifecycle through improved operational efficiency.

How can RevOps help grow your business

Build a predictable pipeline

A RevOps framework helps your sales team develop a consistent approach to selling. It's fluid, data-driven and as a result, accurate. When you have a consistent, predictable pipeline, leadership teams can effectively identify new strategies to achieve scaling growth targets.

Enhance customer experiences

Delivering exceptional customer experiences means building authentic relationships across the flywheel. The customer needs to have a positive experience across marketing, sales and customer service. With RevOps, your team has access to information on demand to help the customer when, and where they need support.

Better decision making, faster

Your go-to-market team needs to work collaboratively and understand how their work impacts revenue growth. When everyone is centred around a common goal, it's easier to make faster and quicker decisions. Additionally, when there is a consistent tech stack, you can see and understand why decisions were made at each stage of the customer lifecycle.

Improve customer retention

Building a high-momentum flywheel means creating delightful customer experiences. RevOps compliments the flywheel methodology because CS is involved throughout the entire journey. They build trust, understand needs from the start, and develop authentic relationships. This is a critical factor in creating delightful experiences, and in turn, retaining customers for longer.

The symptoms indicating it's time to adopt RevOps

Your team and tech stack are growing, it's pretty likely there are opportunities to improve efficiencies and experience cost savings
Your workflows are complicated and responsibilities are not always clear
Your go-to-market teams aren't collaborating closely
The data in your CRM is unorganised, full of duplicates, and unstandardised.

The 5 main benefits of RevOps

Make data-driven decisions and have better collaboration
Achieve complete visibility and accountability across all teams
Create a single source of truth shared by everyone
Experience consistent and predictable pipeline and business growth
Create better customer experiences that lead to higher win rates and faster sales cycles

How can your organisation implement RevOps

Understanding RevOps is the first step. But how do you put these ideas into practice? We’ve developed a guide to RevOps to help your organization adopt a revenue-focused approach. Get started today & start experiencing results!