Revenue Operations

What is RevOps? Why do I need it?

Sales operations supports sales teams. Marketing operations supports marketing teams. But who's looking across all customer-facing teams to make sure processes are smooth? That's where revenue operations (RevOps) comes in. RevOps is an iterative discipline that works to align customer-facing teams through process improvements.

This involves reviewing how tools and teams work together. It includes, but isn't limited to:

Handoffs between teams
Full cycle reporting
Operational workflows
Data initiatives
Technology adoption
Process automation

How does RevOps relate to other operations teams?

RevOps is an extension of other operations teams, not a replacement. Sales ops reports into the sales department, and focuses on their challenges. Marketing ops focuses on the challenges of the marketing department. RevOps looks to coordinate work done by other operations teams and ensure that they're aligned. This includes the different categories outlined below:

Marketing teams	Sales teams	Support/service teams
Running campaigns Lead generation Managing brands Supporting events	Prospecting Demos Negotiation Deal creation	Onboarding new customers Supporting existing customers Driving usage and satisfaction Developing support resources
Marketing operations	Sales operations	Support operations
Support with landing page setup Email automation MQL processes Marketing system integration	Support with lead routing Support with duplicate contacts/companies Account assignments Sales reports Sales enablement	Ticket routing Survey automation Live chat management Support integrations Service SLA management reporting
Revenue Operations
Support processes that cut across teams, such as lead handoff, sales and marketing SLAs, ABM orchestration, onboarding/handoff, additional team integration, target account support, cross-departmental reporting, full-funnel and attribution reporting, upsell sales motions, land and expand sales motions, lead passbacks from sales to marketing, platform support, integration support, data maintenance and governance, back office integration support, and more.

Who is this for?

The best candidates for our RevOps services are midsize to large companies with aggressive growth goals. If you have multiple teams and no one responsible for all of them, it can be difficult to coordinate processes, adding friction to a contact’s experience of working with your company. A revops function responsible for the whole customer lifecycle can help keep teams at rapidly-growing companies from becoming siloed.

Here are some key indicators that your company might benefit from RevOps:

Your company is feeling growing pains from recent growth, including post-acquisition
You have to maintain a lot of platforms to keep everything working
Your customer-facing teams are disjointed. They may not have clear hand-off points, and key processes are either duplicated or undone altogether

Our revenue operations services are for teams that need strategic support on how to maximize their platforms to hit their KPIs. Whether you’re adjusting to a growing team, evaluating your current tech stack, or need support on HubSpot so your teams can stay focused on what they do best, RevOps may be what you need to make progress toward your revenue goals.

RevOps is an ongoing discipline, whether it’s being handled internally or externally. We structure our engagements around roadmaps and backlogs. The roadmap is where we map out target initiatives for up to a quarter at a time, and the backlog is where we keep track of future improvements that we want to pursue.

Our RevOps engagements follow this process:

Identify

To start, we will work with you to identify points of friction in your existing processes. These may come from an existing internal list of problems your teams are looking to solve, but if you’re unsure of which specific issues you need solved initially, we are able to perform an initial audit to identify a starting list of backlog items. From there, we’ll work with your teams to prioritize these so that the highest-impact solutions are handled first.

Assess and understand

Once we’ve identified a point of friction to solve, we’ll assess the impact of the problem, and also understand who is impacted by the issue. These are the people who will need to be consulted on a proposed fix, and they can also help us understand the importance of it.

Propose and share

After we fully understand a problem, this is when the solutions phase begins. We’ll propose a fix for the chosen process and share with the stakeholders, who can share any relevant feedback that might affect the outcome of this proposed solution.