Revenue Operations, also known as RevOps, aligns the sales, marketing, and customer success teams, establishing cohesive strategies to maximize revenue potential. By streamlining operations, optimizing processes, and leveraging data insights, RevOps enables companies to identify new opportunities, refine their go-to-market strategies, and deliver exceptional customer experiences. RevOps maintains team alignment to ensure that all efforts are focused on driving increased sales, improved customer retention, and overall revenue growth.
The list below details some of the challenges we respond to:
| CRM design, strategy & implementation | How do you envision your centralized resource for revenue intelligence? How do you build it to maximize both the efficiency and effectiveness of your team? |
| Sales funnel design & analysis | What are the distinct stages of your sales funnel? How are you objectively certain you’ve moved to the next phase? At scale, what does this data tell you about your business? |
| Revenue modeling & forecasting | When execs or investors want you to tell the future, how do you tell this story? How do you balance hard data and intuition, to make confident projections and control your narrative? |
| Sales territory design & compensation planning | Who covers what? How do you maximize your coverage while avoiding conflicts? How do you ensure that salespeople are empowered to succeed in lockstep with your mission? |
| Total addressable market (TAM) & customer segment analysis | How big is the pie, before you take your slice? What are the distinct types of prospects that can drive your growth, and what makes each of them unique? |
| Revenue target development & governance | What is a reasonable expectation for the growth of your business? How will various threats & opportunities weigh on those prospects in the future? |
| Documentation of critical sales/account management processes | What is predictable and repeatable in your sales process? How can they be automated to quicken sales cycles, increase productivity, improve product delivery or make customers happier? |
| Definition of revenue KPIs | What are you measuring, to benchmark your effectiveness in growing revenue? How are you measuring? And what do you do with those insights? |
| Utilization of business intelligence | Which sources of external data and insight can augment what you are collecting internally, to give you a more complete picture of the playing field? |
| Audit & optimization of sales technology stack | How are you using technology to drive productivity, output and efficacy of your sales and customer success operations? Are you getting value out of these investments? |
For details on our project-based approach to generating repeatable outcomes, please see our Deliverables page, or reach out using the form below.