How Do You Know If You Need RevOps?

DEFINITION
Revenue operations, or RevOps, is a holistic approach to unifying the key revenue-generating departments, including sales, marketing, and customer support. This results in creating a single team with a clear goal of revenue growth.

💡Understanding RevOps

Traditionally, sales, marketing, and customer service departments work separately and independently within boundaries. But by adopting revenue operations, all these departments come under one umbrella to help boost your organization’s revenue potential.

This reduces departmental silos, ensures that all departments are commonly held accountable for revenue, builds mutual confidence and credibility, and simplifies tool management. 

If you’re a growing organization and often struggle with miscommunication between departments, it’s probably time to bring in revenue operations. 

🖋 Takeaway

You need RevOps if: you’re transitioning from a product-led growth strategy to a product-led sales strategy, your team is expanding quickly, you’re not able to harness data efficiently, or your revenue has plateaued.

Once you have identified any systemic failures, resort to RevOps strategy to strengthen the roots of your business. 

From having a system in place that monitors your organization’s business operations and excellent customer service to assisting you in developing a highly-skilled, well-coordinated workforce, RevOps is the way forward.

Why Do I Need RevOps?

RevOps is primarily responsible for four important roles that you need to increase focus and maximize revenue generation:

1. Operations management: This team manages and allocates resources to guarantee that all outcomes are aligned with your company’s goals. An efficient operations management system will eliminate departmental frictions and inefficiencies, adding clarity to your workflow. 

2. Enablement: RevOps moves beyond just sales enablement. Instead, it uses the same enablement approach to improve marketing and customer success. This helps the departments adapt to changes and stay in tune with current demands.  

3. Insights: RevOps is tasked with collecting and providing genuine data that helps your company make confident and well-thought-out decisions that are in alignment with your bigger goals. This keeps you from losing track due to data mismanagement, departmental inefficiencies, or disjointed targets. 

4. Tools: As your team expands, the complications and tools used also increase. Soon enough, the internal tech stack starts creating confusion. RevOps integrates all sales, marketing, and customer success technology. It allows you to pick the most relevant tools, thus saving time and resources. 

How Do You Know If You Need RevOps?

Businesses that continue to use outdated functional approaches to managing sales, marketing, and customer success resources are struggling to become more digital, data-driven, and dynamic. Commercial teams, operations, processes, and systems that are not aligned around the customer have severe financial repercussions, too. 

You need to implement a revenue operations strategy if you see:

1. Tool Mismanagement

The more people in your company, the more complicated the internal tech stack gets. It makes it difficult to select the relevant tools. Plus, the options available can be confusing. 

RevOps solves this issue by bringing all tool purchases, implementation, and management under one roof, making your venture cost-effective and saving more time.  

2. Messy Data

Your sales team keeps complaining about the quality of MQLs. On the other hand, your marketing team thinks the conversions are low because of the inefficiency of the sales team. This case is a typical result of not accessing and leveraging data properly.

The separation of the departments from having uniform access to revenue-generating software makes accessing data challenging. As a result of typical departmental silos, there are divergent data and metrics that don’t match up. 

With RevOps, a single entity collects and provides genuine data that helps all the teams make better decisions. This eliminates friction, allowing the teams to reach shared objectives and finally address the issues of overlapping tools and messy data. 

3. Inefficient Business Strategies 

With product-led growth and product-led sales, you need to evolve quickly with the market. If your strategies aren’t working, there’s a high possibility of them being outdated. 

RevOps solve this problem by creating teams to develop new strategies for every customer touchpoint and training programs for the teams. It holistically helps you solve your problems and ensure higher ROI. 

4. Departmental Frictions

The disjointed priorities and disconnected data in a traditional siloed departmental structure result in a blame game among the workforce. This gives a huge blow to productivity and morale. 

The RevOps strategy of uniting the departments under one umbrella eliminates departmental disharmony and friction, resulting in balance and motivation.

What makes RevOps an essential strategic approach to business is its importance in training and evaluating the workforce. After all, having a sound human resource is key to having a sustainable business. 

RevOps plants the seeds of harmony among separate business units, creating a healthy, productive, and cooperative work environment. 

Breadcrumbs, just like RevOps, organizes the scattered data across your organization and departments and turns it into actionable insights to grow your revenue.