Your business’s Revenue Operations (RevOps) strategy is key to ensuring predictable revenue growth. An effective strategy navigates the evolving landscape of revenue operations by synchronizing technology, processes, and communications across organizations. This unified approach can power your revenue engine, driving immediate revenue gains (with some companies seeing a 10-20% increase in sale productivity) as well as sustainable business growth.
However, only about 48% of companies currently have a RevOps function. To place your organization ahead of the majority of the market, take a look at the following 6 factors of a successful RevOps strategy.
1. Your sales funnel is tightened up and clearly defined
When your sales funnel is tightened up and clearly defined, your team is aligned in understanding how to move leads toward conversion. To achieve this type of sales funnel, ask yourself questions about your current customer journey like:
Where are the friction points?
Where are the opportunities for improvement?
In an organized and efficient funnel, there's no ambiguity or room for leakage. This allows marketing, sales, and customer success to all work together within the funnel framework. With a refined funnel in place, businesses lay the groundwork for a more advanced revenue operations strategy.
2. Marketing, Sales, and Customer Success actually communicate
World-class RevOps strategies hinge on communication across the organization. Within RevOps, good communication means ensuring a transparent and seamless flow of data that enables relevant information to reach across key departments. For example:
Marketing team insights pass along to sales, enabling more targeted customer engagement.
Sales feedback informs customer success strategies to anticipate and meet future customer needs.
Customer success data circles back to refine fresh marketing approaches.
Of course, real communication is just as much about processes as it is about people. For teams to unify and collaborate, the right software, training, and workflows need to be in place first.
3. Your forecasting is automated and analyzed. Often.
Siloed forecast calls and spreadsheets often result in unreliable predictions. Sometimes, predictions are outdated by the time you get them. Automating your forecast enables real-time visibility, drawing on hard data from CRM and financial systems rather than sales quotas alone. This provides a comprehensive view that encompasses potential risks, upsides, and emerging opportunities.
A strong RevOps strategy leverages this continuous stream of data and shifts the focus from data collection to analysis. This analytical approach enables teams to allocate resources more effectively for maximum impact.
With the right system in place, you’ll know where your revenue will land every month instead of every quarter. With this information, you can build a more precise and predictable revenue management model.
4. You have a customer-centric company culture
It’s important to remember that behind every revenue figure are clients with specific needs and preferences. As competition intensifies across industries, embedding a customer-centric focus becomes a pivotal element of successful revenue operations.
In a truly customer-centric culture, understanding, and meeting customer needs is a fundamental aspect of every stage in the RevOps process. Consistently prioritizing customer experiences builds satisfaction and loyalty, paving the way for sustained growth and profitability.
5. Your tech stack is agile
Every business has a tech stack. The problem lies in the tendency to continue stacking, creating an overcomplicated software environment that bloats and slows down the RevOps engine.
A top-tier revenue operations strategy focuses on creating flexible tech stacks that adapt to evolving needs. Instead of continuously adding more tools in the hopes of addressing new challenges, the emphasis lies on strategic integration and automation of existing tools to drive efficiency. This starts with identifying the right foundational tools for previously mentioned touchpoints, such as CRM, forecasting, sales engagement, and other essential functions.
Once the base is established, the focus shifts to integrations and workflows. The goal is a streamlined tech stack that breaks down silos, aligns systems around the customer journey, and scales with your company.
6. You have a tangible way to measure the success of your RevOps function
The best RevOps teams have quantitative KPIs and frameworks that demonstrate their strategy’s impact on revenue growth and customer retention. With tangible numbers to back up the bottom line, you can validate current strategies, inform future refinements, and showcase ROI potential.
World-class RevOps strategies are thorough and strategic
The fundamentals of a world-class revenue operations strategy are closely linked. An optimized sales funnel enables seamless customer journeys between marketing, sales, and customer success. Automated forecasting uncovers data-driven insights to inform a customer-centric culture. And an agile, integrated tech stack makes it all possible by breaking down silos and aligning systems around the customer.
The result is a cohesive RevOps strategy that accelerates revenue growth through optimized processes, technology, and collaboration across teams.
To get started on your own custom-built RevOps engine today, book a strategy session with Skydog Ops.