What is RevOps?

by | 17 Dec 22

Revenue Operations (RevOps) helps supercharge your revenue-generating process. By fusing together sales, marketing and customer success teams with smart tech and a great culture, RevOps will help you optimise and grow!

It allows businesses to focus more on strategic operations and growth, instead of manual tasks. RevOps seeks to optimise the use of resources, enabling better utilisation of time and money.

What problem does RevOps solve? I’ve explained this in our ‘RevOps Story‘ below. Now, I’m not at a Shakespeare-level of storytelling, but I think it explains. Maybe. 😂

Table of Contents

Use these links to jump straight to the part of the article that interests you most.

> The RevOps Story
> What is RevOps?
> The benefits of implementing RevOps
> How to get started with RevOps
> 5 Tips to make the most of your RevOps implementation

A story to set the scene

Milo, Tina and Paul were three best friends who had always dreamed of going on the most amazing holiday together. With summer fast approaching, they decided to make their dreams a reality and plan a trip to an exotic destination – a dream come true to share together.

The only problem was that each of them had their own vision for how they wanted to get there – Milo wanted to take the scenic route by train, Tina thought hopping on a plane would be more efficient, and Paul’s idea was sailing across the sea.

No matter what arguments or compromises were made between them, none could decide on one way which satisfied all three of them. So finally after much debate and discussion, they shrugged their shoulders in defeat; agreeing that if each went their own way then at least they could enjoy the holiday together when they meet there!

And so began their separate journeys towards the holiday destination – Milo with his backpack full of snacks taking trains; Tina flying with her bags stuffed full; while Paul spent days travelling sailing overseas.

It took some time but eventually, each one did reach the location – though never all at once! They never did get that dream holiday together. 😢

Replace people with teams (what?)

I don’t mean that. And, to be honest, that title doesn’t even make sense! But, let’s rename:

  • Milo to Sales
  • Tina to Marketing, and
  • Paul to Customer Success

These three teams all want the same thing, right? Sell to more clients that are delighted with your products and/or services!

But like Milo, Tina and Paul; Sales, Marketing and Customer Success often have different ways to get there. And rarely get there together, maybe even never getting there at all!

That’s where RevOps comes in.

What is RevOps and what does it do?

RevOps is established on a strong foundation of Technology, People and Process. When these three pillars work together in harmony you can experience increased focus, clarity and accountability.

Accelerate What is RevOps Framework

Technology

Dive into the latest tech and become unstoppable. With AI by your side, complex integrations and understanding data becomes a breeze. Using a modern tech stack you’ll find that those mundane tasks can be automated quickly!

People

A successful business is a well-oiled machine, where sales, marketing and customer success people work together to reach common goals. That kind of cohesion has been difficult – but when these three forces align, magic can happen!

Process

Implement proven process frameworks to foster a culture of collaboration that empowers each team revenue-generating team. Relationship-building, faster sales cycles and higher retention rates are just some of the perks!

Add a bit of data too!

RevOps uses data-driven insights to identify opportunities and help businesses make informed decisions. By using AI technology, RevOps can analyse customer data and provide actionable insight into customer behaviour and preferences. This allows businesses to get a better understanding of their customers and create more tailored experiences that meet their needs.

Data-driven insights can also be used to identify areas of improvement in operations. By analysing customer data and behaviour, businesses can uncover new ways to increase efficiency, reduce costs, and better serve their customers. This could include creating better processes for customer service or increasing the effectiveness of marketing campaigns.

The benefits of implementing RevOps

The implementation of RevOps can provide a number of benefits for small businesses. Perhaps most significantly, it can help reduce costs and improve efficiency. By automating tasks and streamlining processes, businesses can save time and money on manual labour, allowing them to focus more on core operations.

As such, RevOps can help businesses move away from costly and inefficient processes by streamlining and automating tasks.

From conversations with business leaders we’ve found that the top-5 benefits are:

  1. Cost savings through automation
  2. Improved customer service
  3. Increased efficiency in sales
  4. More tailored customer experiences
  5. Greater understanding of customers

How to get started with RevOps

Getting started with RevOps doesn’t have to be a daunting or overwhelming process. With the right approach, small businesses can successfully implement this process and start seeing results in a relatively short period of time.

Review Current Processes

Firstly, it is important to assess the current state of your operations and identify areas of improvement. Evaluate which processes can be automated and which tasks are best done manually. This can help you gain an understanding of what needs to be done and how to go about it.

Check Technology

Once you have identified opportunities for improvement, decide which technologies and systems need to be integrated into your operations. Consider investing in an automation platform such as Zapier or Integromat that can automate processes like data entry or customer support inquiries. You may also want to think about integrating customer relationship management (CRM) software, such as HubSpot, and analytics tools that can provide insights into customer behaviour.

Decide What Success Looks Like

You should also develop goals that will help you measure the success of your RevOps strategy and track progress over time. It’s vital that these are common goals for marketing, sales and customer success. These could include measuring customer satisfaction, cost savings from automation, sales growth or any other metric relevant to your business goals. Once these KPIs are established, they can be used as benchmarks for future improvements.

Roll Out

It is also important to ensure that all teams within the business are on board with the implementation of RevOps, especially if it requires changes in existing procedures or processes. It is essential that everyone is aware of their roles and responsibilities when it comes to implementing RevOps and that they understand its importance for the business’s success.

Review (again!)

Finally, it is key to ensure continuous monitoring and review of processes after implementation so that areas needing improvement can be quickly identified and addressed accordingly. Regular reviews will also allow businesses to stay up-to-date with industry standards and changes in technology so that their operations remain competitive in the marketplace.

By taking these steps into consideration when getting started with RevOps, small businesses will have a much greater chance at being successful when implementing this process into their operations. It’s an effective way for them to streamline their workflows while creating more value for their customers within a shorter period of time – providing them with competitive advantages over competitors who haven’t adopted similar practices yet.

5 Tips to make the most of your RevOps implementation

Once you have successfully implemented RevOps, there are various steps that businesses can take to ensure they are making the most of their implementation.

Here are some tips that can help:

1. Hire or Train the Right People

It’s important to have people on board who understand and can effectively use the technologies associated with RevOps. This could include having staff members with expertise in automation processes or customer analytics. Alternatively, businesses may need to invest in training their existing staff so they have the necessary skill set for using RevOps technologies.

2. Utilise Automation Tools

Automation tools such as Zapier, Integromat and ChatBots can be leveraged to automate tedious tasks and increase efficiency. For example, automated notifications can be sent out when customers make purchases or inquiries, freeing up valuable time for employees that would otherwise be spent manually sending emails or making phone calls. In addition to this, automation tools can also be used to collect data from various sources and generate custom reports containing key insights into customer behaviour.

3. Monitor Goals, Regularly!

Measuring success is a crucial part of making sure your RevOps strategy is working. Regularly track the goals set in order to get an accurate picture of how your strategy is performing over time. Any changes or variations observed should be investigated further so that areas needing improvement can be identified and addressed accordingly.

4. Stay Up-To-Date with Industry Standards

The digital landscape is constantly changing, so it’s important for businesses to remain up-to-date with industry standards and new technologies if they want their operations to remain competitive. Make sure you stay abreast of new developments and keep an eye out for opportunities to improve your processes with emerging technologies.

5. Invest in Ongoing Support

Finally, it is important for businesses to invest in ongoing support after implementation in order to ensure long-term success of their RevOps strategies. Consider hiring experts who can provide consultation services on how best to use RevOps technologies and how best to integrate them into existing processes so that you get the most out of your implementation efforts.