How To Implement Revenue Operations

By Dylan Jones
April 25, 2023

Okay, you’re convinced that RevOps has some merit. Now what? Put together a RevOps team and follow these steps.

Learn how to build a more profitable and streamlined business!

Audit the Customer Journey

First, audit every aspect of the customer journey to identify critical pain points. As you conduct your audit, make sure that customers move through the buying process in a way that makes sense. Look for ways to optimize your website traffic and increase conversion rates.

Build and Map Your Strategy

As a quick refresher, a go-to-market team is responsible for bringing new products to the marketplace. RevOps should support GTM members as they determine how much to charge for the product, which marketing channels to use, and which sales strategies are the most effective.

During this stage of the process, create a map to help your GTM with acquisition and onboarding, a dashboard to show bottlenecks or pain points, and task queues to keep track of inbound and outbound sales.

Optimize

RevOps isn’t a set-it-and-forget-it approach to growth. You need to set up regular meetings, identify bottlenecks, and plan for the continued adoption of the strategy. Your approach isn’t set in stone, so don’t be afraid to make changes based on employee feedback.

Building A Basic RevOps Tech Stack

To implement a solid RevOps strategy, you need a powerful, flexible tech stack. If you’re on a tight budget, start with these three tools and then expand as needed. You’ll have everything you need to capture leads, process sales transactions, and handle every other revenue process in your company.

CRM Software

Customer relationship management software, better known as CRM software, makes it easier to collect, store, retrieve, and analyze data. Since RevOps aims to align the activities of several departments, you need CRM software to give team members insight into what their colleagues are doing. Why? Because it increases transparency, enabling each department to make better decisions.

Here’s an example. If a customer gets behind on their payments, it doesn’t make sense to have your sales team call and try to upsell them on a service plan or product accessory. But what if finance never tells sales that the customer is behind? Your salespeople won’t have the information they need to manage their time effectively.

CRM systems also increase efficiency, one of the most important RevOps objectives. If employees are using four or five tools for different aspects of their jobs, they’re wasting a lot of time. CRM software combines almost everything you need in one place. Salesforce and Hubspot are two of the most popular CRM systems on the market.

Revenue Intelligence Software

Revenue intelligence software makes it easy to capture sales transactions and help salespeople anticipate what their customers need. The right software package may also help you speed up the sales cycle, making your revenue more predictable. Some of your options for revenue intelligence software include Revenue.io, Hubspot Sales Software, Salesforce, and SalesLoft.

Project Management Tools

Project management tools provide a big-picture view of what’s happening with every project in your company. Instead of wondering how a project is going or worrying that a colleague will miss an important milestone, team members can use these tools to delegate tasks, set deadlines, estimate project costs, and identify potential pitfalls.

If you don’t have some type of project management tool in place, check out Asana or Basecamp. monday.com also offers project management tools as part of its all-in-one platform.

Metrics To Measure RevOps Success

Once you implement your RevOps strategy, it’s important to assess the results so you can determine if you need to make changes. Make sure you keep track of these metrics:

  • Revenue growth vs. churn: Revenue growth tells you how much revenue increased or decreased within a certain time frame. Churn tells you the percentage of customers who stopped using your product during a specific period.
  • Customer acquisition cost: CAC describes how much money you spend to acquire a new customer.
  • Customer lifetime value: CLV, also known as net customer worth, helps you estimate how much money you’ll bring in from each customer for as long as they maintain a relationship with your business.
  • Conversion rate: CVR tells you what percentage of visitors took a desired action when visiting one of your web pages. That desired action could be clicking a link, signing up for a free trial, downloading a free e-book, or making a purchase.

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