RevOps or Revenue Operations is a holistic function to integrate sales, marketing and customer support and align it in a way that would increase their collective accountability to revenue generation. It helps in getting rid of the silos between the different verticals of an organization as it ranges across people, platforms and processes. Wondering when to implement RevOps in your organization? Well, here are a few signs that you should implement RevOps.

Traditionally in the B2B space, marketing, sales and customer success have been siloed, each with their own operating functions and set of goals and priorities. The challenge with this way of working is each division is separated. The different goals and priorities make coordination and alignment much harder to implement - this is where Revenue Operations (Rev Ops) comes in.

While mobile advertising has historically been impactful, we must be conscious of its unique challenges: consumers turning to shopping on smaller screens means less real estate for advertising. Moreover, the propensity for scrolling on mobile devices means that attention spans are shorter than ever amongst a sea of similar advertisements.

Jim collins in his book, Good to Great, set out to discover what made some companies go from being good to great. He embarked on a five-year study of eleven companies whose stock returns had skyrocketed relative to their competitors. There were several important factors, but one of the most important was the type of leader who led the company into greatness.

RevOps are not business strategists. They are systems strategists and data strategists and adoption strategists, but they're not business strategists. They need to be the people standing behind the business strategists at the management table who can fully internalize what the business strategy is.

So the definition that I want to give you today is something that will make it clear to everybody, and that is Revenue Operations is the team, is the team, structure, and process within your organization that allows: Your marketing team to be marketers Your sales team to be salespeople Your customer support team to be customer service people Your executive team to be executives. In other words, Revenue Operations is the operational infrastructure (starting with data, automation, and productivity tools) that enables each department to do what they do best.