(RevOps) Revenue Operations
Don’t Let SILOS Lug Down All Attempts to Move Forward
Organizational silos act as a barrier to a company’s financial growth, this can cause teams to clash on everything from how key metrics are defined to who gets the credit. So, how do we create a culture of one team and become a united front?
REVOPS
Solution
Revenue Operations (RevOps) is a business function that aims to maximize an organization's revenue potential.
ONE TEAM; Enables the organization to break down the silos!
RevOps is the strategic alignment of every department that contributes to revenue in an organization. RevOps goes well beyond sales teams and extends into marketing, finance, and customer success to touch every part of the customer lifecycle.
When properly implemented, RevOps enables the organization to break down the silos between departments to create operational efficiency and drive high performance across the entire business to drive growth.
WHAT PROBLEMS
DOES REVOPS SOLVE?
RevOps enables the organization to break down the silos between departments, solving disconnected customer experiences, disjointed analytics operational inefficiencies, and a lack of clarity into the bottlenecks and opportunities for revenue generation in the business.
RevOps solves a massive problem in the current company setup, breaking down the division between Sales, Marketing, Customer Success.
The rise of Revenue Operations came from oversees 3 primary areas:
The digital world has changed the modern sales process. Marketing Technology became increasingly important; every successful marketer, customer success agent, or sales rep today has an impressive tech stack behind.
Marketing, sales, and customer success often have entirely different metrics they're tracking and other goals they're trying to achieve, so managing operations across Marketing, Sales, and Service needed to be more efficient and unified.
The digital world has changed the modern sales process. Marketing Technology became increasingly important; every successful marketer, customer success agent, or sales rep today has an impressive tech stack behind.
RevOps is an end-to-end process of driving revenue, from the moment a prospect considers a purchase (marketing) to when you close the deal (sales) to their renewal and upsell (CS). The result of this orchestration is faster growth and more profit—the Importance of RevOps in providing valuable insights throughout the complete customer lifecycle.
THE REVOPS
BUILDING BLOCKS
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RevOps team shares one common goal: driving revenue. Getting each group aligned to this goal will make it easy for each part of the system to move forward together. RevOps activates and streamlines processes to promote accountability and trust within your organization.
With this alignment process implemented, you will see additional benefits such as shorter sales cycles, improved retention, and a higher volume of upsells..
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Having accurate information is the best resource for guiding a customer through their buying journey, and it starts with data collection. Within your organization, you must connect and align your technology to provide a clear and precise story around your revenue pipeline.
By sharing this information, individuals can identify how they, directly and indirectly, impact the pipeline. Equipping your revenue operations team with tools to collect and share data in real-time helps eliminate mistakes and optimize workflows.
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The third and final pillar is the People responsible for bringing together and managing your process and platforms. Revenue operations thrives when each team member does their part, and companies can make this easier by empowering their teams to succeed with the right resources and motivations.
Depending on an organization's size, RevOps will create a specific RevOps team or distribute the responsibilities of RevOps among your existing team members.
WHAT WILL MY REVOPS IMPLEMENTATION PROGRAM LOOK LIKE?
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We run internal surveys across your customer journey to find areas of disconnect between departments by completing the following steps:
Audit all of your existing content, align it with your customer lifecycle, and create a plan to fill in the gaps.
Audit the tech stack you use in your marketing, sales, and service departments to make sure you report, collect and utilize the correct data.
Audit your website (and other touchpoints) to ensure you have every conversion best practice in place, so there are no barriers to entry for your potential buyers.
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Define and align your lifecycle stage definitions for your team by following the following steps:
Evaluate your sales-cycle analytics to ensure you have a view of your revenue pipeline, and reporting, collecting, and providing visibility to this data is crucial for setting goals and tracking success.
Provide your team with streamlined and proven RevOps processes for content marketing, inbound sales, outbound sales, and customer delight.
We create your roadmap based on the maturity audit findings, leveraging the tools you already have.
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Create or improve the following items to foster forward momentum toward capturing more of your revenue potential:
Create a Go-to-Market plan for Customer Acquisition and Client retention.
Create the workflows to move prospects through the system to ensure accurate data within your revenue engine
Create inbound sales follow-up emails and task queues
Create outbound sales outreach emails and task queues
Create a RevOps dashboard that shows your current bottlenecks
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Implement and maintain consistency with your revenue operations growth strategy:
Schedule a regular RevOps meeting cadence to maintain alignment by solidifying your growth goals with your heads of Marketing, Sales, and Service to ensure they understand their contribution and role in the revenue-producing mission.
Create and follow a rolling 6-month execution plan to ensure the continued adoption and optimization of your RevOps growth strategy.
Fine-tune your RevOps dashboard to identify which lifecycle stage has the biggest bottleneck to implement a pre-defined process to overcome the targeted bottlenecks.
REVENUE IS A PROCESS, NOT JUST AN OUTCOME
Deciding on the best way to implement your RevOps strategy and create a RevOps team is easiest when you work with a knowledgeable business process consultant.
And, at Foundcoo, We work with you to build and grow a revenue machine and we know this goal is not just on the shoulders of a single department – Marketing, Sales or Customer Success, but a collective effort between teams.
Why not have a system designed with a unified goal in mind?
That’s what we help you build!
