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  • Writer's pictureBenjamin

𝗚𝗲𝗮𝗿 𝘂𝗽 𝗳𝗼𝗿 𝗘𝘅𝗽𝗼𝗻𝗲𝗻𝘁𝗶𝗮𝗹 𝗚𝗿𝗼𝘄𝘁𝗵

Updated: Aug 12, 2023

Revenue Operations (RevOps) effectively coordinates sales, marketing, and client operations to better engage customers and increase growth.

You want your business to function like a highly tuned machine, and in an early-stage startup, although these teams may share common goals, they typically operate their own software, metrics, and processes.

RevOps integrates and aligns these areas - including objectives, measures, and activities - to maximize revenue growth and customer engagement.

RevOps can help in the following ways:

  • Increase revenues through upselling and cross-selling

  • Improve revenue prediction accuracy and reliability

  • Identify activities that lead to desired outcomes

Improve Customer Experience

To get started, follow these steps.

Identify your ideal customers. Based on the target audience, your content can emphasize successful examples and relatable case studies.

Standardize processes across teams. This way, you can focus less on delivery and more on delighting your customers.

Measure customer sentiment. Understanding their behaviors and reactions can increase retention, foster upsells, and gain referrals.

Scale Your Operations

RevOps encourages growth in the following ways:

  • Installing shared metrics for better decision-making

  • Fostering collaboration between teams

  • Standardizing operations to focus on improvement versus delivery

“RevOps recognizes that revenue isn't just an outcome

but a full process that involves strategic convergence."

You can confidently evaluate new opportunities by knowing the expected process, costs, and potential risks.

How to Install RevOps

With all these benefits, let’s get into implementation.

Establish an Owner

To establish RevOps, you could hire someone for this role, assign it to a current employee, or engage a fractional resource.

Find someone great at communication, prioritization, and organization who can convert data into insights and learning into actions.

Set Expectations

Clarify revenue goals with all stakeholders. Rather than relying on legacy practices, focus on ambitious new objectives.

As you implement new practices, regularly communicate their reasons and discuss the learning.

Measure Data

Install appropriate metrics based on desired outcomes. Ideally, create a shared dashboard so everyone can view the most important metrics.

Assess how marketing campaigns, sales behaviors, and customer engagement convert to new deals, retention, and upsells.

RevOps effectively coordinates sales, marketing, and client operations to better engage customers and increase growth.


Photo from Flickr

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