Is it time to begin using RevOps for my business?

If you're like most business owners, you're always looking for ways to optimise your operations and improve your bottom line. RevOps (short for Revenue Operations) is a relatively new concept that's gaining traction in the business world.. Despite RevOps' relative newness, its adoption rate increased by 55% between 2018 and 2019, and companies with a RevOps strategy grew 19% faster. 

So what is RevOps? Simply put, it's a holistic approach to managing your company's sales and revenue generation process. RevOps encompasses everything from lead generation and customer acquisition to customer retention and revenue growth. By aligning these traditionally siloed teams, businesses can close more deals, increase customer retention rates, and boost gross margins.

The benefits of RevOps are clear: by streamlining your sales and revenue process, you can improve your bottom line and make your business more efficient and effective. If you're ready to take your business to the next level, RevOps may be the answer.

Here’s a little more on what RevOps is and whether you should use it in your company.

What is RevOps?

RevOps stands for Revenue Operations. It is a term that is used to describe the process of aligning sales and marketing teams in order to optimise revenue growth.

In order to achieve this, RevOps teams need to have a clear understanding of the revenue funnel and the various stages that leads to a sale. They also need to be able to track key performance indicators (KPIs) at each stage of the funnel. By aligning sales and marketing teams, RevOps can help to ensure that everyone is working towards the same goal and that the right resources are being allocated to the right tasks. 

RevOps can be a game-changer for organisations that are looking to accelerate their revenue growth. By aligning sales and marketing teams, RevOps can help to optimise processes and ensure that everyone is working towards the same goal. 

The main idea behind RevOps is to allow for a holistic view of an organisation's revenue streams by removing silos and increasing efficiency. When done correctly, RevOps can be a powerful tool for accelerating growth within an organisation. 

Here are some signs your business needs RevOps

The following are common symptoms of a business without a RevOps function - if you're noticing any of these signs within your company, it may be time to consider implementing RevOps.

1.   You're experiencing silos between departments

Silos can hinder collaboration and efficiency, and they can make it difficult for departments to work together effectively.

If you've ever worked in a large organisation, you know that silos between departments can be a big problem. You might have a great idea for a new product, but if the marketing department doesn't know about it, they can't promote it. Or maybe the sales team comes up with a great new way to sell a product, but if the operations team isn't on board, they can't make it happen. That's where RevOps comes in.

RevOps is all about breaking down silos between departments and getting everyone on the same page. By aligning the goals of each department and working together towards a common goal, RevOps can help your organisation run more smoothly and efficiently. In short, RevOps can help you get everyone rowing in the same direction.

2.   Your revenue growth has plateaued or is beginning to decline

If your revenue growth has plateaued or is beginning to decline, you need RevOps. RevOps is a comprehensive approach to revenue growth that combines the disciplines of sales, marketing, and customer success. By aligning these functions around a common goal of driving revenue growth, RevOps enables organisations to more effectively and efficiently grow their top line.

There are a number of reasons why your revenue growth may have plateaued or begun to decline. Maybe your sales team is not selling to its full potential. Perhaps your marketing efforts are not generating the leads they should be. Or, it could be that your customer success team is not retaining and upselling customers as effectively as they could be.

Whatever the reason, RevOps can help. By aligning sales, marketing, and customer success around a common goal of revenue growth, RevOps enables organisations to more effectively and efficiently grow their top line. Through RevOps, you can identify and address the root causes of your revenue problems, and develop and implement a comprehensive plan to reignite growth.

If you're looking to reignite your revenue growth, RevOps is the answer.  

3.   Your technology stack is complex and often has glitches

The size of your company has a direct correlation with the number of people working for you as well as the level of technological complexity within the company. When there are more departments and people, each with their own favored tools, it becomes increasingly difficult for others to know and understand all the different technologies being used. For example, sales might use a tool daily that marketing and services are completely unaware of.

With the expansive amount of software tools available on the market, it's easy for teams to get mixed up about which tool should be used for which task. Furthermore, some tools may become rendered useless to some members of staff because they will become irrelevant to them. With RevOps, all acquisitions, implementations, and tool management are managed by one team. Having trained the teams beforehand will reduce costs and increase adoption rates.

If you're finding yourself repeatedly running into the same issues, it might be time to consider RevOps. Having one team that's solely responsible for all things related to tools can help set you up for success in terms of both efficiency and effectiveness.

4.   You need to simplify your workflows

As your company grows, it's inevitable that you'll run into some friction and inefficiencies, especially when it comes to things like data cleanliness and keeping information up-to-date. It can be tricky to know when it's time to hand leads and customers over to another department, but communication is key which is what RevOps does. 

At its core, RevOps is all about aligning your various teams and processes so that they work together more efficiently. This includes things like sales, marketing, customer success, and technical support. By aligning these teams and processes, you can avoid duplication of effort and ensure that everyone is working towards the same goals.

There are a number of different ways to implement RevOps, but one of the most popular is to use a centralised platform like HubSpot. This allows you to manage all of your teams and processes in one place, and makes it easier to see where improvements can be made.

5.   You're tired of your current platform

Your CRM should be one of your closest allies when it comes to RevOps because a central hub like HubSpot provides your team with features like transparent reporting and flexible API. If your CRM is giving you messy data, it'll only create more problems down the line that could have been easily avoided in the first place. Having a single platform to manage all the moving parts of RevOps will make your life a lot easier and help you avoid potential disasters.

The HubSpot CRM platform offers RevOps teams several features that can make their work easier, including transparent reporting and a flexible API. By offering these features, HubSpot enables RevOps teams to work more efficiently and effectively. In particular, the transparent reporting feature provides RevOps teams with visibility into their work, while the flexible API allows teams to easily integrate with other systems. As a result, RevOps teams can work more efficiently and effectively, which can ultimately lead to better results for the organisation. 

6.   Your departments lack coordination 

If your departments are not coordinated, you may be losing out on potential revenue. RevOps can help you to avoid this by ensuring that your departments are working together to achieve your company's revenue goals.

When sales teams, marketing teams, and customer support teams are all blaming each other for their own problems, it creates a hostile environment that can harm productivity and morale. If you’ve noticed this is a problem in your workplace, it’s important to take action to improve the situation. One way to do this is to have regular meetings where everyone can voice their concerns and come up with solutions together. Another way to improve communication between departments is to create clear guidelines for everyone to follow. When people know what’s expected of them, they’re more likely to work together towards common goals.

A RevOps team strives to achieve a collective mindset by focusing on the business rather than individuals. As a result, accountability members have greater accuracy, can set shared priorities, and can trust each other. You need a RevOps team to have a productive work environment.

Lastly,

If any of the above signs sound familiar, RevOps could be the solution you need to get your business back on track. RevOps is a methodology that focuses on aligning and integrating different departments within an organisation in order to drive growth and optimise operations. By implementing RevOps, you can break down silos, improve communication and coordination, and align your entire organisation around a common goal. If you're looking to take your business to the next level, RevOps may be just what you need.