Is Your Business Ready For RevOps? | Breckenridge

RevOps represents a thorough, cross-operational overhaul in how businesses approach their revenue generation strategy. Unlike marketing ops and sales ops, RevOps looks to align sales, marketing and customer success teams to improve the entire end-to-end user journey and identify blockers which would be missed if looking at each section in isolation.

But whilst it’s a powerful tool in the right hands, not every business is ready for RevOps — trying to implement too soon could potentially do more harm than good, spending valuable time and resources for little return. So how do you know when you, your business and your team are ready for RevOps?

Signs your business needs RevOps

The first signs your business could be in need of RevOps come from plateaus in company growth and frustrations from your staff. If you’re wondering whether RevOps could benefit your business, ask yourself if you’re seeing:

• Inconsistent data across multiple systems or between teams
• A bloated tech stack
• Manual or inconsistent processes over automation
• Misaligned goals between sales, marketing and CS
• Inaccuracies in reporting
• Frustrated staff
• Stalled or plateaued business growth

Then it’s time to take a deeper look at your processes to find where the true issues lie.

How to prepare your business for Revops

Whilst most providers are quick to tell you the benefits of Revops, many neglect to mention that there are also requirements. 

Once you’ve decided RevOps is the right solution for you, you’ll need to prepare for the process. The steps to prepare your business for RevOps are:

• Gather historical data — RevOps is a data-driven process, so you’ll need historical data for us to work from for the best results. Whilst we can simulate a customer's journey, real data is always more accurate and therefore more impactful.

• Define your core metrics — business-wide goals need to be agreed upon in order to set a bottom-line to refine towards. All teams within your business should agree on what these metrics actually mean (ie what actually is a sales-qualified lead?)

• Consult stakeholders and gain buy-in — a successful Revops programme needs cooperation from all teams involved. It’s vital that the leaders of sales, marketing, CS and all other involved teams understand the benefits to them and are on-board with the process.

• Secure your budget — new systems, staff training and external expertise all require up-front spend to result in mid-longer term savings.

• Designate a RevOps leader — having a clear owner for the RevOps process ensures accountability and gives your staff a designated contact  for all queries and concerns. In many cases, this will be an external expert.

• Conduct comprehensive audits — this includes process mapping and customer journey mapping, auditing your tech stack and reviewing the quality of your data for accuracy, gaps and duplication
• Build a RevOps framework & roadmap — engage with an expert or consultant to set out clear phases of implementation, training plans, updates to policies and deployment of new systems.

For teams with no experience in the RevOps process, or those with experience in smaller-scale Sales Ops or Marketing Ops programmes, external assistance will be needed in order to get the best out of your systems, staff and processes.  

If you’re looking to start your RevOps journey and drive your business towards scalable, sustainable growth — contact our team of RevOps experts.

Frequently Asked Questions (FAQ)

How do I know if my business needs RevOps?
Common signs that your business needs RevOps include inconsistent data across different systems, manual or inconsistent processes between teams, inaccuracies in reporting, misalignment in goals and frustration between teams and stalled business growth.

If you’re experiencing any of these symptoms, consult the RevOps experts to see if this is the right solution for you.

Is my business ready for RevOps?
To prepare your business for RevOps you’ll need historical data from your CRM, clearly defined core metrics to work towards, company-wide buy-in and a secured budget to implement new systems and staff training.

Once the preparations are in place, consult the RevOps experts to take the next steps towards sustainable business growth.

When is the best time to implement RevOps in a business?
The best time to implement RevOps is when your business has stalled or plateaued growth, resulting from misalignment in teams, processes or systems.

We see the biggest impact in companies which have grown to over £5m turnover, as this is typically when the complexities between teams and internal misalignment can significantly stall your company's growth.

Are there risks to implementing RevOps too early?
Implementing RevOps too early runs the risk of not providing a full return. If you don’t have enough historical data to analyse, or if your teams are too small for any real friction and misalignment to have built up, then the benefits of a full RevOps programme may not outweigh the costs. In these cases, a more traditional marketing strategy is recommended to drive business growth.

Do I need a full-time RevOps team to get started with RevOps?
Whilst you do need internal buy-in from your teams, you don’t need a full time RevOps team to get started with a RevOps programme. A far more cost-effective solution is to hire external resource to aid on a part-time basis; providing the expertise at a fraction of the cost.

Can RevOps work for smaller companies or startups?
Whilst the RevOps methodology can be applied to smaller teams, the results are significantly less effective as these companies don’t have the internal complexity of staff, systems and processes to merit a full RevOps programme.

For the best results, a business looking into RevOps for sustainable business growth should have over 50 staff and a turnover of at least £5m. 

What businesses aren’t a good fit for Revops?
Whilst all businesses can benefit from the RevOps framework, the returns for smaller businesses often do not outweigh the costs. A business less likely to be a good fit for RevOps if:

• There is little or no historical data within your CRM to analyse
• Your company's turnover is less than £5m
• You don't have established marketing, sales and CS teams
• Your company's growth is consistent and sustained, with no plateaus or roadblocks
• There is no misalignment or inconsistencies in data or processes between teams
  

What are the steps to prepare for RevOps?
The steps to prepare for RevOps are: