Revenue Operations, or "RevOps," continues to grow as an area of importance for business-to-business (B2B) companies. In a very real way, ALL businesses must be technology and data companies. And neither technology nor data shows any sign of slowing down or becoming less complex. It is clear that thinking of Marketing, Sales and Customer success as distinct disciplines with separate goals is severely limiting to businesses, never mind the human element of accountability.
Gartner's report, titled Revenue Operations Implementation Guide, supports the anecdotal findings we've seen with a much more robust data set. They found the same silos among departments and the same challenges in effectively tackling these silos. Some of the highlighted data points are:
If there is no RevOps person or team tasked with bringing these groups in alignment, who is responsible? As we highlight in the first page of the RevOps Belay, the C-suite can set the strategy, but technology and data are often not strenghts of the C-suite. Once the strategy is set, the day-to-day management of these functions is not going to fall to them either. It is also definitely not the responsibility of the Head of Internet Technology (IT). This is where RevOps comes to die - as well as most Salesforce projects.
The value of RevOps is strategic and day-to-day. Whether in-house or working with a RevOps agency like Everpeak, the value of a RevOps voice is both strategic and tactical. Strategically, this voice aligns departmental goals around specific metrics (we refer to them as Milestones) which, in turn, aligns the entire company around its Ideal Customer Profile (ICP). Tactically, this same voice can shoulder the accountability portion of checkign metrics on a daily-basis, course-correcting, and only escalating to executives when it is needed.
Click here to download Gartner's full Revenue Operations Implementation Guide.
About Everpeak
Everpeak is an award-winning Revenue Operations consultancy specializing in Salesforce and Hubspot development for B2B software companies. Never worry about hitting your revenue goals again with our proven RevOps Belay system.