RevOps: What the Heck is RevOps (And Why Should I Care?)

You've probably heard of operations, and you've probably heard of revenue - but what on earth is RevOps?

RevOps, or Revenue Operations, is simply the process of managing all the moving parts that contribute to (and grow!) your company's revenue. That includes everything from marketing and sales to customer success and product management.

In other words, RevOps is kind of like the air traffic control of your company's revenue. And just like air traffic control, it's a complex job that requires a ton of coordination and communication.

So why does your company need RevOps? Keep reading to find out!

Why RevOps Is Important

RevOps coordinates all the departments that contribute to your company's revenue. Each of those departments has its own goals, processes, and KPIs.

And if they're not working together efficiently, it can have a major impact on your bottom line — not to mention your company's morale.

A good RevOps team will make sure everyone is aligned on your company's goals and working together harmoniously to achieve them. They'll also put processes in place to ensure that nothing falls through the cracks and that things run smoothly even when there's chaos (because let's face it, there's always chaos).

In other words, they'll help your company make more money — and who doesn't want that?

How RevOps Works

Now that we've established why RevOps is important, let's take a closer look at the 5 most important aspects of the job:

1) Process improvement

A good RevOps team will always be on the lookout for ways to improve existing processes and systems. They'll also establish new ones when needed to help things run more smoothly.

To do this, RevOps might consider things like:

• Customer journey: Is it easy to navigate and delightful to experience?
• Sales funnel: Are there any hang-ups where leads are getting stuck, or leaks where you lose them completely?
• Collaboration: Can people on your team and within your organization work together effectively?
• Accountability: Is there a clear line of responsibility throughout your revenue-generating engine?
• Technology: Do you need to consolidate your tools or add a new one into the mix?

2) Communication

The RevOps team acts as a conduit between different departments, making sure everyone is on the same page and coordinating efforts when necessary. Think of them as the glue that holds your company together!

Typically, RevOps will work with a range of teams to help them work together on goals like:

• Marketing: Are we reaching (and converting) the best leads?
• Sales: Are we turning those leads into closed deals?
• Customer success: Are we keeping customers happy after their purchase?
• Finance: Are we meeting our company objectives?
• Product development: Are we delivering what customers want?

3) Data analysis

A huge part of RevOps’ job is analyzing data to identify trends and issues so they can be addressed quickly and effectively.

After all, data doesn't lie — so it can be a valuable tool for making decisions, improving processes, and driving results.

The exact data RevOps tracks will depend on your particular company, but it will commonly include:

• The profit you make with every sale
• The average value of your active customers
• The lifetime value of a customer
• The renewal rate of your customers
• The churn rate of your customers
• The length of your sales cycle
• The cost per customer acquisition

4) Project management

RevOps teams are often responsible for managing revenue-related projects across departments to ensure they're completed on time and within budget. This can be anything from implementing a new CRM system to launching a new product.

Because they have insight into many different departments, RevOps can also prioritize projects on many fronts. In other words, they can see the forest and help it grow — rather than getting lost in the trees.

5) Strategy

Last but not least, the RevOps team develops strategies for achieving your company's goals. That includes setting targets, developing plans of action, and tracking progress along the way.

In particular, RevOps is interested in strategies around:

• Revenue growth: How efficiently your company can earn revenue without jacking up the costs.
• Predictability: Keeping that revenue predictable (and steadily growing) over the long-term.
• Adaptability: Making smooth transitions in the face of internal or external changes while reducing risk.

RevOps + Tech Sales = A Match Made In Heaven

RevOps plays a vital role in ensuring that all the different departments in your company are working together efficiently towards common goals—and that can have a major impact on your bottom line.

As a sales rep in tech sales, RevOps has a direct impact on the work you do – which is why it’s so important to understand what that work is, exactly!

But what else makes a sales team tick? And how can you contribute not only to your company, but also to your own Career Success? Why not start with a little learning?

We go through all the ABCs and 123s of sales, all the way up to advanced sales techniques that top sellers are using right now. Check out our Career Success Catalog for the perfect opportunity to take your sales skills even further!