It's great to see that many companies today are jumping onto the RevOps bandwagon 🚀
But, let's be honest, there's still a fair bit of ambiguity out there, which begs Go-to-Market (GTM) leaders to ask the critical question: Are we really on the right track? 🤔
While we may not get the answer to that right away, I believe the right strategy behind the RevOps function can significantly influence your org's trajectory, regardless of size or whether resources are invested internally or externally.
Here are a few key areas to keep in mind:
1) Understanding the Maturity Cycle: Having an understanding of your org's stage is crucial — whether you're starting up, scaling up, or IPO-ready? This awareness helps guide where you needs to focus and spend more time. Will RevOps prioritize building? or will they focus to maximize current synergies? This will help align your current and future needs.
2) GTM Strategy: Your RevOps should align with your GTM approach. Whether it's product-led, sales-driven, or a hybrid, the nature of your GTM motion dictates the skill sets and focus areas your RevOps should have to effectively support and enhance the org.
3) Predictability in Deal Velocity and Size: If you are dealing with unpredictability in transaction volumes or sales cycles, the right RevOps team should bring a level of predictability crucial for the strategic planning. Whether dealing with transactional sales or navigating long cycles with high Average Contract Value (ACV), forecasting and optimization are paramount to success.
4) Data Insights and Infrastructure: A subpar infrastructure will hinder your ability to gather actionable insights from your data. A world-class RevOps team should not only excel in data analysis but also in enhancing data governance, hygiene, and architecture. Without this in place your forecast will always be untrustworthy.
5) System Expertise: This is more of a ‘duh’. Employ individuals with a strong grasp of the tools in place, from your CRM to any other systems utilized for GTM, as this expertise can serve as an accelerator to your goals.
6) The Power of 'No': Lastly, your RevOps need to have a remarkable ability to prioritize. Often, that will mean challenging decisions and offering strategic alternatives rather than consenting to every directive. This skill serves as a testament to their focus on what genuinely matters.
These areas can serve as a strategic framework to ensure RevOps is equipped to help the org win and may help navigate some uncharted waters.
#revenueoperations #gtmstrategy #gtm #revenueoptimization #revops #startups #scaleups
I scale startups & transform scaleups with connected growth plays across processes, systems, analytics & teams. 3x Global CMO/VP, Ex-Visa, Ex-Microsoft, Ex-Paypal. OG Marketer. Sensemaker. #gotimmarket
2moWhat an amazing article Tracy Hernandez and GTM Partners. Every executive should read this. #RevOps is hot and is a catalyst to align #gtm teams everywhere! 👏