Building a High-Impact RevOps Engine: A 30-60-90 Day Framework ??

Building a revenue operations (RevOps) function from scratch can feel overwhelming. How do you ensure that the right systems, processes, and people are in place to drive sustainable growth? We’ve got you covered.

We recently spoke to Hassan Irshad , Director of Revenue Operations at FEV Tutor . As a RevOps leader, Hassan has lead and built the next-gen RevOps engine for high-growth companies. He has experience in leading all revenue analytics, leadership communication ad KPIs tracking, among many other skills.

He laid down a comprehensive 30-60-90 day guide to building a high-impact RevOps engine. We explored critical phases of setting up the foundation, auditing and optimizing the tech stack, designing scalable processes, and ensuring alignment across sales, marketing, and customer success teams.

Here are the key takeaways from our conversation with Hassan:

TLDR:

30-60-90 Day RevOps Playbook ????

???Discovery Phase (Days 1-30): Hassan suggests starting with an audit of your tech stack, mapping sales processes, and building relationships across teams to identify key pain points.

???Alignment and Control Phase (Days 30-60): Increase collaboration between teams, put controls in place, and optimize the tech stack for immediate wins.

???Vision and Execution Phase (Days 60-90): By Day 90, create a roadmap and launch impactful projects that align with long-term business priorities.

Detailed Breakdown:

?? 30-Day Plan: Laying the Foundation

1. Discovery and Stakeholder Relationships: Conduct stakeholder interviews to understand key pain points, goals, and expectations across sales, marketing, customer success, finance, and other departments. Building these relationships early is essential for future collaboration.
2. Tech Stack Audit: Assess the current tech stack, identifying gaps, overlaps, and opportunities for optimization. Understanding tool utilization and data flow within the CRM (like Salesforce) is crucial to ensure alignment.
3. Sales Process Mapping: Conduct an audit of the existing sales processes. Shadow key team members to learn how tools and workflows are used in day-to-day operations, identifying bottlenecks or areas of inefficiency.
4. Baseline Metrics: Establish baseline metrics for measuring success. This will allow RevOps to track the impact of future optimizations and changes, laying the foundation for data-driven decision-making.

??? 60-Day Plan: Build and Execute

1. Team Alignment and Training: Begin aligning processes and breaking down silos between teams. Conduct training sessions on new workflows and tools to ensure smooth adoption. Cross-functional collaboration is key at this stage.
2. Process Optimization: Begin optimizing existing workflows, addressing inefficiencies, and solving immediate pain points (e.g., fixing gaps in forecasting, implementing new reporting structures).
3. Data Integration: Ensure all tools are integrated properly with the CRM. Creating a single source of truth is vital to ensure data flows seamlessly across systems, improving collaboration and reporting accuracy.
4. Quick Wins: Implement quick wins, such as eliminating redundant processes or optimizing underused tools, to gain buy-in from the team and build credibility.

?? 90-Day Plan: Scale and Optimize

1. Performance Review and Iteration: Assess the impact of changes made in the first 60 days. Compare performance against baseline metrics to determine whether the optimizations have had the desired effect. Make iterative improvements based on this analysis.
2. Long-term Strategy: By the 90-day mark, begin setting a long-term roadmap. Plan future tool acquisitions, tech stack upgrades, and process refinements that align with business goals and drive strategic growth.
3. Continuous Improvement and Automation: Begin looking at areas for automation and custom solutions, such as commission tracking systems in the CRM or automating other repetitive tasks. The focus shifts from short-term fixes to sustainable, long-term efficiency improvements.

This 30-60-90 framework from Hassan's RevOps approach provides a clear, strategic path to building a high-performance RevOps engine from discovery to execution and long-term growth.

Tune In To The Full Conversation

”Change is difficult, especially if you do not know what the impact is going to be. Approach change as if you were selling a product. If you hear the problems and come back with a solution. 9 out of 10 times you would not be met with resistance."

Join our conversation ??? with host Randy Likas and learn how to transform your RevOps team into a revenue-driving engine!

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