ReveNEWS: The RevOps Newsletter - July 2023

Welcome to our monthly newsletter where we share resources, trends, insights and practical RevOps advice for leaders in marketing, sales and revenue operations.

In today’s edition… we talk about RevOps best practices, leveraging RevOps to solve a hierarchy of problems, how RevOps can drive efficiency in a down market, and more!

RevOps Resources - 27 RevOps Best Practices for Driving Revenue Growth

The article 27 RevOps Best Practices for Driving Revenue Growth has tons of useful tips about RevOps. With 27 practical ideas from the experts, this article is an excellent guide, whether you're just getting started with RevOps or looking to improve. Dive in and see how RevOps can help boost your business.

Who to Follow in RevOps

Samuel Thimothy, Co-Founder at OneIMS

Thimothy regularly offers great posts about B2B marketing, digital marketing, inbound marketing and marketing strategy. If you're struggling with disjointed teams or a lack of growth in your company, his guide might just be what you need.

Thimothy provides a great breakdown of RevOps, an approach that synchronizes your marketing, sales, and customer success teams under shared goals to maximize revenue. He provides an eight-step strategy to craft a solid RevOps framework, align your teams, and utilize appropriate tech tools.

RevOps Insights - Leveraging the RevOps Team to Solve a Hierarchy of Problems ?

This article by Mike Kiser stresses the importance of RevOps in addressing business complexities and helping even the weakest team members hit their performance goals.

The article introduces the Problem Hierarchy concept, explaining how a RevOps team can help transform wicked problems at the top of the hierarchy into manageable, simple problems for frontline reps.

Mike argues that by creating systems that automate decision-making and align with business processes, RevOps can increase efficiency and reduce ambiguity, enabling all employees to focus on tasks that are critical to performance and, ultimately, revenue growth. Read the full article here!

RevOps Pro Tips - How RevOps Can Drive Efficiency in a Down Market

Things are rough out there, and many companies are searching for ways to reduce cash burn and build sustainable growth.

We recommend taking a good hard look at the company’s sales and marketing operations to find opportunities to streamline processes and eliminate wasted tech spend.

There are four main areas to look at when doing a comprehensive RevOps diagnosis: process, strategy, tech stack, and people. Each of these comes with its own set of questions to consider.

Here are a few examples:

Process

• What’s your definition of a lead? Does everyone agree?
• How are the handoffs from marketing to sales?

Strategy

• Is your revenue strategy documented? Is the entire team enabled on the strategy??
• Are sales and marketing best practices being implemented (and followed)?

Tech stack

• How does your current tech stack fit with your revenue funnel? Are there gaps (or duplicates) in your stack?
• Do your systems work together well? Do you have the right integrations?

People?

• Do you have a sufficient headcount for RevOps? Do you have the right ratio of SDRs to AEs?
• Is the entire team enabled on your revenue funnel?

Just like every patient is unique and needs a different treatment plan, there’s no one-size-fits-all solution to optimize RevOps. Each business requires a different RevOps playbook based on current needs, internal resources, and maturity.

Learn more about what to include in your RevOps Diagnostic

What RevOps Means to Me (Justin Pena)

RevOps to me, is a unifying force that breaks down the walls between departments. It's about simplifying complex processes and creating a clear path to revenue.

Just like clearing a cluttered room, RevOps helps us to get rid of the distractions, enabling us to focus on what's truly important: efficient, seamless operations that drive the business forward.

You can read more about my RevOps thoughts here Justinpena.com/what-is-revops

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