Augmenting Your Way to Revenue Operations (RevOps)
Building Your Team the Right Way
What is RevOps and how does it impact your go-to-market operations? Revenue Operations (RevOps) is the alignment of sales, marketing, and customer success operations across the full customer life cycle to drive growth through operational efficiency and keep all teams accountable to revenue. In fact, if marketing, sales, and customer success are not on the same page, this leaves for a disjointed customer experience. A revops team is designed to break down cross-functional silos to focus on the big picture of the companies’ revenue engine, specifically, revenue growth and how to maximize marketing and sales, and customer success to achieve it. Often this can be confused with sales enablement, but that is only a piece of the pie. From management, departments to the company customers, RevOps process enables revops teams to provide visibility and data across systems, tools, processes, metrics, and markets. It is an end-to-end business process of driving predictable revenue, across marketing, sales, renewals, and expansion through transparency and execution rigor. The role of Revenue Operations is to deliver visibility across the entire revenue team, accelerate growth. For smaller tech companies, this kind of approach manifests as sales ops, marketing ops, or customer success operations.
RevOps or Revenue Operations maximizes your business’s revenue potential, which can be optimized through the management of processes of data across systems, and metrics. Period. Through this strategy, it takes skills to align your marketing, sales, and customer success across the organization, processes, and teams. When the approach is executed well into your business structure or company roadmap, it is greater client acquisition, establishing the company’s culture to focus on driving revenue, and empowering clients’ delight in working with your business.
Revenue Operations is still a relatively new concept — one that’s not well-established enough for there to be any definitive structure for what a dedicated team or department is supposed to look like. Now, you need to make a business case to your stakeholders to give you the green light on the operating model of RevOps. Here are a few things to consider.
We’re seeing an increase in revenue operations titles across many industries and sectors. In fact, job titles relating to revenue operations have increased more than 300% over the past year on LinkedIn.
Some of the key steps to start implementing Revenue Operations: Phase 1: Audit Audit your customer journey to find areas of disconnect between departments by completing the following 3 steps: 1) Audit all of your existing content, align it with your buyer’s lifecycle stage and create a plan to fill in the gaps 2) Audit the technology you use across marketing, sales and customer success teams 3) Build a team to ensure the optimization of the tools and data insights that impact revenue.
Revenue operations represent a much-needed alignment between marketing, sales, and customer success. RevOps focuses on determining the most important tools and strategies to grow revenue, eliminating silos between departments while prioritizing efficiency and accountability among teams. To say that RevOps is all the hype is an understatement.
Now that we’re aligned on the importance of revenue operations and how to make your business case execute on RevOps or Revenue Operations. Now what?
You’re under pressure and must work aggressively to meet your key performance indicators (KPIs). More likely than not at this point, you will want to create an entire revenue operations team to tackle the revenue operations strategy, however, the traditional model of hiring to support modern companies is broken – thanks to the great resignation and the pandemic. This is where you’ll want to implement a team augmentation approach that accelerates your time to value as a part of a growth strategy.
That’s where Delegate comes in, eliminating the hiring, onboarding, ramping up period out of your timeline and revenue operations strategy. In the words of our Vice President, Product, and Service, “We give our clients back time.” Delegate does this by executing your revenue operations strategy with all the necessary skilled technical resources. This means, no more backlogs or data blocks. Instead, we’re helping you move data to work for your revenue operations team. It’s data access and meaningful insights to improve business outcomes. Plus, the biggest benefit of it all is in the words of our Vice President, Product, and Service, “We give our clients back time.”
What is Team Augmentation?
As a RevOps or Operations Chief of Revenue or Director, you know that reducing costs while maintaining your company’s quality services for customers is the top priority to succeed. A common measure taken to achieve this success is team augmentation. This process allows you to enhance your teams without the headache of all the full-time equivalent (FTE) costs.
More revenue operations teams, sales ops, marketing ops, and b2b companies today augment their team given their roles or budgets. It’s easier to onboard a revenue operations specialist or team and hit the ground running than a full-time hire that might not work out. It also brings in revenue operations talent that is highly specialized at solving the challenges with business context continuity compared to freelancers or consultants.
While implementing system ops team augmentation sounds like a lot of work, it is in reality one of the best things you can do as a part of your RevOps strategy when you are forming a software company compared to building revenue operations team from the ground up. Consider these steps when working with an augmented revenue operations team:
- Begin with a discovery process to uncover the current state of your challenges to desired state, skills needed to execute on the project(s).
- Take an agile approach to execution and work against your goals on a sprint basis that keeps the tactical work going.
- Consider weekly check-ins or quarterly retrospectives to make sure the team is on track.
Not only does a revenue operations team augmentation cut costs, but it’s also a robust engine for companies that puts a focus and optimizes your tech stack to work for you – so that you’re not sitting on a backlog of tactical work for internal teams to get to when they can.
Continuity and Shared Time Zones
In order for this to work, revenue operations teams must be on the same time zone. The main goal for companies long-term is for b2b companies to work together and promote success within their teams as they go to market. If time zones and other barriers are roadblocks, the quality of service can inhibit the revenue operations process and impact your revenue.
When you’re working together to drive revenue and employ experts, who understand their revenue operations responsibilities throughout your journey together, this creates alignment and an improved customer experience. Your teams not only communicate with each other more clearly, but they can also even be in the same time zone. With this process you keep work moving during business hours and remove roadblocks caused by time-zone barriers during what are already stressful processes.
Revenue Operations Team Augmentation
When you keep a full-time revenue operations team on staff it impacts your company profits and labor costs. Staff augmentation means you can focus. You don’t have to train new hires, nor do you have to handle HR processing, or offer health coverage. This process lends itself to more expandability as you can access the exact specialists you need when you need them.
How RevOps and Team Augmentation Can Help Your Business Scale Faster
Delegate can help your company manage revenue operations across your marketing, sales, and service departments to make them more unified and efficient. We will help your customer’s experience be more connected and personalized. Talk to one of our expert professionals about how staff augmentation can help create teams for managing your business operations to increase your revenue and success.