4 Reasons Why You Need RevOps

[jrineakter]

RevOps ( Revenue Operations ) is not just a new buzzword. Although it borrows from the existing disciplines of marketing, sales, and customer operations, it focuses on the entire customer journey.

RevOps supports all customer-facing teams, improving revenue opportunities and customer satisfaction. Why is it time to consider adding a RevOps function to your organization?

4 Reasons Why You Need RevOps
01. Fragmented processes
Marketing, sales and customer success professionals agree that gaps exist between each team in traditionally siloed organizations. Sales doesn’t act on marketing leads quickly enough, marketing can’t measure the value of its programs, and customer success has to rediscover customer requirements during onboarding.

Do you have a customer-centric process in place to address needs from lead generation to renewal?

02. Incomplete data
Each team believes it has unique data needs, which must be added to the data structure. Each group adds new fields and values ​​to the database, making record management list of telegram users in canada unwieldy and data difficult to use. Without any control, duplication, invalid information, non-standard values, and more will soon result.

Do you have a database with a single source of truth that all teams can use with confidence?

03. Disconnected technology stacks
It’s all too easy to add new software because it’s “vital.” Then abandon it when it’s too complex or doesn’t deliver the promised value. Often, companies have multiple solutions that do very similar things. On a good day, that’s expensive. On a bad day, the infrastructure will simply break, leaving vital tools unavailable to your teams.

Do you have a way to manage additional software that focuses on customer experience rather than technical wizardry?

04. KPIs do not align with the business
While marketing reports hundreds of qualified leads, sales reports that only the leads they create close as new contracts. And customer success reports high customer churn because the products they received were not what they were sold.

Are your teams’ metrics aligned with the organization’s goals?

revops-solutions

How does a RevOps specialist solve these challenges?
The strength of a RevOps expert is that they think from a customer satisfaction perspective. They take into account processes, data, technology, KPIs, training, and other aspects of the organization.

To bridge organizational gaps, a RevOps expert will focus on ensuring that the right processes are in place. They also ensure that all data is clean and reliable, and that the technology stack is optimized to support the customer lifecycle.

Process map
First, observe and interview. Find out from each team member what processes they use to move from the acquisition phase to the renewal phase. Then, establish a timeline of actions and overlay who “owns” that step.

Next, how to detect whether a lead has entered or exited a certain stage. Finally, what are the micro conversions that move a prospect through the pipeline.

Next, RevOps works with the entire team to identify the challenges that slow down or prevent customers from having a seamless experience.

Often, small changes to a process can lead to a significant improvement throughout the customer journey . For example, changing a lead handoff process from marketing to sales could speed up sales follow-up, increasing the positive experience for the prospect.

Or, if customer success can only accept a customer after they pay their initial invoice, consider encouraging sales to make post-closing contact before handing them off to customer success.