The Hidden ROI of RevOps

Do you know the fastest growing job in the United States?

It’s not programming. Not healthcare. Not even AI.

It’s RevOps – and for a good reason. Exec across the world – and across industries –  are realizing the importance of revenue processes. 

Efficiency. Predictability. Growth. 

Let’s take a look at 3 ways RevOps is driving value for revenue teams — and why you should include a healthy RevOps investment in your 2024 strategy.

#1 - Establishing a Well-Oiled Revenue Machine

It’s simple: When reps are productive, revenue increases. 

But most reps operate in an environment filled with: 

• Bloated tech stacks
• Lengthy processes
• Inconsistent communication

This slows their progress. Hurts their numbers. 

And there’s not much they can do about it. 

Where RevOps steps in:

• Tech integration and automation. RevOps teams work to break down technology barriers and take advantage of modern tools. Think consolidation across the revenue tech stack. Automation of low-impact tasks. And the creation of a tech ecosystem that sets reps up for success.

• Collaboration and governance (RevCG). RevOps teams lead the charge, bringing teams together across every revenue-facing department. They also work to set up and optimize governance routines that ensure consistency and client experience. Together, these routines increase creativity and reduce risk. 

#2 - Forecasting Accuracy (Down to the Penny)

Revenue numbers drive your business forward. 

They impact: 

• Financial planning and budgets
• Staffing and resource allocation
• Strategic decision-making

But most companies aren’t able to answer the most fundamental question in business. 

Are we going to meet, hit, or miss on revenue?

Where RevOps steps in:

• Advanced data analytics. RevOps teams use sophisticated data analysis tools to interpret market trends, customer behavior, and sales performance. With this analysis in hand, your revenue org can anticipate and stop revenue leak before it ever happens. 

• Scenario planning. RevOps teams game plan for revenue scenarios. They model based on different market conditions and business strategies to prepare for a range of possibilities. This increases your team’s resilience and enables action plans that move fast. 

#3 - Growing Your Bottom Line Quarter-Over-Quarter

Revenue growth doesn’t just happen. 

It requires: 

• Alignment across departments
• Strong value propositions and enablement tools
• Lightning-fast implementation

Your reps don’t have time to address revenue leak and growth barriers. 

You don’t have time either. 

Where RevOps steps in:

• Retention strategies. RevOps teams crunch the numbers of customer retention. They look at where revenue is falling out, where deals are being lost, and how to stop the leak. They also put in place strategies for retention, like feedback loops, that drive long-term growth. 

• Upsell and cross-sell opportunities. RevOps teams see the whole board when it comes to revenue opportunities. They spot high-potential upsell and cross-sell moments, and elevate them to reps. 

Successful revenue leaders - don’t overlook RevOps. 

Invest to:

• Set up a well-oiled revenue machine
• Call your number (down to the penny)
• Grow your bottom line quarter-over-quarter

RevOps is delivering a business-changing impact for many early adopters. 

Will your team be one of them?

Till next time,

Andy Byrne

CEO, Clari

New playbooks for running revenue

Playbook: Choosing an AI-based solution for your revenue stack doesn’t have to be hard. Check out our Buyer’s Guide to identify what to look for when evaluating RevOps technology. 

Podcast: In a new episode of the Run Revenue Show, I share how to drive growth and predictability in your business so you can win every revenue moment. 

Blog: Read a new article with Chris Rothstein, co-founder and CEO of Groove, on tech consolidation, which arises from tech fatigue, and how to combat it for your business.