RevOps Framework

RevOps’ primary goal is to align all organizational functions -- marketing, sales, customer success, and finance. Often it means breaking down silos between departments in the pursuit of efficiency and accountability to drive revenue growth.

To organize our engagement together, we use a simple yet powerful RevOps framework. The framework provides enough revenue operations structure so we’re not reinventing the wheel while allowing flexibility to solve uncommon and complex problems.

Strategy

To quote another Benjamin (Franklin), “If you fail to plan, you are planning to fail.” Spending time at the strategic level is the place we start. During the initial discovery process we collect information about your goals, determine if they are actually the right goals, discuss what’s broken, identify your RevOps champion, and scope out what you actually need for success. 

Typically in the strategy phase, we use various viewpoints to determine your organizational gaps, most urgent threats, and prioritize outcomes. Areas to strategically review are:

  • Organizational Scaling: What is the desired growth rate? What is an acceptable risk as you pursue growth?

  • Customer Journey: What is the idealized customer experience? How can we best guide them through your internal processes?

  • Technology Stack: What is the measurable impact of using certain technologies? Is it saved time? Saved costs?

  • Data Architecture: What are you able to achieve when you have accurate forecasting?

Planning

Now that we’ve identified improvements that will have the greatest impact to your organization, we dig into how work is actually accomplished. The next step in our RevOps framework is a deeper level of discovery where we follow the customer’s journey through your organization. During this phase we pay particular attention to handoffs between departments and technology used. Effective RevOps solutions include:

  • People: Review Human Needs

  • Process: Map Workflows

  • Platform: Assess Technology

Execution

Whether you’re trying to reduce Customer Acquisition Cost (CAC), increase sales pipeline velocity, improve renewals by delighting customers, or enhance close-to-cash ratios, our RevOps framework builds forward momentum to solve problems with expediency and effectiveness. In this phase, we incorporate your strategic priorities with what will actually make the biggest and quickest impact to your organization. At this point we’ve talked to the people doing the work and followed the path your customers take from initial contact to signed contract. We’ve created a holistic roadmap for:   

  • Technology Integration: who is using what? Who is responsible for maintenance?

  • Build Workflows: what change management needs to happen to rollout new processes?

  • Create Documentation: who is responsible for implementing enablement for processes?

  • Train Your Team: what's the timeline in providing enablement and ensuring compliance?

Measure & Refine

Now that stuff has been fixed -- aligned teams, streamlined processes, integrated technology, structured data -- it’s time to measure RevOp’s performance and continue the optimization process. In this phase we review your OKRs and assemble dashboards so there is one “source of truth” for everyone. There’s no confusion in what’s important, what’s being measured, and what components affect scalable success. You’ll have a feedback loop to assess improvements and identify areas for further refinement and optimization. Spoiler alert, you’re never done.

  • Organizational Scaling: How many internal cases or questions are raised after the plan is implemented? What processes need to be adapted for revenue model sustainability and growth?

  • Customer Journey: How has your sales velocity, win rates and retention rates improved? What other areas lead to customer confusion or dissatisfaction? 

  • Technology Stack: How can you tell if your technology stack is working?

  • Data Architecture: How accurate are your forecasting predictions? What changes need to be made to increase accuracy?

When you’re talking about organizational improvements, they are usually never “done.” The marketplace doesn’t stand still. Adjustments are part of doing business, especially to capitalize on revenue growth opportunities. Let’s celebrate your organizational wins and then travel back to the Strategy phase. Perhaps we’ll tackle another bottleneck, adjust a process to accommodate a new use case, or refine and optimize another area on your roadmap. That's the beauty of Revenue Operations as a Service (Saas).

Support Your Plan For Growth

Alternative Partners can help you plan for growth with our RevOps Services. You can also read our RevOps success stories.

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