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If you’re ready to start reaping the benefits of a RevOps strategy for your business, you’ll need to focus on a few things. One of those things is your processes. That means your business model, but it also means how your teams interact with each other, if they interact at all.
We’ll cover a range of topics related to processes in RevOps and how you can set yourself up for success.
What is RevOps for?
RevOps aligns your marketing, sales, and service departments to produce better results. To do this, it must work through your organization’s people, process, and platform. RevOps is a multifaceted methodology, but in the end, its goal is simple: setting you up to achieve your long-term goals.
There are three components to an effective RevOps strategy: people, process, and platform. We’ll focus on processes in this post. Process is the “how” of the equation. Process is where people and platform come together and produce results. Process is all about action.
The driving idea behind RevOps is that teams which have traditionally been siloed are actually much more effective when they work together across departments. They’re able to support each other and work more efficiently, which increases productivity and, crucially, does it without increasing spending.
Processes Come Between Platforms and People
Process is the glue between people and platforms. That means the people in your organization and the platform you use will need to be the kinds that work well with your processes. That’s where strategy comes into play.
What kinds of people does your strategy include? Which platform is the best for your goals? What do you need to outline in your SOPs? These are the kinds of things you might ask when thinking about how your process affects the rest of your organization.
The goal is to develop a strategy that makes the best use of the resources you have now, eliminates gaps and inefficiencies, and sets you up for continuous improvement.
Evaluating and Scaling Existing Processes
Before you can build or rebuild an effective RevOps strategy, you need to evaluate where you are currently. Taking a careful, hard look at your organization isn’t just a way to be critical, it’s a way to improve in an effective, methodical way. Here’s a quick step-by-step you can use to do this.
- Identify your goals: this is the rubric you need to understand where you’re at.
- Collect information: examine the processes you have in place and ask relevant questions.
- Analyze how effectively your current processes are reaching your goals.
- Identify areas for improvement.
- Make a plan to address these areas.
As you’re assessing your current processes against the ones you need to achieve your goals, you’ll likely find yourself planning to scale. As your organization (and your revenue!) grows, scaling will be necessary. But what is scaling? It means more than just getting bigger.
Scaling refers to getting more output out of a set amount of input. It means doing more with the same amount. Growth, on the other hand, means increasing both your input and your output, essentially doing more with more.
You can see how RevOps processes are all about scaling: it all comes down to efficiency. A scaled business model cleverly organizes the components of your business to greater effect without significantly adding resources.
Processes Bring Departments Together
Processes move throughout your organization, especially if you’ve adopted a RevOps strategy. Although your marketing, support, and sales teams are distinct, they shouldn’t have entirely separate sets of processes. RevOps only works when these departments are collaborating and communicating effectively.
Marketing Teams
The marketing team’s job is to attract and nurture leads, create campaigns that effectively get your brand’s message across, and much more. Through processes like sales enablement, RevOps marketing teams can work to better equip sales teams with the resources they need to close more high-quality deals later in the customer journey.
Support Teams
The support team interacts with customers after they’ve made a purchase or decision — at least in traditional business models. In a RevOps model, it’s possible for a support team to get more involved in customer success by providing customer information and feedback to marketing and sales teams, better preparing them to take care of other leads and potential buyers.
Sales Teams
Sales teams in a RevOps model benefit from working more closely with marketing and support teams through processes like sales operations. By using the same platform and drawing resources from elsewhere in your organization, a RevOps sales team can truly be the engine of your flywheel, driving exponentially higher revenue gains with a collaborative approach.
What are you waiting for?
There’s so much more to say about RevOps processes. Learn about these processes in-depth by clicking the buttons throughout this post.
Want to explore more RevOps content beyond just processes? Explore more insights into your revenue operations.
