“Revenue operations and intelligence tools allow companies to deliver a standardized and shared view of performance across lines of business, driving revenue optimizationOptimization Optimization is the process or act of altering a system, design, or procedure such that it 1) attains full functionality or efficiency, or 2) generates maximum output, benefit, or impact. and forecast accuracy.”
Forrester, Research
For RevOps to be successful requires a comprehensive digitalization strategy. When implemented properly we can view the data flow effects on marketingMarketing Marketing is the field, set of actions, or practice of making a product or service desirable to a target consumer segment, with the ultimate aim of effecting a purchase., on the quality of leads coming through, and how it all correlates to sales. The flow of data can be optimized for all of a company’s processes.
For that to occur, there must be a clear structure up above a company’s departments.
Efficiency is doing things right; effectiveness is doing the right things.
Peter Drucker, Management Guru
#1 Applications
Define what applications from across the departments do you need data from – then ensure these applications can be connected through OpenAPI.
#2 Visualization
Decide which data is critical to visually display for users. This procedure could be very simple or complex, depending on the business model of the company.
#3 CustomerCustomer Customer is an individual or an organization that purchases a product or signs up for a service offered by a business.
Data must be intelligently combined across all departments in ways that serve the customer. Automated processes cannot always serve the customer — there will be times when human intervention is absolutely necessary.
#4 Automation
RevOps must be able to create perfect automated workflows – when an event takes place, a process is triggered – these processes can include human intervention when it makes sense from a customer-centric standpoing.
