RevOps: Revenue Operations

Is your company built for scale? Most companies aren’t.

RevOps refers to the continuous management and improvement of the people, the processes, the tech stack, and the data to control and scale how your business generates revenue. 

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Does your company need RevOps?

When you're an early-stage company, you can have the opportunity to personally and carefully handle every single customer relationship and business opportunity. But at a certain point, your business won’t be able to operate this way if it really wants to build traction and scale up.

If every single deal will require one (or several) of your employees to interact with the customer with a great deal of attention then, to sell more you will need more time; and to get more time you will need more people.

Continuously growing your headcount, training, and turnaround will prevent scaling; and will require investments that could be used for other priorities.

 

What's included in our RevOps service?

  • Does your business annually grow more than your investment?

  • Does your revenue grow more than your headcount?

  • Is your customer lifetime value considerably higher than your customer acquisition cost?

The Sales Process Paradox

Too much process kills sales teams, but sales teams die without process. You need to create enough structure to support your company’s long-term growth, while also allowing your reps enough freedom to thrive individually.

Our methodology

Our methodology addresses the customer journey from an operational perspective to generate revenue.

Following the nine goals, companies should continuously work to attract and generate better leads, engage potential customers efficiently, and delight customers with great service.

Our team of experts will provide support to your internal teams to continuously improve your operation to create scalability and exponential growth.

Proceso6Sep_Eng

Great customer experience is never an accident. Regardless of your size, let your customer experience guide all your decisions.

What is RevOps?

RevOps (short for revenue operations) refers to the continuous management and improvement of:

  • The people
  • The processes
  • The tech stack
  • The data

A focus to control and scale how your business generates revenue. In a sense, you are already doing some level of RevOps but, are you doing it right? or is your company not scaling because of it?

RevOps is a formal dedicated support to potentialize marketing, sales, and customer service teams.

Growth is achieved not by squeezing more speed from employees, but rather by making sure they all row in the same direction.

RevOps will change growth from being linearly dependent on employees' spending; to an exponential, and scalable growth.

In the past, probably you could’ve delivered good results by focusing just a couple of areas and with not that much depth, but that’s not valid anymore in today's world because:

  • Customers are now more empowered.
  • They expect you to be better, faster, and more personalized.
  • Customers are more connected with each other and will share good or bad experiences.

 

What's included?

Explore more of the topics included in our RevOps (Revenue Operations) service.
process-improvement

Process improvement

We will diagnose your company's processes and analyze what improvements can be made to add value for your salespeople and the customer, simplify processes and eliminate friction.

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pipeline

Pipelines and playbooks

It is important to redesign your processes, pipelines and playbooks to ensure they are properly aligned to drive your business growth.

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growth-marketing

Growth Marketing

Improve the visibility of your online business with our growth marketing service. Rank high on search engines and attract quality organic traffic.

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alignment

Alignment

As a company grows, the alignment of departments becomes more complicated, creating structural gaps that will end up costing more resources in the future.

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service-level-agreement

Service Level Agreement (SLA)

We will help you align your marketing and sales efforts and establish a clear Service Level Agreement (SLA) between them. 

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sales-planning

Strategic Sales Planning

We will support your strategic sales planning and execution by complementing your team’s efforts. 

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opportunity-discovery

Opportinuty Discovery

Our team will help your discovery efforts in different dimensions that provide valuable feedback to your operation. 

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data-governance

Data Governance

RevOps will leverage data to continuously optimize performance, eliminate waste and identify improvement opportunities.

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business-intelligence

Business Intelligence

Our analysts will help you work the vast amount of data within HubSpot to implement and monitor KPIs and dashboards that help your team make better, faster, data-based decisions.

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Identify your bottlenecks and find if you’re losing money anywhere in your process.

 

Process Improvement

There’s no secret formula. You can’t come into a new company with a fit-all set of processes and rules.

With our RevOps solution, we’ll diagnose each case and we’ll do it from the customer's perspective:

  • What matters the most to external and internal customers?
  • What process improvements can add value to sales reps?
  • How to minimize bureaucracy?
  • How can we simplify internal processes to better serve external customers?
  • What’s creating friction in my customer’s journey and in my internal team?
  • Which friction makes sense to remove and which can be valuable?
  • How can I increase client loyalty and delight them at every opportunity?

 

Pipelines and playbooks

In a highly dynamic world your sales pipelines must keep up with change.

Every quarter is important to redesign processes and pipelines to simplify and re-align them to include only steps that are required for all clients, factual/real, inspectable in your CRM, and buyer-centric to really drive value in your sales process.

And hence, your sales playbook should also evolve and should always include the following for your Sales Reps:

  • What to know?
  • What to do?
  • What to say?
  • What to show? 

A Content Matrix will come in handy to enable Reps with an easy way to understand how to address specific pain points of specific buyers, and quickly explain how your company can solve them.

 

Growth Marketing

Our growth marketing service encompasses a range of essential components to drive business growth and enhance online visibility.

With a focus on Search Engine Optimization (SEO), we rethink your website's structure, and content to improve search engine rankings and attract organic traffic. 

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Our keyword analyses and monitoring ensure strategic optimization for valuable search terms, maximizing organic traffic and boosting online visibility.  

We also prioritize website optimization to implement best practices and improve site authority to increase conversion rate.

Our expertise extends to organic search, where we develop content strategies targeting relevant keywords to establish thought leadership and boost brand authority.

Additionally, we leverage paid advertising using Google Ads to drive targeted traffic and generate qualified leads. 

Learn more

 

Alignment

Do you feel sometimes your work is being a herdsman trying to get people together and get some things to work?

RevOps works to align various departments and prevent each of them from doing rework on tasks that were already accomplished, wasting valuable resources, and using different processes that can even go in different directions.

This alignment is crucial to create a disruptive experience that will differentiate you from competitors. But the natural evolution of companies is contrary to alignment. When a company starts, it is easy to align as only one or two people do each function.

But as your company grows silos will form, not because by design you want unaligned departments, but because it is easier and faster to let teams operate than to slow them down with processes. This creates structural gaps that in the future will require more people, more managers, and a lot more meeting time to resolve. It ends up costing a lot more.

 

Service Level Agreements

We will help you align your marketing and sales efforts and establish a clear Service Level Agreement (SLA) between them. The Don’t Be in It dashboard will let your teams focus on what’s important to drive results.

inversion-crm-hubspot-ORIGINAL MUY GRANDE

 

Strategic Sales Planning

We will support your strategic sales planning and execution by complementing your team’s efforts with tasks such as:
 
  • Forecasting demand.
  • Stablishing long-term objectives.
  • Breaking down into short-term goals and tasks.
  • Establishing sales quotas.
  • Following up with a Sales Plan that is based on data.

Our team will also lead Bi-weekly meetings to monitor alignment and execution with all customer-facing, go-to-market, and operations leaders; including Marketing, Sales, Customer Success, and Customer Support, among others.

Tools accelerate processes. You must be sure you’re going in the right direction before you accelerate. 

 

Opportunity Discovery

Our team will help your discovery efforts in different dimensions that provide valuable feedback to your operation.

Monitor customer satisfaction to identify areas of opportunity in your processes, pipelines, and playbooks.

Monitor your pipeline performance and continuously talk to your Reps to understand:

  • Why are we winning and losing deals?
  • What is changing? Our solution? the client? the market?
  • Are our reps talking with our clients and asking questions?
  • Where is the market going in the future?

Maintain a value stream map about how data and revenue move throughout the organization; identifying what processes and tools support this flow.

 

Data Governance

RevOps will leverage data to continuously optimize performance, eliminate waste and identify improvement opportunities.

Data must be structured and standardized across departments to be able to use it in decision-making.

Integrating external data e.g. inbound traffic analytics and internal data e.g. pipeline performance will enable infinite opportunities to leverage it in a RevOps strategy.

 

Business Intelligence

Our analysts will help you work the vast amount of data within HubSpot to implement and monitor KPIs and dashboards that help your team make better, faster, data-based decisions.

Designing leading and lagging KPIs can provide you with the knowledge you need to maintain discipline, focus, and the accountability that drives results.

While some KPIs are to measure success, when building your framework and choosing your KPIs you should also focus on the customer.

business-intelligence-kpis

And more...

Our RevOps service will adapt to each client. If your needs can be addressed with our expertise, we will provide support and knowledge to reach your milestones.

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