August 09, 2019
August 09, 2019
Revenue operations (RevOps) is a method to better align organizations based on strategy, process, workflow, data, analysis and technology.
Revenue operations (RevOps) is the operating model for driving efficient, predictable revenue. RevOps is not a function but rather a way to better align the organization.
Organizations are always looking for revenue growth, and that need increases following a period where sales are flat or negative. Sales and marketing teams scale their efforts to accelerate growth in response to improving economic conditions through a series of specific actions.
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Some of these actions include:
The RevOps operating model is a series of repeatable activities conducted across go-to-market functions including marketing, sales, sales development and customer success.
Three attributes identify the RevOps model:
The TOPO Revenue Operations Framework is a standardized methodology for helping go-to-market organizations adopt the strategic shift toward end-to-end revenue management, practiced by the world’s fastest-growing companies. Above all, the framework provides a strategic starting point for alignment, diagnostics and action.
The RevOps model is organized into the following elements:
When using the TOPO Revenue Operations Framework, we recommend starting with a diagnostic of your current state as it relates to each of the key elements to determine which areas have the largest gaps to address. These gaps will serve as the initial building blocks for iteratively improving how to best apply it to your organization.
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