Old-school operational models—where marketing, sales, and customer success ran separate systems with separate data—no longer work. Modern B2B buyers complete 70% of their journey before engaging sales. They expect seamless experiences across all touchpoints, not departmental handoffs. Companies structured around internal functions rather than customer journeys can't deliver these experiences.
Revenue Operations (RevOps) combines these functions into a single, flexible, revenue-driven operating unit. It serves as the foundation of modern go-to-market strategies. RevOps builds a unified operational framework with shared systems, data, and goals.
Mature RevOps functions lead to 15-50% increases in revenue growth. This growth stems from compounding improvements in retention, expansion, and efficiency. When departments align on goals and strategies, improvements amplify each other, leading to meaningful progress.
RevOps Strategy & Organizational Design
The shift to RevOps reflects broader market dynamics. Subscription and usage-based models have transformed success from first-time purchases to lifetime value. This requires always-on coordination among teams responsible for acquisition, expansion, and retention. Siloed structures can't optimize for metrics that span multiple departments.
We help you architect RevOps functions that break down silos:
Organizational Design & Operating Models
RevOps charter development defining scope, responsibilities, and decision rights
Team structure design balancing centralized efficiency with distributed responsiveness
Cross-functional governance models establish how RevOps coordinates with sales, marketing, and customer success leadership
Skills assessment and capability planning, identifying gaps and building development paths
A global SaaS company had separate marketing ops, sales ops, and CS ops teams—each using different tools, definitions, and priorities. We unified them into a single RevOps team with shared KPIs, integrated planning, and coordinated execution. The outcome: 40% reduction in tech stack costs, a 25% improvement in forecast accuracy, and the elimination of data conflicts that once required manual reconciliation.
Strategic Planning & Alignment
RevOps isn't just operational. It's strategic. We help you build planning processes that connect company objectives to go-to-market execution:
Annual and quarterly planning frameworks linking revenue targets to capacity, territories, and coverage
Design cross-functional Objective & Key Results (OKRs) to establish and build alignment from executive leadership to front-line teams
Investment prioritization methodologies balancing short-term execution needs with long-term capability building
Technology Stack Management & Integration
Your technology should enable performance without adding complexity. However, most organizations build their toolsets organically with different teams purchasing point solutions that don't integrate, leading to data silos and workflow friction.
We help you build coherent technology architectures:
Platform Strategy & Selection
Moving from point solutions to integrated platforms requires structured evaluation:
Technology landscape assessment mapping current tools to business capabilities
Platform evaluation frameworks comparing solutions against functional requirements, integration capabilities, and total cost of ownership
Build vs. buy analysis for custom capabilities
Vendor selection and contract negotiation support
When a mid-market company evaluated sales performance management platforms, they had seven vendors claiming to meet their needs. We developed evaluation criteria weighted to their specific requirements—such as consumption-based pricing complexity, partner ecosystem management, and international compensation compliance. The structured approach showed that the market leader couldn't handle their use case, while a smaller vendor provided a better fit at 40% lower cost.
Integration Architecture & Data Flow
Integration is more than connecting systems. It's about designing how data flows through your commercial engine:
Integration mapping documenting data sources, transformations, and destinations
API strategy development, determining integration patterns, and governance
Master data management, establishing single sources of truth for accounts, contacts, and opportunities
Workflow automation identifies manual handoffs that can be automated
Technology Optimization
Most organizations over-invest in underutilized tools:
License optimization, identifying unused seats, and redundant capabilities
Feature utilization analysis revealing which capabilities add value versus create complexity
Sunset planning for legacy tools that no longer serve business needs
Technology roadmaps aligning system investments with strategic priorities
A national media company discovered they were paying for 17 different tools with overlapping capabilities. Reps used only three consistently. We rationalized to 8 core platforms, designed better integrations, and reinvested savings into data quality improvements. Technology spending decreased 35% while user satisfaction increased.
Data Management & Analytics
RevOps success relies on trustworthy data. However, most organizations face data quality issues like inconsistent definitions, missing information, and manual reconciliation, which wastes time and damages confidence.
We help you build data infrastructure that supports decision-making:
Data Quality & Governance
Trust starts with disciplined data management:
Data quality frameworks that define standards for completeness, accuracy, consistency, and timeliness
Governance models establishing ownership, accountability, and change control
Enrichment strategies identifying what data to capture, purchase, or infer
Hygiene protocols preventing degradation through automated validation and cleansing
A healthcare technology company tracked customer satisfaction scores, but different teams used different scales, survey tools, and timing. Executives couldn't trust the numbers. We established standard definitions, consolidated survey platforms, and built validation rules. Within two quarters, leadership trusted customer health scores enough to tie compensation to them.
Analytics & Reporting Infrastructure
Good analytics tell you what happened. Great analytics tell you why and what to do about it:
KPI framework development, defining metrics that matter at each organizational level
Dashboard design principles ensuring information is accessible, actionable, and accurate
Self-service analytics enables teams to answer their own questions without bottlenecks
Predictive modeling identifies patterns that forecast future performance
Insight Generation & Business Intelligence
Data only creates value when it drives decisions:
Performance analytics identifying what's working and what's not
Cohort analysis reveals how different customer segments behave over time
Attribution modeling to map which activities contribute to outcomes
Diagnostic deep-dives investigating root causes when performance deviates from expectations
Forecasting & Pipeline Management
Reliable forecasting requires more than rolling up CRM data. It demands structured deal qualification, rigorous stage criteria, and analytical discipline that separates signal from noise.
We help you build forecasting processes you can trust:
Forecast Methodology & Process Design
Accurate forecasts combine bottom-up rep inputs with top-down analytical models:
Multi-tiered forecasting combining rep-level opportunity forecasts, manager adjustments, and analytical overlays
Inspection rhythms establish how often and how deeply deals are reviewed
Forecast quality metrics measuring accuracy and identifying where bias exists
Scenario planning modeling best case, worst case, and most likely outcomes
A B2B software company consistently missed quarterly targets by 10-15% because quota setting was based on inaccurate and overly optimistic data. We implemented commit, best case, and pipeline forecasting with weekly inspection cadences. Forecast accuracy improved to within 5% of actuals within three quarters.
Pipeline Management & Deal Qualification
Pipeline quality matters more than pipeline quantity:
Qualification frameworks defining what constitutes a real opportunity versus hope
Stage criteria establishing clear requirements for advancement
Deal review protocols ensuring consistent evaluation across reps and managers
Pipeline coverage analysis to determine how much pipeline is needed to hit targets
Conversion Analytics & Funnel Optimization
Understanding where deals get stuck reveals where to invest:
Conversion rate analysis by stage, rep, region, and deal characteristics
Velocity tracking to identify how long deals spend in each stage
Win/loss analysis revealing why you win or lose against specific competitors
Bottleneck identification showing where deals stall most frequently
Process Optimization & Automation
Every manual handoff, repeated data entry, and email asking for status updates are opportunities to eliminate waste and focus human effort on high-value activities.
We help you design and automate processes that work:
Process Mapping & Redesign
Before automating, understand what actually happens:
Current state mapping documenting how work flows today, including exceptions and workarounds
Pain point identification reveals where friction, delays, and errors occur
Future State Design & Roadmap to eliminate unnecessary steps and optimize handoffs
Change impact assessment to understand who's affected and how
A financial services company required 14 approvals for non-standard pricing. Deals took 23 days to close, even after customer agreement. We mapped the process, eliminated redundant reviews, and automated approvals below materiality thresholds. Cycle time dropped to 3 days, close rates improved, and approval teams focused on truly exceptional deals.
Workflow Automation
Technology should handle repeatable tasks so humans can focus on judgment:
Lead routing and assignment automating distribution based on territory, product, or expertise
Data capture and enrichment to eliminate manual entry and updating
Task creation and reminders to ensure nothing gets overlooked
Alert configuration notifying teams when attention is needed
Process Enablement & Change Management
New processes fail without adoption:
Process documentation to create clear, accessible guides
Training programs to build capability and confidence
Feedback loops to gather input and iterate based on user experience
Performance monitoring to track adoption, and identifying where coaching is needed
Most companies know what they want to achieve. The hard part is figuring out how, as market dynamics change Unlike traditional consultants who deliver strategy decks and leave, we partner with you through implementation. Our 4D Framework - Diagnose, Design, Deploy, Decode - ensures strategies translate into operational reality.
Diagnose: Current State Assessment
We begin with a comprehensive discovery to understand your current RevOps capabilities:
Technology audit cataloging systems, integrations, utilization, and costs
Process mapping documenting how work flows across marketing, sales, and customer success
Data quality assessment to evaluate completeness, accuracy, architecture, and governance.
Organizational assessment to understand roles, responsibilities, and skill gaps
Performance analysis examining KPIs, forecasting accuracy, and operational efficiency
This diagnostic reveals root causes rather than symptoms. Poor forecast accuracy might stem from week qualification, inadequate stage criteria, or insufficient inspection.
Design: Co-Create Solutions
With diagnostic insights, we co-create solutions that address your specific context:
Future state architecture to define how systems, processes, and data should work together
Technology roadmap prioritizing platform investments and integrations
Organizational design establishing RevOps structure, roles, and governance
Process blueprints documenting redesigned workflows with automation opportunities
Data strategy outlining governance, quality standards, and analytics capabilities
We don't deliver generic best practices. Solutions reflect your business model, growth stage, and organizational capabilities.
Deploy: Implementation Execution
RevOps transformations require disciplined execution:
Implementation governance establishes decision rights, escalation paths, and review cadences
Technology implementation, including system configuration, integration build, and testing
Process rollout with change management, training, and enablement
Data migration and quality remediation, establishing clean baselines
Performance monitoring to track adoption and early results
We stay through implementation, ensuring strategies become operational reality.
Decode: Continuous Optimization
RevOps isn't one-and-done—it evolves as your business grows:
Performance monitoring tracking KPIs, process adherence, and system utilization
Continuous improvement to identify opportunities to refine processes and automation
Technology optimization to ensure platforms deliver value and integrations remain reliable
Capability development to build team skills as needs mature
Chief Revenue Officers seeking an integrated operations infrastructure that eliminates silos and improves execution visibility.
Chief Operating Officers focused on operational efficiency, technology optimization, and scalable processes.
VPs of Revenue Operations building or maturing RevOps functions with limited precedent or internal expertise.
Private Equity Operating Partners driving operational improvement and preparing portfolio companies for scale.
Operational Efficiency
Eliminate 30-50% of manual tasks through process redesign and automation, freeing teams to focus on strategic activities.
Forecast Accuracy
Improve forecast reliability to within 5-10% of actuals through better processes, inspection rigor, and analytical overlays.
Technology ROI
Reduce tech stack costs 20-40% while improving utilization and integration, ensuring tools deliver value rather than add complexity.
Decision Quality
Increase confidence in data through governance, quality standards, and analytics that reveal actionable insights
National Media Company RevOps
20% of accounts drove 64.5% of revenue, yet sellers were bogged down in low-yield activity. We introduced segment-led coverage, AE + CSM pods, re-established Revenue Operations, and prioritized AI use cases. Productivity boost refocusing effort on high-value accounts. The result was double-digit growth in all segments, with 15% year-over-year growth in the previously slow-growth Enterprise segment.
Global SaaS Consolidation
After acquiring three competitors, a SaaS company operated five CRMs, seven marketing automation platforms, and incompatible data models. We designed a unified RevOps architecture, consolidated to two core platforms, established master data management, and automated cross-functional workflows. Tech costs decreased 42%, forecast accuracy improved 35 percentage points.
AI-Driven RevOps Framework - Comprehensive guide to AI-enabled revenue operations
ICM/SPM Platform Selection Guide 2025 - Evaluating sales performance management technology
Revenue Growth Strategy & Execution - Strategy that connects to operational execution
Blog Post: Revenue Operations (RevOps): The Key To Sustained Growth
Ready to Build Your Revenue Infrastructure?
RevOps transformation isn't about implementing tools—it's about building an integrated infrastructure that makes your commercial engine predictable, efficient, and ready to scale.