The RevOps Maturity ModelOUR SECRET SAUCE
FACT: All companies are on a journey to RevOps maturity.
FACT: Most companies are not progressing efficiently.
Plus, get a download of the RevOps Maturity Model Cheatsheet!
Level 1
Organize Process and Integrate Data
Purpose
Integrate critical data sources and adopt business processes in a CRM built on a core data model
Endstate
HubSpot CRM integrated with core 3rd party applications
Revenue Mapping + data built in the bowtie model
Foundational RevOps Playbooks have been built in the CRM
Process are adopted and performed in the CRM of record
Level 2
Measure Primary KPIs & Develop Key Insights to drive performance & product roadmap
Purpose
Answer core questions about the performance of a company.
Endstate
Primary KPIs: Ability to accurately measure the Bowtie Data Model for historical performance.
Level 3
Tactical improvements
Measure Primary KPIs & Develop Key Insights to drive performance & product roadmap
Purpose
Drive business performance through frequently reviewing Primary KPIs & prioritize secondary KPIs to build
Endstate
Prioritization, Focus, and Training
Prioritize which Primary KPIs to partition in Level 4
Identify high-level revenue leakage in the business
Train revenue teams on how to address revenue leakage
Level 4
KPI drill-down
Secondary KPIs: Partition data further to drive deeper level insights and forecasting
Purpose
Answer critical business questions for why business will achieve their Primary KPIs goals.
All of the Primary KPIs can be partitioned into 4 additional categories to answer the core question of “why” a particular metric will not be reached.
Categories: Answer the Who, What, Where, When
Endstate
Resulting in Secondary KPIs to further identify why a company will or will not hit their goal
Level 5
Total Revenue Visibility
Complete visibility into revenue engine
Purpose
Execute revenue plan; pivot quickly based on data
Endstate
Prediction, Prioritization, Focus, and Training
Historical: Pinpoint precise revenue leakage in the business, train revenue teams on how to address revenue leakage, utilize Growth Playbooks or best practices to drive business performance and growth.
Future: Utilize Primary and Secondary metrics to predict future performance, pinpoint revenue leakage mid cycle rather than reviewing in the rearview mirror
100% StewardshipYou need someone who will treat your losses like their own, not just your wins.
APPROACHThe RevPartners way
Forward MomentumYou can't afford to be reactive. It's not okay to overpromise and underwhelm. You need a goal and a plan to get there.
Clarity CreatorIf you don't know what's happening, you can't make informed decisions.
Servant's HeartYour RevOps team needs to know the pains and needs of every team in your business. Revenue is a team sport.
Fail ForwardNot every action is going to drive growth. Being able to recognize, accept, learn and pivot is key.
Do Your Best, Not Your AllRecognizing that your RevOps department needs different skills and not expecting one person to be perfect at all of them.
faq
1. What is RevOps?
It is the science of sustainable revenue growth.
2. why does my company need Fractional RevOps Services?
Whether or not you know it, you're already "doing" it. But doing it correctly, you can:
- Replicate and repeat revenue growth
- Implement growth strategies across the revenue cycle
- Find data collection methods and behaviors.
3. No, really, why does my company need Fractional RevOps?
Great question:
- Impartial expert: When there are no politics at play, the revenue is the guiding light.
- Broad expertise: Sometimes you need a strategist, sometimes you need an admin. It's difficult and expensive to find one person to do both.
- Save money: Less expensive than hiring a full time in-house team of RevOps pros.
- Save bandwidth: Frees up employees to focus on other projects.
- Peace of mind: Seasoned professionals manage your RevOps.
4. We already have an employee with the word 'revenue' in their job title...do we still need RevOps as a service?
It's highly unlikely that person is an expert in all things RevOps.
It's highly unlikely that person is a wiz at analytics, tech stack alignments, lead and demand generation processes, and optimizing customer-focused activities.
Bottom Line: If they're not a GTM guru and a model forecasting magician then it's time to find a team of dedicated RevOps pros.
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