Creator Guild member, Mike Ciulla, agrees that RevOps is the most effective model for managing go-to-market operations because it centralizes operational responsibilities and helps businesses focus on their overall objectives. But how should it be structured? Let’s take a look at the options.
This post by Eddie Reynolds, CEO and Revenue Operations Strategy Consultant at Union Square Consulting, showed up in my LinkedIn feed the other day, and it got me thinking. At first it made a ton of sense. And then I let it marinate a bit and wasn’t so sure, so I thought I would work it out. Eddie is suggesting that if a business spends $4M on the go-to-market team then it’s the responsibility of RevOps to maximize its investment through data, technology, and process.
Sounds great. Right!?
But it seems like we’re putting the burden of fiscal responsibility, optimization, data analysis, and effective use of technology on a single team. And then I start thinking … wait a minute this sounds pretty amazing.
I can offload 90% of my problems to RevOps.
→What channels are deals coming from? Great question. Let’s ask RevOps.
→Why is churn so high this quarter? Yeah, we should ask RevOps.
→What’s the experience like for new customers? You know, we should check with RevOps.
→How does the revenue model for our Partners channel work? Not sure, RevOps built it.
→Why is our win rate declining in EMEA? RevOps has a report for that.
… are you starting to see my point?
Am I exaggerating? Yes, but not really.
I know this model can work incredibly well for some organizations. But, It all depends on the people. And the complexity of the business. And the speed of change.
And by the way … if RevOps has this much power and responsibility, who do they report to?
Feels like directly to the CEO in this model, but is that right? Is RevOps is its own branch in the org chart and they operate horizontally across the organization? Swooping in and out as needed?
You know, like a Special Ops Team.
A tactical team that swoops in … tells you how to do things right, makes sure you know what you were doing wrong, fixes things, builds processes, and identifies new opportunities to use technology effectively.
Let’s take a closer look at some of our options.
…There’s more! Read full Blog here 👉 RevOps is Having a Moment, But Does Anyone Really Know What it is or How it Should be Structured?
