RevOps” is short for “revenueRevenue Revenue is the amount of money a business generates during a specific period such as a year or a quarter; also called sales. operations” and it is defined as…

“the strategic integration of departments to provide a better end-to-end view to administration and management. Its holistic approach is designed to break down silos between departments.”

RevOps” is short for “revenue operations”

“Revenue operations and intelligence tools allow companies to deliver a standardized and shared view of performance across lines of business, driving revenue optimizationOptimization Optimization is the process or act of altering a system, design, or procedure such that it 1) attains full functionality or efficiency, or 2) generates maximum output, benefit, or impact. and forecast accuracy.”

Forrester company logoForrester, Research
Pipeliner CRM - sales CRM

si·​lo | \ ˈsī-(ˌ)lō: an isolated grouping, department, etc., that functions apart from others especially in a way seen as hindering communication and cooperation


Why does is important?

Growth Engine

By 2025, 75% of the highest growth companies in the world will deploy a revenue operations (RevOps) model.

Outdated Models

Managers are trying to use organizational systems developed in the 20th century to manage a far more advanced and digital commercial model in the 21st Century.

Business Critical

96.5 percent of organizations believe sharing dataData Data is a set of quantitative and qualitative facts that can be used as reference or inputs for computations, analyses, descriptions, predictions, reasoning and planning. across core systems will be “important” or “very important” to their business’s success.

RevOps & CRM

It takes people in new roles connecting all the departmental dots to overcome silos. Such individuals in these roles need powerful tools to do so.

RevOps - Revenue Operations CRM

For RevOps to be successful requires a comprehensive digitalization strategy. When implemented properly we can view the data flow effects on marketingMarketing Marketing is the field, set of actions, or practice of making a product or service desirable to a target consumer segment, with the ultimate aim of effecting a purchase., on the quality of leads coming through, and how it all correlates to sales. The flow of data can be optimized for all of a company’s processes.

For that to occur, there must be a clear structure up above a company’s departments.

Efficiency is doing things right; effectiveness is doing the right things.

Peter Drucker, Management ConsultantPeter Drucker, Management Guru

Drawing Conclusions

Having all data currently available makes it possible for RevOps to truly strategize. You can work backward from the data you now have to create assumptions — below is an example:

Pipeliner CRM & RevOps

Pipeliner CRM & RevOps
Pipeliner CRM enables RevOps in multiple ways:
  • Open System (uni- or bi-directional data import/export to and from other applications)

  • Pipeliner Automatizer — no-code, workflow automation engine

  • Visual Dashboards to track important data points for better decision making

  • Performance Insights offers various KPI, metric-driven views of team, users, and pipelinePipeline Sales pipelineis a visual representation of the stage prospects are in the sales process. performance

The 4 Pillars of RevOps

Data centralization is most definitely part of the RevOps future – all data points, different data matrixes and KPIs should be centralized. This will allow for a clear overview of the data, highlighting trends used for analysis and strategy.

From the data and trends, processes can be created. Full automation is possible so that when a particular data point is detected, a process is triggered based on parameters previously set up. When something changes, then another process is begun.

Additional Resources

Expert Interviews

Recommended Books

Sales Automation ebook
Radical Value ebook
Automate Your Business
Teaming ebook