Fractional RevOps: How the Right Partner Can Be a Game Changer

Every business has unique revenue management needs. From building a robust tech stack to aligning different departments to work together toward sustainable growth; modern businesses face as many RevOps challenges as RevOps solutions.

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Keeping up with the fast-paced, dynamic nature of emerging RevOps software and strategies can take an entire department to manage—and that’s why you should instead leverage fractional RevOps solutions to get the job done.

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Fractional RevOps is a form of revenue operations outsourcing where you consult RevOps professionals a la carte to help you achieve revenue goals. 

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While nearly 90% of companies want a dedicated professional to steer revenue growth, less than a third actually have one on staff. This guide explains how to leverage fractional RevOps to achieve the operational efficiency and expertise of an in-house RevOps team without the need to pay for one full-time. 

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Understanding Fractional RevOps

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Traditionally, RevOps refers to the process of strategically integrating different organizational departments, such as:

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• Sales

• Marketing

• Service

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Close team alignment gives managerial and administrative professionals a more profound understanding of your overall operations. Fractional RevOps allows you to harness this holistic organizational view and optimize collaboration without hiring a dedicated RevOps manager.

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What Is Fractional RevOps?

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Fractional RevOps gives you the power of an in-house strategic revenue management team without the expanse. The goals and strategies of fractional RevOps professionals are the same as those of traditional revenue management experts: align teams to gain a solid understanding of capital flow through your organization. 

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The difference comes down to commitment. Fractional RevOps consultants are hired for specific tasks that you need them for. Whether that’s giving recommendations for effective RevOps software, CRM optimization, or restructuring entire departments, they work toward your goal, and when it’s achieved, their billable hours end.

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Full-time RevOps roles, on the other hand, are long-term, contracted positions that are often salaried. A salaried RevOps role may not be ideal depending on the business's growth. If there isn't a body of work that can be done within a salaried position, fractional RevOps should be considered, as it can fit into a flexible parameter as the business evolves. 

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The Role of a Fractional RevOps Partner

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RevOps is complex, but modern technology has simplified how businesses handle revenue management tasks. A plethora of robust, intelligent tools have made automating such duties possible—but only if they’re effectively implemented and leveraged to achieve your goals. 

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In turn, some of the primary reasons to call in a fractional RevOps partner include:

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• Developing software tailored for RevOps functions

• Designing and implementing strategic RevOps plans

• Analyzing and optimizing the sales pipeline for maximum efficiency

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These are a few of the duties fractional RevOps partners are tasked with. In general, if it can be done by in-house RevOps teams, it can be done by fractional partners—but usually more quickly and at a lower cost. 

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Benefits of Fractional RevOps

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Whether you’re building out your first RevOps system or revamping it, fractional RevOps offers many benefits that in-house RevOps teams simply can’t provide. Partner with a fractional RevOps expert and your business will enjoy the following benefits.

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Cost Efficiency and Flexibility

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Fractional RevOps is the ultimate model for cost-effective business management. However, after choosing your tech stack, implementing your RevOps system, and onboarding your staff, you may only need a dedicated RevOps manager occasionally.By leveraging fractional RevOps, you can have the expertise of a dedicated RevOps manager without the persistent cost. Professionals hired for fractional RevOps tasks complete them and then move on without the expectation of future work or payment. 

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Expertise and Scalable Support

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Fractional RevOps professionals have seen it all. Since they operate across industries, sectors, and businesses, they develop a robust understanding of revenue management and apply it to your company’s unique challenges. 

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Whether you’re not sure which RevOps software best fits your business needs or want to facilitate improved communication between siloed departments, fractional RevOps pros can:

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• Leverage their comprehensive knowledge of RevOps to offer advice and steer your operations.

• Suggest strategies to draw different departments closer together and collaborate more effectively.

• Provide viable techniques for scaling business operations to your targets.

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That last point is of the utmost importance, as most companies’ growth strategies don’t align with their scaling goals. Only 22% of companies successfully scale to their desired size, but with advice from a fractional RevOps partner, you can bolster your chances of fully growing your business. 

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Faster Implementation and Time to Value

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Creating, organizing, and implementing your RevOps strategy takes significant time and effort. Besides deciding on a tech stack and best practices, you have to ramp everyone in your organization up to speed on your RevOps strategy and ensure they’re informed about any new software and solutions.

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Fractional RevOps partners can expedite your RevOps implementation by breaking down barriers between departments and teaching them about your new processes. RevOps is all about aligning teams, so fractional consultants communicate effectively and efficiently with different kinds of professionals. That means a quicker, better understanding of RevOps practices for your staff and a faster time-to-value (TTV) for your solutions.

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TTV measures how quickly you experience the true value of a product or solution in your organization. With the expert guidance of a fractional RevOps partner, you’ll develop a firmer grasp on your tech stack and its capabilities to fully leverage all its functions faster than you would alone. 

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Choosing the Right Fractional RevOps Partner

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Fractional RevOps is a complex field—meaning you’ll need an informed, dedicated, and flexible partner to effectively support your needs. When picking the perfect professional to work with, keep these considerations in mind.

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Criteria for Selection

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Lay out your must-haves for an effective partner and start from there. In general, a few of the major factors to look for when choosing which fractional RevOps operator to work with include:

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• Expertise: In-depth knowledge of generally accepted RevOps practices is necessary for any effective fractional partner. 

• Experience: A solid work history in the field—including client testimonials and proof of helping businesses improve their operations— is exemplary evidence of a seasoned, informed partner.

• Alignment with business goals: Fractional RevOps partners work for you to help your business grow in your chosen direction. Their history, knowledge, and tactics should match your goals and bolster your ability to achieve them. 

• Other important factors: Hours expected, personality fit, budgetary constraints, and organizational structure should all be considered when choosing your preferred partner. 

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Integration into Your Business

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Fractional partners can be leveraged on a need-to-use basis. That means you can integrate their services to achieve specific organizational goals.

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Whether you want to bolster business agility by responding to shifting RevOps standards or are revamping your technological infrastructure to facilitate automation, they can support your journey. To best integrate their services, prepare your teams ahead of time, explain the fractional partner’s role in your organization, and give your partner your full support as they work alongside existing staff to improve your RevOps strategies. 

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Measuring the Impact

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To ensure your fractional partner delivers the desired outcomes, you can track and assess a variety of RevOps-related key performance indicators (KPIs), such as:

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• Revenue

• Revenue Retention

• Revenue Growth Rate

• Customer Acquisition Cost

• Customer Lifetime Value

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Measure these KPIs before and after partnering with a fractional professional; you’ll know the partnership has its desired effect when it improves. 

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Case Studies: Transformative Impact of Fractional RevOps

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Fractional RevOps can rejuvenate businesses and align departments with more productive revenue practices. The following case studies show the true power of factional RevOps and what it can do for the average organization. 

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Success Stories

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Envision Pharma Group recently experienced a rapid expansion that required them to set up a new horizontal sales team. Unfortunately, their Salesforce had major variations in processes, rules, and data capture methods. 

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So, in less than three months, their strategic fractional partner Operatus:

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• Built out an operational CRM environment

• Improved pipeline clarity for better forecasting and management

• Integrated different aspects of their tech stack to facilitate organizational operations

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Bloomfire, an emerging company in the software sector, likewise had RevOps issues. Their Sales Leader was managing all their databases and tools, but it took up far too much of his valuable time. They didn’t yet need a full-time RevOps manager, so Operatus stepped in to bridge the gap.

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Operatus handled system administration, reporting, process improvement, and more for a full year before Bloomfire scaled to the point where a full-time RevOps manager was necessary. When they hired one to join their team, Operatus completed a seamless handoff to keep operations running as smoothly as possible. 

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Lessons Learned

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In essence, fractional RevOps partners can serve a wide variety of functions for your business. Whether they’re building your digital infrastructure from the ground up or simply tiding your company over until you get a full-time RevOps Manager, they’re the perfect solution for businesses with temporary RevOps needs but no one to serve them.

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So, when reworking your tech stack, improving communication between departments, or dealing with any other RevOps challenge, trust a fractional partner such as Operatus to assist you. 

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Partner With Operatus to Expedite and Simplify

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The team at Operatus knows RevOps as a service like the back of our hands. We have decades of experience helping businesses expedite their sales processes, integrate software solutions into singular tech stacks, and achieve their revenue goals.

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Contact our team of experts to start optimizing your RevOps practices today.

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