5 Best Revenue Operations Software for B2B Companies + How to Get the Most Out of Them
October 21, 2024
Revenue operations (RevOps) is a relatively new and rapidly evolving approach to revenue management that unifies sales, marketing, and customer service. At its core, RevOps is about connecting technology to its human users—on the company side, as personnel manage operations more seamlessly, and on the client side, as users and clients of all kinds are proactively given the support they need.
In this blog, we’ll compare five of the best revenue operations software, highlight some criteria for making the right choice, and explain how to get the most out of any RevOps tool.
The Best RevOps Software for B2B Companies
The best way to answer questions like “What is revenue operations software,” is to look closely at the best options available on the market. While they differ slightly in terms of their capabilities and use cases, they all share the ability to strengthen revenue visibility and growth with careful implementation and management.
Today, we’ll examine Salesforce Revenue Cloud, HubSpot Sales Hub, Clari, Xactly, and Mediafly’s InsightSquared platform as the leading B2B revenue operations tools.
Option 1: Salesforce Revenue Cloud
Salesforce Revenue Cloud is a unified RevOps platform from one of the biggest and most trusted sales and marketing software players. Revenue Cloud streamlines configuration, price, quote (CPQ), catalog and pricing, billing and contract management, overall customer relationship management (CRM), and more.
One major factor differentiating Revenue Cloud is its best-in-class AI, Einstein, which automates key functions and powers innovative responses to market conditions.
Revenue Cloud integrates seamlessly with Salesforce’s other products and the various programs they work with, making it an ideal fit for buyers in the ecosystem.
For basic CRM, plans start at $25 per user per month, with Pro and Enterprise plans adding enhanced RevOps tools and web API at $100 and $165 per user/month, respectively. Unlimited plans at $330 per user/month add AI and developer support, and Einstein 1 Sales plan, at $500 per user/month, comes with powerful generative AI.
Option 2: HubSpot Sales Hub
HubSpot Sales Hub is a sales-forward approach to RevOps. It leverages AI tools to create, manage, and optimize sales pipelines to close high-value deals regularly.
HubSpot’s RevOps tool solves common problems and concerns in the sales process. This opens up a greater volume, quality, and diversity of revenue opportunities while making them easier to realize.
Sales Hub powers smarter prospecting with lead management and communication tools, accelerated revenue growth with deal pipelines and quote software, and insightful scaling with sales analytics and powerful conversation intelligence (including insights from calls).
The HubSpot Connect Integrations Content Library is a dynamic, interactive list of over 100 apps and programs with which the Sales Hub and other HubSpot solutions work. It’s powered to grow with your business and integrates with all tech stacks you’ll ever use.
In terms of pricing, HubSpot Sales Hub has a zero-commitment option. Paid plans include Starter at $20, Professional at $100, and Enterprise at $150 per user/month.
Option 3: Clari
Clari boasts the distinction of being a leader in multiple RevOps categories across top review aggregates like G2 and expert opinion assessments like Forrester.
This is due in large part to Clari’s robust set of core functionalities, including:
- Forecasting revenue models with 98% accuracy
- Capturing deal events and activities across touchpoints
- Inspecting deals closely with AI tools to accelerate growth
- Aligning sales with other teams to create predictable revenue
- Closing deals faster and learning from them with copilot
- Optimizing sales workflows and creating a groove
These functions integrate across various partnered and supported platforms, which Clari is actively working to increase. Interested buyers who need a specific integration that is not presently supported are encouraged to submit a request.
Clari’s pricing is bespoke to individual use cases, and no standard rates are currently available to the public. However, quotes are available for free upon request.
Option 4: Xactly
Xactly is a revenue intelligence platform that maximizes revenue potential. It leverages big data and 20 years of expertise in analytics and AI applications to operationalize and capitalize on intelligence. It also builds fair seller compensation into its core functionalities, inspiring sales that drive holistic, sustainable growth.
In practice, this leads to 90% fewer overpayments, 60% less time spent creating compensation plans, and 99.8% on-time commission accuracy.
Xactly uses its north-star approach to integration, best-in-class application model, Xactly Connect API platform, SQL-based language, and optimized compensation data to integrate across various sales tech stacks—including Salesforce.
Pricing is not publicly available, but a quote can be generated upon request.
Option 5: InsightSquared
InsightSquared is Mediafly’s full-funnel revenue intelligence platform. It allows leaders and all team members to capture relevant sales activities and report on them in real time to an interactive dashboard. On the backend, powerful AI tools guide sales decisions, process meeting data, and provide accurate deal forecasting.
InsightSquared works seamlessly with many of the most popular sales and CRM tools, including a free deal grader and robust paid integration with SalesForce.
Pricing is not publicly available, but quotes and a free demo are upon request.
How to Choose the Right RevOps Software
Beyond considering the generalized benefits, drawbacks, and use cases of revenue tools for businesses, it’s important to consider your own unique needs when picking a RevOps solution. On the one hand, your company’s size, location, and industry niche might make a certain revenue tool the best option—directly or indirectly.
For example, Hubspot’s Health Cloud is a specialized CRM tool that’s a first and best option for many in healthcare. For organizations that use it, adding on Salesforce’s RevOps integration leverages an already existing ecosystem to maximize utility.
On the other hand, where you are now is not necessarily where you’ll be in the months and years to come. Scalability and integration for both your current tech stack and customer base, as well as your projected operations, are critical to your choice.
Another important factor is visibility and mobilization of customer data. RevOps is one of the most pivotal technologies powering management and growth in SaaS, not least because of its capacity for end-to-end monitoring of customer information.
Finally, there’s budget—the right tool needs to be at the right price. Being able to test your software at full functionality during a “buy-in” period will help you determine that.
How to Get the Most Out of RevOps Software
Maximizing revenue software benefits requires implementing software solutions—along with broader revenue operations best practices—carefully and intentionally.
Some of the most important practices to implement include:
- Training and supporting teams: Train and assess staff on the functionalities of the RevOps software, as well as their responsibilities during onboarding.
- Integrating with existing systems: Configure your RevOps platform to speak to and inform your CRM and other tools to maximize value across all of them.
- Updating and optimizing software: To ensure full functionality over time, schedule updates and patch management at monthly or quarterly intervals.
- Measuring RevOps’ impact: Make use of actionable RevOps KPIs like sales cycle length, lead conversion rate, and customer acquisition cost impact (CAC).
Smart implementation helps companies make the most of top revenue software and maximizes the growth RevOps platforms make possible.
Operatus: Optimizing Revenue Operations
Most businesses trust RevOps implementation to far exceed their revenue goals, regardless of which specific software or platforms they choose. However, the most effective way to get the most out of RevOps is by working with a trusted partner who matches your team with the tech best equipped to serve you and supports you along the way.
Enter Operatus. We help companies of all sizes pick the right revenue management software, implement it, and operationalize it to maximum effect. Through RevOps as a service and other guided support, we remain committed to helping you optimize your revenue operations.
To learn more about a partnership with Operatus, get in touch today.
