What Is a Revenue Operations Solution and Do You Need One?
October 21, 2024
Revenue operations software helps revenue operations teams and organizations drive growth and revenue by strategically aligning sales, marketing, and customer success efforts.
By streamlining revenue operations for sales and marketing teams, RevOps software can enhance cross-departmental collaboration and optimize the revenue generation process.
That seems like something you want, right? (Hint: It is.)
However, to determine the best RevOps solution for your business specifically, you need to understand RevOps software in 2024, along with potential pros and cons. So, let’s dive in.
What Is Revenue Operations?
Unlike traditional sales operations, which revolve mainly around sales processes, revenue operations cover virtually all revenue-generating functions within an organization.
Revenue operations create space for a systematic, streamlined approach that includes marketing, sales, and customer success operations. This approach means that you entire go-to-market function is being centrally supported with focus going in the areas of greatest opportunity.
Ultimately, RevOps is key to implementing sales strategies and maximizing revenue generation.
Key Components of a Revenue Operations Solution
RevOps solutions encompass various components that work symbiotically to establish automated systems across various teams and divisions within an organization. These components can generally be grouped into three main categories:
- Seamless integration
- Efficient data management
- Automation
Integration is about reducing friction between different departments, efficient data management involves organizing and centralizing data, and automation boosts productivity by taking tedious tasks off your team’s plate.
Signs Your Business Needs a Revenue Operations Solution
Revenue operations solutions cast a wide net by default, addressing pain points across a business's structure. Common paint points include:
- Minimal or disjointed collaboration between departments
- Fragmentation and data inconsistencies
- Reliance on manual tasks
- Difficulty in scaling operations
- Poor customer insights
Disjointed collaboration between departments produces inefficiencies. Data inconsistencies lead to inaccurate insights and missed opportunities. Relying on manual tasks decreases productivity, causing ineffective targeting and inhibiting upselling efforts.
Does your organization face any of these challenges? If the answer is “yes,” it would benefit from a RevOps solution.
16 Best Revenue Operations Solutions for Sales Teams
There’s no shortage of revenue operations solutions on the market, so finding one that best fits your organization’s needs can be challenging. Ultimately, you want to focus on robust, agile, customizable, scalable, user-friendly, and easy-to-implement software options.
To that end, here are the 16 best RevOps solutions available today.
1. Clari
Clari helps identify coordination issues, providing the advanced pipeline management necessary to spot new opportunities consistently. However, forecasts don’t update automatically.
2. 6sense
6sense uses artificial intelligence to structure data, building predictive models that deliver insights to help teams reach their goals. A con, however, is the slow rate of implementation.
3. Gong
Gong is a revenue intelligence solution that analyzes all customer-facing interactions, from calls and emails to conferences. However, tonality and visual cues are lost as Gong relies solely on spoken words.
4. Mediafly (formerly InsightSquared)
Mediafly, formerly InsightSquared, enables easy content management, accelerating sales cycles, although some report a need for a more intuitive user experience.
5. Chorus
Chorus utilizes cutting-edge machine learning techniques to provide insights on sales calls and meetings to optimize sales pitches (though these insights may not be as granular as those provided by Gong).
6. Dreamdata
Dreamdata delivers user behavior analytics, helping marketing teams optimize campaigns. Although implementation can take some time.
7. Salesloft
Salesloft helps teams automate repetitive manual tasks, boosting efficiency and simplifying outreach efforts. However, its pricing structure may not align with those with smaller operating budgets.
8. Fullcast.io
Fullcast.io is an end-to-end platform that allows executives to set, track, and monitor targets and quotas. However, ongoing training may be needed to get new users comfortable with the software.
9. Apollo
Apollo excels at streamlining the board management process, assisting in planning, lead generation, and email outreach (though it doesn’t offer source tracking).
10. Salesforce
Salesforce is one of the world’s leading CRM tools, with a robust suite of powerful features. Due to its advanced capabilities, the learning curve may be steep.
11. Hubspot
Renowned for its user-friendly interface, Hubspot handles everything from relationship management and sales guidance to lead scoring and intelligence. The cost may be high for some, given its wide variety of features.
12. LeanData
LeanData is one of the best revenue operations platforms for lead management, as it automates lead routing and supports account-based marketing. However, some report a steep learning curve.
13. Marketo
Marketo is a robust marketing automation platform specializing in customer data and interactions. While it’s extremely user-friendly, there’s no CRM tool.
14. Outreach
With a strong focus on sales engagement, Outreach is ideal for teams that need to optimize their outreach and follow-up processes. It’s also worth noting that Outreach doesn’t provide real-time analytics.
15. Chili Piper
Chili Piper is a scheduling and routing software that optimizes conversion rates and lets users create detailed reports. However, its pricing may deter some smaller businesses.
16. Zoominfo
Zoominfo is a comprehensive lead-scoring software aggregating company data and contact information. Given its extensive features, users may experience a steep learning curve.
Choosing the Right Revenue Operations Solution
If you know what factors to prioritize, choosing the right RevOps as a service solution for your business doesn't have to be a time-consuming process.
Here are three key considerations to keep in mind:
- Scalability: Ideally, you want a RevOps solution that can accommodate your current goals and grow your business as it evolves.
- Integration capabilities: A revenue operations solution should easily integrate with the other systems you currently have set up.
- Alignment with your business goals: Is your goal to improve operational efficiency, or do you think your company lacks CRM data hygiene?
The bottom line is that there are no one-size-fits-all solutions. You need to adopt a strategic approach, carefully evaluating your organization's unique pain points, workflows, and goals.
Implementing Revenue Operations Software for Revenue Growth and Improved Business Metrics
Integrating RevOps software is a must for every business in today's environment. That’s because efficient communication among revenue teams and consistent customer satisfaction are key to generating revenue, surpassing key performance indicators, and driving growth.
Ultimately, the market rewards agility and adaptability, so marketing and customer success teams need revenue operations solutions and sales project consulting services to consolidate siloed revenue data and processes.
The question is: Is your business ready to evolve with RevOps? If it is, get in touch with the team at Operatus and discover how a customized solution could optimize revenue operations and transform your business!
